Dealership Relationship Specialist

Job Details: Job Location: Corporate Office - Rapid City, SD, Salary Range: Undisclosed, Job Category: Business Development, Who We Are

We have the fundamental belief that we, as an organization, can and will improve lives. Rooted in the centuries-old credit union philosophy of people helping people, we maintain a simple premise. Those we interact with will receive equal and just treatment, devoid of intolerance, false judgment, racism, or discrimination of any kind. We must not accept less if we are to fulfill our mission, "We Improve Lives." This mission empowers us to serve the greater good and to make a difference in our world. Our cooperative structure creates a cycle of mutual assistance towards the common goal of the financial well-being of members.

At Black Hills Federal Credit Union (BHFCU), we’re committed to improving the lives of our members every day, and we look for people who share that passion. Don’t have a ton of financial industry experience? No problem. Our onboarding includes an orientation program with ongoing training to help staff further their career at BHFCU by building on their existing strengths.

General Purpose: 

The Dealership Relationship Specialist serves as the primary liaison between the Credit Union and its indirect lending dealer network. This position is responsible for developing and maintaining strong dealer relationships, supporting loan production growth, providing training and ongoing communication, and promoting the Credit Union's indirect lending programs in support of organizational objectives.

The Dealership Relationship Specialist manages and develops relationships with dealer partners throughout a multi-state market area through a combination of in-person visits, virtual meetings, telephone outreach, and business development activities. This position is responsible for increasing indirect loan production, strengthening dealer engagement, monitoring dealership and portfolio performance, and ensuring compliance with Credit Union policies, procedures, and applicable regulations.

Essential Duties/Responsibilities:

Develop, maintain, and strengthen professional relationships with dealership partners throughout the Credit Union's indirect lending network.
Serve as the primary point of contact for dealer inquiries, operational support, training, and issue resolution.
Promote the Credit Union's indirect lending programs and identify opportunities to increase loan production, dealer engagement, and market penetration.
Identify, recruit, onboard, and develop new dealership relationships that align with the Credit Union's strategic growth objectives.
Conduct dealer outreach through in-person visits, virtual meetings, telephone calls, email communication, and other relationship management activities. Dealer visitation schedules will be based on production levels, strategic value, and business needs.
Deliver training and education to dealership personnel regarding lending programs, operational procedures, funding requirements, compliance expectations, and system utilization.
Monitor dealership production, approval ratios, portfolio performance, submission quality, and relationship profitability, providing recommendations to improve performance and strengthen partnerships.
Proactively engage inactive or underperforming dealer partners to identify opportunities for growth and increased participation.
Collaborate with underwriting management, lending, funding, and operational teams to enhance the dealer experience while maintaining sound lending practices and credit quality.
Serve as a liaison between dealership personnel and Credit Union staff to resolve operational issues, contract discrepancies, titling concerns, reserve adjustments, chargebacks, and other dealer-related matters.
Support dealer compliance with Credit Union policies, procedures, and applicable federal and state regulations by identifying and escalating operational, fraud, or compliance concerns as appropriate.
Conduct periodic dealer relationship reviews, establish performance expectations, and recommend action plans to enhance production and profitability.
Remain informed regarding competitor programs, pricing changes, market conditions, and industry trends and communicate relevant information to management.
Assist with the processing and funding of indirect loan packages as necessary to support operational needs.
Prepare reports, analyze production and portfolio data, and provide recommendations regarding dealer performance, growth opportunities, and risk management.
Keep management informed of significant dealer issues, market conditions, and emerging opportunities.

Other Duties/Responsibilities:

Assists in Indirect processing as needed.
Perform other duties as assigned.

Job Knowledge:

Working knowledge of consumer and indirect lending principles, practices, and processes.
General understanding of consumer loan underwriting, loan funding, portfolio management, and dealership operations.
Knowledge of applicable federal and state regulations governing consumer and indirect lending activities.
Proficiency with Microsoft Office applications, including Excel, and the ability to effectively utilize lending, CRM, and dealer management systems.

