Indirect Lending Relationship Manager

The Indirect Lending (IDL) Relationship Manager is responsible for managing strategic relationships, including automobile dealerships and other potential indirect lending partners, with a focus on promoting Technology Credit Union (Tech CU) brand and product awareness and building business relationships with key influencers and decision makers. The IDL Relationship Manager’s primary objective is to make calls and presentations to dealerships or other potential indirect lending partners on a regular basis to develop long-term relationships.

Essential Duties

Automobile Dealership and Indirect Lending Partnerships  

• Identifies all dealers within assigned region(s).
• Prioritizes best opportunities for prospects within assigned region(s) which are ready for business development.
• Develops new business through weekly visits to auto dealerships to train and promote Tech CU’s Indirect Lending Program.
• Investigates indirect lending opportunities with other indirect lending partners working with consumer lending to develop and activate partnerships
• Defines and prepares a written account development strategy for each dealership, with a goal of visiting dealerships weekly.
• Creates a running call report for each dealership to record and report the date and content highlights of each dealer visit.
• Maintains strong knowledge of the industry/trends, the competitive landscape, and Tech CU’s value proposition.
• Develops and grows a network of indirect lending referral sources and business contacts.
• Provides updates and education on Tech CU products and services and maintains contact records to track and evaluate development efforts
• Cold-calls and communicates via telephone and mass communication such as email to introduce Tech CU and identify perspective dealers within target market
• Monitors competitors’ rates and program changes
• Within region(s), analyzes production by reviewing deals with dealer partners, acts as a consultant/partner to Finance & Insurance Managers to ensure maximum production and help them structure deals that will best fit Tech CU’s program.
• Signs new dealerships or indirect lending partners, grows application count with existing dealerships and captures contracts with high rate of approval to funding results.
• Builds and maintains strong camaraderie with all indirect partners to build and maintain strong, long lasting mutually beneficial relationships.
• Invests in on-going education to remain current in the financial services industry, the automobile/indirect lending market, and the competitive landscape of both.

Relationship Management

Within the region(s) of responsibility,

• Communicates the enterprise-wide message and builds Tech CU brand awareness within the target market, e., the indirect lending ecosystem, community development agencies, auto dealerships.
• Develops and implements a strategic plan to optimize the business opportunities for assigned Tech CU region with a focus on achieving and exceeding all goals.
• Collaborates with internal partners to optimize outreach efforts.
• Develops, maintains, and expands relationships with existing and prospective auto dealerships, and indirect lending partners that allow optimal acquisition opportunity.
• Participates in community partnerships and onsite events aligned with Tech CU’s organizational objective.
• Utilizes social media channels to promote events and engage community and Tech CU membership.
• Maintains current industry, competitive and product knowledge.
• Develops and nurtures a network of referral sources and business contacts.
• Communicates relationship building results to own manager for inclusion in region management reports.
• Works under general supervision from leadership.
• May offer periodic coaching to other less experienced staff.
• Provides coverage as necessary to address dealership/prospect needs in the absence of other business partners. 

Communication

• Effectively communicates in written and verbal format, with an emphasis on building rapport with internal and external clients.
• Conducts/participates in individual and group presentations.
• Engages in consultative dialogue with strategic business partners and prospects.
• Offers solutions with an eye toward win-win outcomes.
• Interacts with internal and external clients in a way that honors mutual regard and respect.

Team Support

• Works cooperatively, collaboratively, and supportively with Tech CU colleagues.
• Actively contributes to efforts to optimize opportunities.

Work Schedule

• Full-time; typically, 40+ hours/week
• 8:00am-5:00pm, Pacific Time, M-F, (or as directed by management)
• Occasional overtime
• Flexibility to occasionally work early or late hours, and extended weekend hours, typically with advance notice

Workplace Essentials

• Supports Tech CU’s Mission and Vision and consistently demonstrates Tech CU’s Values (Accelerate, Collaborate, Innovate, & Cultivate).
• Meets with manager regularly to discuss goal alignment, performance metrics, and development plans.
• Complies with Tech CU policies and procedures.
• Upholds employee Code of Conduct and Business Ethics and ensures confidentiality of the workplace.
• Complies with requirements imposed by federal, state, and local regulatory agencies.
• Adheres to internal control and security measures designed to ensure regulatory compliance and mitigate losses and errors.

Education: Bachelor’s Degree in a related business discipline (or equivalent work experience). On-going education to remain current in the financial services industry, the automobile/indirect lending market, and the competitive landscape of both.

Experience: 4+ years of experience in a related discipline, including exposure to financial products, policies, and procedures, with 3+ years of outside auto dealership sales or business development experience.

Knowledge/Skills/Abilities:

• Current knowledge of the automobile and indirect lending industry and the competitive landscape.
• Strong leadership, management, and sales acumen
• Strong initiative, self-motivation, and drive to achieve sales objectives
• Current knowledge of the financial services industry and the competitive landscape
• Solid computer skills, including Microsoft Excel and Outlook
• Positive disposition
• Ability to operate as a self-starter who is highly organized and works well independently
• Strong team-oriented attitude
• Solid commitment to make excellence a habit
• Strong written, verbal and presentation skills
• Continuous drive to further develop a professional network and business skills.

Licensing/Certifications: None required.

Travel:  Holds a clear & valid state Drivers’ License.  Possesses current automobile insurance. Willingness to drive one’s own auto to conduct Technology Credit Union business.  Applicable IRS mileage reimbursement rate will be provided for business/credit union approved business travel.

Typical Working Conditions:  Works from a corporate office or home-based office.

Equipment Used: Routinely uses standard office equipment, including computer, phone, copier, and other devices.

• Physical Requirements:

• Walk/travel outside the facility 60-80% of the time to develop business.
• While in the facility may sit 20-40% of the time.
• Keyboard and read computer screen for 75% of time during which one is seated.
• Ability to lift items up to 25 lbs.

EQUAL EMPLOYMENT OPPORTUNITY

Technology Credit Union is an Equal Opportunity Employer. All qualified employees and applicants receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetic information, age, disability, veteran status or any other legally protected basis. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

PAY AND BENEFITS

This is a grade 106 position, with a salary range from $81,800 to $114,000 with bonus potential of 10%. The anticipated range for new hires is between the low-end and midpoint of the range, depending on experience. Tech CU is a pay-for performance organization that benchmarks base pay to the 50^th percentile of our market and we provide incentive-based compensation aligned with successful accomplishment of individual and corporate goals. The salary mentioned above is based on working in Meridian, ID. Salaries are based on the geographic location in which you live if working remotely.

Additionally, Tech CU provides health care benefits, life and disability insurance, 12 paid holidays and 401k with a company match; along with employee paid voluntary benefits. 7.08 Paid Time Off (PTO) hours accrue per bi-weekly paycheck (23 days per year) and will increase with length of service. Eight hours of Voluntary Time Off (VTO) are granted to full time employees annually to dedicate time to charitable organizations. Leaves of absences are available in adherence with state and federal regulations.