Dealer Relationship Manager

Develop new dealer relationships and maximize business from existing dealer partners through impactful dealer interactions. We rely on you to find ways to outperform our competition and maintain Harborstone’s positive image. To succeed in this role, it’s essential to be an exceptional communicator who can build strong relationships with our dealer partners. We’re also looking for someone who demonstrates strategic thinking, a sharp analytical mindset, and strong problem-solving skills. You will take an active role in managing Harborstone’s dealer account relationships, resolving issues as they arise to ensure seamless collaboration. Ultimately, your focus will be on maintain strong, lasting relationships that enhance our brand reputation and drive long-term profitability.

Generate indirect lending business from Automobile, Marine, Motorcycle and RV dealers in the approved market areas. Monitor dealership portfolios and ensure our dealer base meets our standards for inventory quality, business ethics and integrity. Develop and implement Indirect Business Plan to meet and exceed region's market share, credit quality, and origination objectives through the acquisition and retention of profitable dealer clients. Train and educate dealership personnel on Harborstone’s Indirect programs, assuring quality applications and proper loan documentation. Complete dealer contact reports and keep management informed about changes in the dealer community. Update management and other team members regarding any pertinent dealer risk issues.

Compensation: 

Minimum $77,970/year

Maximum 111,385/year

Applicant with a desired mix of knowledge, skills, and abilities could anticipate $83,538 - $89,108

• Responsible for developing and servicing a portfolio of dealer accounts: aggressively manages business development, makes effective one-on-one sales calls on new and existing dealers, acquires new dealer relationships, resolves dealer conflicts, generates application flow resulting in new contracts that meet and exceed business goals.

• Develop and maintain strong dealer relationships that promote the achievement of Harborstone’s goals and yield objectives.

• Execute Harborstone’s indirect sales plan by partnering with all levels of dealership management to drive desired volume to the credit union.

• Actively manage application pipelines for territory and works with partner dealers to ensure funding of approved contracts.

• Develop primary customer and prospect lists within Washington State with a focus to cultivate high value relationships with dealership decisionmakers.

• Assist with the planning and implementation of dealer relationship building events including lunches, dinners, sporting events, and dealer roundtables for assigned region. Business Development events are a requirement of the role and will lead to some non-standard hours.

• Ensures timely and thorough monitoring of all indirect dealers through periodic volume reviews, trend analysis, and dealer assessments.

• Maintain up-to-date knowledge of general economic conditions or changing trends that may affect the credit union’s indirect lending program. Provide timely feedback that allows the credit union to proactively address competition and changing conditions.

• Collaborate with all credit union departments; underwriting, member solutions, branches and vendors, including Credit Union Direct Lending (CUDL).

• Comply with Bank Secrecy Act (BSA) and other compliance requests and requirements.

• Follow all safety and security guidelines to properly safeguard member and organization assets.

• Embrace ongoing education and learn/apply new skills and software applications.

• Regular attendance and punctuality are essential functions of the job.

• Perform other job duties as assigned.

• Understand dealer needs and develop plans to address them.

• Demonstrated track record of success in sales and customer service in a dealer or indirect sales environment. Proven success in building strong customer relationships and new business development.

• Excellent verbal, written and interpersonal communication skills, with the ability to explain indirect and direct lending, underwriting guidelines, funding and collateral requirements, and general DOL title work, and policies.

• Ability to communicate effectively with various levels of management, team members, and dealer partners.

• Research and report on competitors’ product and service offerings, including an analysis of their key strengths and weaknesses.

• Strong analytical, problem solving and decision-making skills.

• Strong attention to detail and excellent organizational skills; ability to manage multiple priorities.

• Must be proficient in MS Office (Outlook, Excel & Word)

• Solid knowledge and understanding of Harborstone financial products and services.

• Ability to calculate APR, debt to income ratios, loan values, discounts, interest, commissions, proportions, percentages, volume, etc.

• Knowledge of federal and state lending regulations. 

• Ability to maintain confidences, exercise discretion, and sound judgement in job performance and in interpersonal relationships.

• Multi-lingual capabilities to include Spanish are a plus.

• Bondable.

Working Environment/Physical Activities

• Office environment with at least 80% travel with personal automobile to promote and maintain dealership relationships.

• Must be able to work a flexible schedule Monday thru Sunday, and attend meetings and events outside of regular business hours.

• The position requires manual dexterity, the ability to lift files and open filing cabinets.

• The position requires bending, stooping, or standing as necessary.
  

Required Education/Experience:

Bachelor’s Degree or equivalent work experience. A minimum of five years of dealership or sales experience.