Dealer Services Production - Dealer Relationship Manager

TITLE: DEALER RELATIONSHIP MANAGER
STATUS: EXEMPT
REPORT TO: REGIONAL PRODUCATION MANAGER, DEALER SERVICES
DEPARTMENT: RETAIL DEALER SERVICES PRODUCTION
JOB CODE: 3202
PAY RANGE: $100,000.00 ANNUALLY

GENERAL DESCRIPTION
The Dealer Relationship Manager (DRM) is pivotal in cultivating, developing, and maintaining strong business relationships within Golden 1 Credit Union’s network of indirect vehicle dealerships. This role is essential in delivering industry-leading service and support, with a focus on increasing funded volume, dealer participation, and member growth.
The DRM combines relationship management expertise with a strategic, data-driven approach to identify opportunities, expand active dealerships, and improve overall funding performance. This includes analyzing dealer trends and penetration, targeting underperforming relationships, and executing outreach strategies that strengthen Golden 1’s market position.
The DRM is expected to achieve monthly and annual assigned funding and dealer penetration targets by driving engagement, outreach consistency, and results-oriented relationship management. The role requires collaboration with Leadership, Product, and Operations to ensure efficient loan processing, competitive pricing, and superior dealer satisfaction. Through proactive engagement, opportunity targeting, and continuous follow-through, the DRM delivers measurable results while embodying Golden 1’s commitment to excellence, partnership, and member value.
TASKS, DUTIES, FUNCTIONS
1. Opportunity Targeting, Data Mining, and Reporting

• Analyze funding, approval, and submission trends by dealer to identify performance gaps, untapped opportunities, and areas for growth.
• Leverage internal reporting tools and external sources (e.g., AutoCount, CUDL) to monitor dealer performance and market share.
• Monitor funded volume, active dealer counts, and penetration metrics across assigned territories; use insights to prioritize engagement and drive activation among inactive or low-volume dealers.
• Translate data insights into actionable outreach strategies to drive funded volume and penetration.
• Provide regular performance updates and recommendations to Lending and management teams to support strategic decisions.

2. Dealer Relationship Enhancement

• Build and maintain strong, consistent relationships with assigned dealerships, including owners, general managers, finance managers, and key lending contacts.
• Conduct regular on-site visits, calls, and virtual meetings to ensure engagement, training, and alignment on business goals.
• Utilize and maintain accurate dealer contact information in the CRM system to support automated marketing, targeted outreach, and consistent communication with assigned dealerships.
• Promote Golden 1’s lending programs, products, and pricing to maximize dealer utilization and strengthen loyalty.
• Partner with Operations to ensure seamless communication and efficient processing throughout the loan approval/funding process.

3. Interdepartmental Access and Collaboration

• Serve as a bridge between dealerships and internal departments—including Lending, Product, and Operations—to ensure collaboration and issue resolution.
• Provide regular feedback to management on process efficiencies, dealer satisfaction, and program enhancements to continuously improve the dealer experience.
• Support coordination between internal teams for program launches, pricing adjustments, and member service initiatives.
• Partner with Home Loans, Consumer Deposits and Business Services Product teams to identify opportunities for expanded relationships within dealership networks, such as employment-based programs. Loan placement, or membership drives.

4. Preferred Dealer Network Management

• Support the identification, development, and management of a preferred dealer network that demonstrates strong partnership performance, member service, and compliance.
• Ensure selected dealerships consistently provide exceptional experiences to Golden 1 members and align with credit union values.
• Provide feedback to management on potential additions or removals from the preferred network based on performance and relationship quality.

5. Market Insight, Event Planning, and Business Development

• Maintain awareness of local market conditions, competitor programs, and regulatory updates impacting indirect lending.
• Assist in planning and executing relationship-building events (e.g., dealer roundtables, recognition programs, and tournaments).
• Identify opportunities for joint promotional activities that strengthen Golden 1’s visibility and drive incremental growth.

6. Compliance and Operational Excellence

• Ensure adherence to all applicable state and federal regulations, including BSA, AML, and fair lending requirements.
• Maintain accurate and timely dealer records, agreements, and documentation.
• Demonstrate high professional standards and accountability in representing Golden 1 across the dealer network.

PHYSICAL SKILLS, ABILITIES, AND EXERTION UTILIZED IN THE PERFORMANCE OF THESE TASKS:
1. Effective oral and written communications required to perform the duties outlined above.
2. Must possess sufficient manual dexterity to skillfully operate a portable laptop computer, fax machine, and telephone.
3. Must possess the ability to operate a motor vehicle.
ORGANIZATIONAL CONTACTS AND RELATIONSHIPS
1. INTERNAL: Leadership, Operations, Product, and Marketing Staff.
2. EXTERNAL: Dealership contacts, other lender representatives, and vendor representatives.
OTHER REQUIREMENTS
1. EDUCATION: At a minimum Bachelor’s Degree in Business Management or Finance. Equivalent work experience may be substituted for the Degree requirement.
2. EXPERIENCE: 5 or more years of experience performing similar jobs in a financial institution

3. KNOWLEDGE/SKILLS:

• Ability to establish, retain and grow strong relationships.
• Ability to drive awareness and increase market share, identify growth opportunities.
• Travel within field assignments.
• Ability to communicate effectively with various levels of management, peers as well as clients.
• Superior written and verbal communication skills.
• Ensure agreements are presented in line with defined expectations.
• Collect and report information on competitive products and service offerings.
• Identify and report on competitive strengths and weaknesses.
• Ability to exercise discretion and sound judgment in job performance and in interpersonal relationships.

PHYSICAL REQUIREMENTS
1. Travel by car is required to visit dealerships in assigned regions.
2. Travel by plane or other public conveyance is required to attend meetings at headquarters, assist in high volume times at headquarters, provide support at dealerships outside of assigned region, and attend conferences/training as deemed necessary by management.
3. Overnight stays could be required for regions that require extended travel away from home base.
4. Corrected hearing in the normal range required. A telephone device to enhance hearing will be provided if needed
5. Corrected vision in normal range.
LICENSES/CERTIFICATIONS
None
#LI-Remote
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
THIS JOB DESCRIPTION PROVIDES AN OVERVIEW OF THE GENERAL SCOPE AND LEVEL OF WORK EXPECTED TO BE PERFORMED, BUT IT IS NOT AN EXHAUSTIVE LIST OF ALL DUTIES OR RESPONSIBILITIES ASSOCIATED WITH THE POSITION. THE CREDIT UNION RESERVES THE RIGHT TO MODIFY, ADD, OR REMOVE DUTIES AS NEEDED WITHOUT ADVANCE NOTICE. EMPLOYEES MAY BE REQUIRED TO PERFORM ADDITIONAL TASKS AND DUTIES AS DIRECTED BY THEIR SUPERVISOR, PROVIDED SUCH TASKS ARE WITHIN THE EMPLOYEE’S KNOWLEDGE, SKILLS, AND ABILITIES, OR CAN BE PERFORMED WITH REASONABLE TRAINING. NOTHING IN THIS JOB DESCRIPTION ALTERS THE AT-WILL EMPLOYMENT RELATIONSHIP OR LIMITS THE CREDIT UNION’S RIGHT TO ASSIGN OR REASSIGN DUTIES AND RESPONSIBILITIES TO THIS POSITION AT ANY TIME.