• Job Description

  Req#: R0010905

  At VyStar, we offer competitive pay, an excellent benefit package that includes a 401(k) Plan, an extensive paid technical and on-the-job training program, and tuition reimbursement--available to all full and part time employees. Part time positions start at a minimum of 30 hours per week.

  We encourage you to become a part of VyStar Credit Union's family of employees.

  Dealer Relationship Manager

  This position will cover Central to Southeast Georgia. Ideal locations for candidates would be in these areas.
  
  ACCOUNTABILITY STATEMENT The primary purpose of this job is responsibility for indirect lending sales activity within a designated market and territory for multiple product lines to include auto, marine, recreational vehicles and motorcycles. This position requires the ability to collaborate effectively with management to define and execute standardized sales and marketing practices to indirect dealerships, as well as, oversee the promotion and continuous development of indirect sales strategies to meet or exceed key business objectives. This includes all business development efforts in existing and potential new markets and across multiple product segmentation to include auto, marine, recreational vehicles and motorcycles. Must have a working knowledge of financial analysis regarding dealer financial statements, as well as, all business development aspects for the indirect lending channels. The incumbent must successfully manage and grow a $1.5 billion loan portfolio including multiple state business operations. Must effectively evaluate potential business relationships through collaboration with the Sr. Indirect Business Development & Credit Manager by conducting thorough market analysis, analyze dealer financial statements and be able to articulate to senior leadership the impact these potential relationships will have on achieving organizational goals and objectives. The incumbent will be expected to generate his/her own ideas and initiatives that capitalize on existing and prospective partnerships to drive substantive additional benefits to VyStar and the membership. The incumbent must demonstrate and exhibit strong sales and relationship building skills, including experience in management sales production with a preferred focus in the indirect lending and/or financial services. Responsibilities include successful implementation of the strategies developed to achieve indirect loan growth goals as outlined in the corporate business plan. This position acts as a liaison between credit union, dealership, vendor partners and members to ensure existing members and new members receive quality service at all levels of the purchase and finance transaction. This position is further responsible for establishing and building dealer relationships and loyalty; maximizing market penetration; approving all facets of dealer training; event planning and execution; acquisition of new dealers; monitors and tracks the performance of these programs; and communicates program details and interest rate changes. The incumbent is responsible for maintaining excellent dealer and department relations, for creating and encouraging a positive teamwork environment where innovation in process improvement is encouraged and where each employee is individually and collectively responsible for reaching department and corporate goals. The incumbent must always exhibit and demonstrate VyStar Excellence behaviors. The incumbent must be familiar with all federal, state and local regulations in connection with consumer and indirect lending. The incumbent is expected to exercise a wide range of discretion with 70% of responsibilities being self-directed and 30% directed by Sr. Indirect Business Development & Credit Manager, VP Indirect Business Development & Lending and senior management team, as requested.

  This position will cover Central to Southeast Georgia. Ideal locations for candidates would be in these areas.

  ESSENTIAL RESPONSIBILITIES

  • Promote and share best practices for a full-spectrum lending partnership with dealer partners, while providing exceptional dealer and member service, support and advocacy for our indirect lending products and services. Maintain existing dealer relationships and expand dealer and dealer group relationships, within assigned market, to generate new business opportunities.

  • Manage the dealer partnerships within assigned market territory to meet and exceed all annual operating plan and objectives to include loan volume, book to look, book to approval, credit quality mix, Open Lending volume objectives, and other key performance indicators as determined by senior leadership.

  • Develop and promote business relationships, utilizing consultative business and selling practices, with dealership personnel to drive profitable origination volume. Maintain consistent and accurate communication with dealer partners to ensure they’re knowledgeable and updated on our current indirect products, pricing, programs, policy and operational practices.

  • Establish strong relationships with new and existing dealers and larger dealer groups to improve existing dealer relationships and performance, work closely with leadership on nonperforming dealers in order to promote profitable business growth and exceed objectives.

  • Review performance scorecards with dealership management and council dealers on quality and quality of loans being submitted. Effectively train dealers on the indirect rate sheet and policies including ensuring that we receive complete and accurate loan packages.

  • Create and maintain records of dealer visits through completion of a detailed Dealer Contact Report and maintain accurate and timely documentation on those DCRs.

  • Maintain a thorough understanding of state and federal laws and regulations related to indirect auto lending, dealer retail sales, and credit union compliance including bank secrecy and anti-money laundering laws as well as serving as subject matter expert on our indirect lending products, programs, policies and procedures.

  • Ability to work well in a collaborative team environment as well as independently to meet business objectives. Exudes positivity and strong commitment to meeting business objectives and the goals of the indirect lending team.