Job Qualifications (Skills):

BHFCU is committed to working with its employees to reasonably accommodate them with the physical aspects of the position.  The following list outlines the physical considerations that are normally encountered in this job.

Vision: A sighted person to effectively review documents.
Speech/Hearing: Ability to communicate verbally and in writing with staff, members and vendors.
Manual Dexterity: Ability to perform necessary computer-related input.
Physical Mobility: Limited mobility required.  Requires the ability to work flexible hours.

Job Qualifications (Ability):

Strong relationship-building, business development, and member service skills.
Ability to analyze data, identify trends, and develop recommendations that support organizational objectives.
Excellent organizational, analytical, and problem-solving skills with the ability to manage multiple priorities.
Effective verbal and written communication skills, including presentation and training capabilities.
Ability to work independently while exercising sound judgment and decision-making skills.
Ability to maintain confidentiality and exercise discretion when handling sensitive information.
Demonstrated ability to collaborate effectively across departments and influence positive business outcomes.

Job Qualifications (Education/Experience):

Education: Job requires a two-year college level of language, math, and reasoning skills. 

                                                                                          AND

Experience: Three to five years of experience in financial services, consumer lending, indirect lending, dealer relationship management, automotive dealership finance or sales management, business development, account management, consumer loan underwriting, or loan operations is required.

Experience working directly with automotive dealerships and a strong understanding of indirect lending programs, dealership operations, and dealer partnership management is strongly preferred. Candidates must demonstrate the ability to establish and maintain professional business relationships, support loan production objectives, and effectively collaborate with both internal and external stakeholders.

Must possess a valid driver's license and maintain an acceptable driving record.

Working Conditions:

Material and Equipment Involved

Computer and related peripherals
Telephone and mobile communication devices
Lending and dealer management systems
Microsoft Office Suite and related software applications

Work Environment/Physical Activities

Regular travel throughout the Credit Union's dealer network is required. Travel will primarily focus on strategic and high-volume dealership partners and may include occasional overnight stays based on territory needs and business objectives.

Physical Requirements

Job requires desk assignment work and in field work. Must be able to conduct presentations and training sessions both virtually and in person. The presentations given may require carrying presentation equipment. Must be able to perform extensive standing, sitting, driving, and walking. Must be able to lift up to 25lbs. Must be capable of climbing/descending stairs in emergency situation. Must be able to operate routine office equipment including computers, telephones, printers, and copiers. Must be able to work extended hours whenever required or requested by management. Must be capable of regular, reliable and timely attendance.

Working Conditions

Must be able to routinely perform work indoors in climate-controlled shared work area with moderate noise.

Mental and/or Emotional Requirements

Must be able to perform job functions with supervision and work effectively either on own or as part of a team. Must be able to read and carry out various instructions and follow oral instructions. Must be able to speak clearly and deliver information in a logical and understandable sequence. Must be able to perform basic mathematical calculations with extreme accuracy. Must be capable of dealing calmly and professionally with numerous different personalities from diverse cultures at various levels within and outside of the organization and demonstrate highest levels of customer service and discretion when dealing with the public. Must be able to perform responsibilities with composure under the stress of deadlines/requirements for extreme accuracy and quality and/or fast pace. Must be able to effectively handle multiple, simultaneous, and changing priorities. Must be capable of exercising highest level of discretion on confidential matters.

Notice:  This job description is not intended to be, nor should it be construed as, a contract or guarantee of employment.  Black Hills Federal Credit Union adheres to all federal and state labor laws regarding termination and probationary periods.  This position is also subject to all the personnel policies of Black Hills Federal Credit Union.  Changes may be made to this job description at any time by the President.  Black Hills Federal Credit Union is an equal opportunity employer.

Black Hills Federal Credit Union is an equal opportunity employer. All applicants will receive consideration without regard to age, race, color, sex, sexual orientation, genetic information, religion, national origin, disability, veteran status, or any other status or condition protected by state or federal law. BHFCU will provide reasonable accommodation to qualified persons with a disability but who are otherwise able to perform the essential functions of the job.Qualifications: