Senior Dealer Relationship Manager

Job Description

Position Overview:

The Senior Dealer Relationship Manager is responsible for advancing the growth and profitability of STCU’s Indirect Lending Program. This role manages a high-performing dealer portfolio, driving application volume, optimizing look-to-book ratios, refining credit mix, maintaining high net yield, and ensuring the long-term stability and profitability of the credit portfolio. As a key ambassador of STCU, this role develops and maintains trusted dealer partnerships while leveraging data-driven insights to identify growth opportunities, mitigate risk, and align portfolio performance with organizational objectives. Focused on growth and sales, the Senior Dealer Relationship Manager plays a pivotal role in positioning STCU as the market leader and lender of choice in the region through strategic relationship management and exceptional negotiation skills.

Core Job / Requirements/Outcomes

• Drive loan production, market growth, and portfolio performance by fostering high-value dealer relationships. Build impactful partnerships with aligned objectives through proactive, professional communication. Support sustainable growth while upholding the credit union's stability and strategic goals.
• Monitor dealer portfolio performance to ensure sustained profitability, optimal net yields, and minimal risk exposure through low delinquency and charge-off ratios. Leverage advanced analytics and reporting frameworks to monitor trends, identify strategic opportunities, and implement proactive risk mitigation and negotiation strategies. Champion a balanced approach that drives portfolio growth, protects the credit union’s financial integrity, and delivers long-term value to members while aligning with organizational priorities.
• Contribute as a subject matter expert towards the strategic direction of product pricing and development by leveraging comprehensive market intelligence, macroeconomic trends, and a deep understanding of the automotive and recreational vehicle competitive landscape. Execute the high-level strategies that enhance product innovation, maximize profitability, and position the credit union as a market leader while aligning with long-term organizational goals.
• Drive growth and market leadership for STCU’s Indirect Lending program by implementing targeted strategies, setting ambitious goals, and aligning Dealer Management Officers to deliver measurable results.

Other Essential Functions

• Drive the execution of strategic departmental initiatives by providing expert operational support and cross-functional collaboration with key areas including the Omnichannel, Indirect Operations, Member Development, Consumer Underwriting, Loan Service, and Loss Mitigation departments. Ensure seamless integration and alignment with the credit union's broader strategic objectives and long-term vision.
• Act as a key strategic liaison, effectively managing and resolving complex dealer and credit union-related issues, ensuring seamless alignment between loan transactions, collateral management, and cross-departmental operations, while safeguarding the credit union’s strategic interests.
• Act in the credit union’s best interest by determining preferred plans of action with partnerships or specific loan transactions.
• Lead dealer due diligence by analyzing dealership financials and key documentation to ensure comprehensive risk assessment and alignment with the credit union’s financial standards and strategic goals.
• Maintain thorough knowledge of credit union policies, underwriting guidelines, practices and procedures to support compliance requirements for the department and organization.

Qualifications

Education Bachelor’s degree in business, marketing, or equivalent work and educational experience required.

Job Experience Minimum of five years’ experience in consumer lending or automotive finance including establishing and maintaining relationships with indirect dealers. Previous experience providing mentoring, coaching, and training a sales team required.

Software Skills Proficient in all MS office programs to include Outlook, Word, and Excel, as well as familiarity with various loan origination software required.

Other Skills Strong communication and interpersonal skills required in order to maintain positive working relationships and to effectively collaborate with diverse work groups.

Physical Demands Must be able to regularly talk, hear and operate a computer, keyboard and mouse and occasionally lift, pull/push and carry up to 10 pounds with accommodations.

Work Conditions Exposure to constant or intermittent sounds at a low or moderate level consistent with an office setting. Exposure to high-stress, fast-paced, deadline-oriented environment.

Travel Demands Reliable transportation is required for travel to dealerships or dealer events.

Other Perform additional duties as assigned for the efficient operation of the department and the organization. This includes the possibility of being assigned temporarily to other locations.

Additional Information

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