Dealer Representative (SLC)

Responsible for developing the growth of the Credit Union's indirect loan portfolio by establishing and nurturing relationships with auto and RV dealerships. This position plays a pivotal role in establishing AFCU as the dominant force in their designated territory. 

Tasks include initiating, implementing, and overseeing sales promotions with these dealerships, along with maintaining regular communication and providing training on the Credit Union's product offerings. They will also act as a liaison between the Indirect Lending Department, Marketing Department, Titles (Records) Department, Collections Department, Loan Portfolio Management and dealerships, ensuring smooth handling of funding and lending matters. Upholds a high level of professionalism when collaborating with auto, powersports, and RV dealerships through the Credit Union Direct Lending (CUDL) platform.

 
Understands market conditions and communicates the necessity for adjustments in lending programs and pricing, while also managing reporting and record-keeping to ensure proper controls are maintained. Monitors individual dealerships for potential risks and assists in resolving post-loan issues such as fraud, aged titles, power booking, or product cancellations in partnership with dealerships.

1. Sales and Dealer Relationship Management:

1. Conduct dealership visits to educate dealer partners about credit union indirect loan programs and encourage financing through the Credit Union.
2. Serve as a primary contact for dealerships, Marketing, and Indirect departments.
3. Collaborate with Indirect Underwriting and Funding teams to maximize market presence and address any Indirect concerns with dealerships.
4. Foster strong dealer relationships and leverage them to increase and maintain loan volume.
5. Assess the status of each dealership relationship and tailor meetings to meet credit union and dealership needs.
6. Identify and communicate areas of concern while upholding professionalism and understanding of credit union and member needs.
7. Possess the ability to address objections and concerns effectively. Additionally, must be capable of comprehending and articulating to dealers the distinctive features and advantages of our program in comparison to competitors.
8. Provide timely communication and feedback on lending pricing and programs from the dealer's viewpoint.
9. Familiarize oneself with competitor programs and develop strategies to address objections.
10. Seek out potential new dealer partners aligned with the credit union's vision and perform due diligence to vet compatibility.
11. Facilitate onboarding and training for new dealers to ensure compliance with credit union lending programs.
12. Introduce and oversee dealer sales programs, ensuring accurate tracking of performance against objectives.
13. Hosting of dealer events and other offsite dealer engagements while maintaining professional standards
14. Responsible for overseeing and fostering relationships that meet specific performance expectations in monthly fundings, new members and net monthly income to the Credit Union

2. Dealer Monitoring and Assistance with Post Loan Recovery and Collection Efforts:

1. Address challenging conversations with dealers, up to and including deactivation if necessary, to ensure compliance with credit union guidelines.
2. Monitor and communicate with dealers regarding portfolio performance and status, identifying and documenting areas of concern.
3. Vigilantly monitor and promptly notify management of any concerns regarding dealerships.
4. Assist Post Loan Resolution Team with any efforts regarding buybacks, payments for aged power booking notices, outstanding titles, warranty collections or other items.

3. Effective Administration of Department Functions:

1. Maintain regular communication with management, providing updates on activities, progress, and significant issues, including market factors that may hinder market growth.
2. Manage time and responsibilities efficiently and accurately.
3. Complete required reports and documents promptly, accurately, and in compliance with Credit Union guidelines.
4. Monitor budget, utilize corporate credit card, and reconcile expenses in compliance with company policy.
5. Maintain and update dealership records using CRM.
6. Ensure effective implementation and adherence to security and regulatory compliance procedures.
7. Attend and occasionally lead staff meetings and training sessions, as well as actively participate in Credit Union meetings.

Training/Education/Certification: 

· College degree in sales, business or related field or equivalent experience required.

Required Knowledge:

 
· Understanding of dealership functions. 
· Thorough knowledge of Credit Union loan products and applicable policies and standards. 
· Knowledge of member services, accounts functions, and products. 
· Knowledge of related computer applications.

Experience Required: 

· At least 4 years related experience at a Credit Union or similar financial institution.

Skills/Abilities:

· Strong interpersonal skills. 
· Good organization and problem-solving abilities. 
· Excellent verbal and written communication skills with the ability to overcome objections with positive reception. 
· Self-motivated and ambitious 
• Knowledge of related computer applications 
o Experience with LoanPro/Meridian Link, Trex, inBranch, CUDL, Qualtrics, Tableau 
o Microsoft Outlook, Teams, Excel (advanced user), and Word 
o Microsoft Dynamics CRM
o Apple iPad, PC
· Able to work well with people. 
· Ability to work remote with up to 80% travel time
· Ability to answer dealer calls after hours and on weekends