Indirect Lending Dealer Rep

Role:Indirect Lending Business Representative is responsible for developing, maintaining and expanding dealer relationships with the goal of promoting ORNL Federal Credit Unions indirect lending products and services. Obtaining dealer commitment and engagement to utilize ORNL FCU indirect lending program services. The representative will be responsible for the growth of the Credit Unions Indirect Loan Portfolio through building and maintaining relationships with Auto Dealerships. Represent ORNL FCU at various functions to increase indirect lending business through the development and implementation of member focused, integrated sales strategies and programs. Work closely with the consumer lending team and cross-departmentally to ensure consistent delivery of quality service. Effectively communicate with and assist dealers within the loan origination platform. Responsible for maintaining working knowledge of regulations, economic trends and credit union trends related to indirect lending. Monitor competitors rates and programs and make recommendations as needed.

Essential Functions and Responsibilities:

– Responsible for making regular visits to Indirect program dealers, developing and maintaining new and existing dealer relationships and for achieving a pre-determined level of routine and pre-scheduled visits. Document each visit and provide management with dealer visit report. Becomes a key contact for dealerships and the Indirect department. Serves as the dealers point of contact and will follow up with dealers on any funding and lending issues. Responsible for maintaining a high standard or professionalism while working with Auto Dealerships on the Credit Union Indirect Lending program. Supports organizational growth initiatives and KPIs within new and existing markets.
– Analyzes dealer relationships and leverages those relationships to increase/maintain market share. Responsible for developing and tracking key performance indicators. Compiling and maintaining monthly statistic reports related to indirect lending for management. Utilize reports to target indirect dealer business activity. Monitor competitors rates and program changes.
– Reviews and follow up on approved applications to promote conversion to funded contracts. Procures the due diligence necessary to onboard new Auto Dealerships to ORNL FCUs Indirect lending program. Identify and communicate dealership needs, market conditions, competitor trends/programs.Ability to interpret dealer performance trends to mitigate risks associated with delinquency and charge-offs. Evaluates and submits dealers for deactivation based on performance trends tracked on scorecards. Provides written reports to VP Lending and AVP Consumer Lending of dealer relationships and provide feedback on a regular basis.
– Performs other job-related duties as assigned.

Experience: Fiveor more years of auto dealership experience is required. Dealer Finance and/or Dealer Representative experience is preferred.

Education:An Associates degree; or, an equivalent combination of education and experience is required.

Other skills required:

– Proficiency in Microsoft 365 and the ability to adapt to and learn new technologies/systems/applications is required.
– Excellent written and verbal communication skills with the ability to communicate with all levels of the organization is required.
– Excellent time management skills and must be accustomed to working with deadlines is required.
– Strong customer service orientation is required.
– Strong problem-solving skills is required.