  • Perform other tasks as assigned that support indirect lending operations and special projects as directed.

  • Must be available and willing to work flexible hours/schedule that support consumer point of sale locations - to include some nights, weekends, and holidays as scheduled.

  • Sales goals will be based on assigned territory and territory could cover multiple states.

  • Role requires extensive local travel and some periodic overnight travel to manage sales and business relations with auto, RV, Marine and Motorcycle dealer partnerships.

  JUDGMENT

  The incumbent is expected to take independent action judgment in offering quality service to meet dealer and member needs. The incumbent is expected to resolve problems independently or, in the case of exceptional situations, refer the problem for appropriate resolution.

  EFFECT OF ERROR

  Errors in processing any indirect lending products and services may subject the credit union to losses and/or litigation. The effect of these errors may become manifest through billing errors, member complaints, delinquent accounts or out-of-balance conditions.

  Errors in the completion of transaction documentation involving secured loans may result in the loss of the credit union’s ability to properly protect collateral. This loss of collateral security could be very costly as it impacts the ability to protect against loan defaults.

  PUBLIC RELATIONS

  The position requires daily and close contact with dealers, fellow employees, members and vendors. The incumbent must possess a congenial attitude, active listening skills; strong teaching skills and a commitment to quality service and the credit union credo of “people helping people.” This position also requires the incumbent to facilitate various projects or special request by the Sr. Management Team.

  All employees and business units, as first line of defense, are expected to proactively help identify, assess, manage, and report risks within their domain of work. To enhance a healthy risk culture and support our growth for good pillar, employees will maintain vigilance in safeguarding our operations while ensuring compliance with regulatory mandates. The Risk team serves as the second line of defense by providing risk oversight and credible challenge whereas the Audit team serves as the third line of defense by providing risk assurance.

  Incumbent is expected to demonstrate each of the following VyStar Excellence behaviors in performing the duties and responsibilities of their job:

  • Focus - Focus your full attention by carefully listening to and observing client or member.
  • Connect - Consistently be friendly and approachable. Demonstrate your care.
  • Understand - Listen empathetically and ask questions (70%/30% rule).
  • Counsel - Recommend solutions based on your member’s needs and objectives.
  • Advance - Ensure that member’s expectations were exceeded.
  • Verify necessary follow-up actions.

  KNOWLEDGE, SKILLS & ABILITIES

  • Incumbent must exhibit and demonstrate excellent verbal, written and presentation skills are necessary. In addition, the incumbent must possess excellent closing skills, motivation for sales, prospecting skills, sales planning, selling to dealer and member needs, territory management, market knowledge and always portray a professional image.

  • Must have a service-oriented attitude and the congeniality to meet and deal with dealers and members.

  • Incumbent must be licensed to operate a motor vehicle with the State of Florida or have a valid issued Driver’s License from the state of residence

  • if incumbent resides outside of Florida.

  • Must portray a professional appearance, conduct all business interactions in a professional manner and be self-driven and motivated

  EXPERIENCE

  8+ years of experience in sales, financial services, business development and/or sales management role in a financial services environment is required.

  COMPUTER SKILLS

  Knowledge of Microsoft Office products and various technology and lending platforms are required.

  EDUCATION

  • A Bachelor’s Degree in Business or related field is required. In lieu of a degree, 8+ years of relevant equivalent combination of education, training, and experience.

  DISCLAIMER AND WORK ENVIRONMENT

  • Nothing in this position description is an implied contract for employment. The position description is intended to be an accurate account of the essential functions. The functions are not all encompassing and are subject to change at any time by management.

    The work environment characteristics described are representative of those that an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

    As required or requested, may exert up to 20 pounds of force occasionally and/or a negligible amount of force constantly to lift, carry, push, pull or otherwise move objects.

  VyStar Credit Union is not seeking outside assistance or accepting unsolicited resumes from staffing agencies or search firms for employment or contractor opportunities. Any resumes submitted by an outside vendor to any employee at VyStar via e-mail, internet, or directly to hiring managers without a valid written search agreement with the Talent Acquisition / HR department will be deemed the sole property of VyStar Credit Union.

  No placement fee will be paid if a candidate is hired as a result of the referral, or through other means.

  Thank you for your inquiry regarding our current job opening. Your resume will be carefully reviewed against the position requirements. Should your experience and skills match, you will be contacted by one of our Human Resources department staff members.

  Thank you again for your interest in this position!

  VyStar Credit Union Human Resources

• About the company

  VyStar Credit Union is a member-owned financial cooperative that is headquartered in Jacksonville, Florida.

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