This role is instrumental in establishing dealer partnerships, driving sustainable loan growth, and expanding membership through a modern, data-informed, and member-first lending approach.

Key Duties & Responsibilities

Dealer Relationship Development & Management

• Establish, develop, and manage strong partnerships with franchised auto dealers within the indirect lending network (including CUDL).

• Serve as the primary relationship manager and trusted advisor to dealership partners.

• Conduct regular in-market visits to dealerships to reinforce engagement, monitor sales activity, assess competitive trends and lender positioning, identify performance opportunities, and ensure alignment with credit union objectives.

• Identify performance gaps and implement targeted strategies to improve dealer production, quality, and consistency by collaborating with management and cross-functional stakeholders to analyze root causes, align on objectives, execute action plans, and track results to ensure sustained improvements.

Loan Production & Portfolio Performance

• Drive indirect loan originations to meet or exceed production, yield, performance and profitability goals.

• Monitor and manage key performance indicators including application volume, approval rates, funding rates, look-to-book and book-to-approval conversion ratios, weighted average yield, delinquency, and charge-offs to ensure strong production efficiency and sustainable portfolio performance.

• Collaborate with dealerships, internal teams and vendor partners to ensure a seamless, efficient loan origination-to-funding process.

• Identify opportunities to improve funding efficiency, increase capture rates, and enhance member conversion.

• Support cross-sell and onboarding strategies to deepen member relationships acquired through indirect channels.

Business Development & Market Expansion

• Prospect, evaluate, and onboard new dealer relationships aligned with growth, credit quality, production, and profitability objectives.

• Develop and execute a territory-based business development strategy to increase loan volume, dealer penetration, and market share.

• Represent the credit union at industry events, dealer functions, and community engagements to expand visibility and relationships.

• Leverage market intelligence, competitive analysis, referral networks, and strategic partnerships to identify and pursue new growth opportunities, strengthen dealer channels, and expand a high-quality, profitable lending portfolio

• Continuously assess and refine dealer segmentation and growth strategies to maximize performance.

Credit, Risk & Compliance Oversight

• Reinforce compliance with underwriting standards, lending policies, and regulatory expectations across all dealer relationships.

• Monitor portfolio performance and credit trends, escalating emerging risks as appropriate.

• Partner closely with credit risk, compliance, and lending leadership to maintain a balanced growth and risk posture.

• Promote responsible lending practices that align with fair lending, consumer protection, and credit union values.

Dealer Training & Performance Enablement

• Deliver training to dealer F&I teams and leadership on program guidelines, systems, submission quality, and funding expectations.

• Educate dealer partners on compliance requirements, documentation standards, and fair lending practices.

• Provide ongoing coaching and feedback to improve application quality, reduce friction, and enhance overall partner performance.

• Act as a resource for dealers to navigate program changes, product offerings, and operational processes.

Cross-Functional Collaboration

• Partner with underwriting, funding, servicing, marketing, and compliance teams to support program success and scalability.

• Act as the liaison between dealer partners and internal stakeholders to resolve issues and improve turnaround times.

• Share real-time market insights on pricing, competitor activity, dealer feedback, and evolving industry trends.

• Contribute to product development, pricing strategies, and go-to-market initiatives.

• Support continuous improvement of indirect lending processes, systems, and partner experience.

• Participate in evaluating and expanding adjacent lending opportunities and strategic partnerships.

Performance Tracking, Reporting & Optimization

• Maintain accurate records of dealer activity, performance metrics, and pipeline opportunities.

• Provide regular reporting and insights to leadership on dealer performance, market conditions, and program effectiveness.

• Utilize data-driven decision making to refine strategy, improve execution, and maximize ROI.

Qualifications

Additional Requirements

• Ability to travel regularly within assigned territory
• Valid driver’s license and reliable transportation
• Compliance with all regulatory requirements (BSA, OFAC, Fair Lending, etc.)

What Success Looks Like

• A scalable, high-quality indirect lending program with strong dealer engagement
• Consistent loan growth aligned with profitability and risk expectations
• Expanded membership through indirect channels
• High-performing, well-trained dealer network delivering quality applications
• Strong internal alignment and efficient end-to-end loan processes