Indirect Lending Sales Manager

Position Summary

The Indirect Lending Sales Manager provides leadership and strategic direction to Indirect Lending Relationship Managers and for the sales and management of Indirect Lending (IDL) and the Tech Car Shopper Program. The incumbent leads, directs and influences the relationship management team to meet and exceed growth targets in local and expanded markets, drives portfolio growth, and increases product penetration individually and as a team. The incumbent is involved in strategic planning, influencing people, delivering stellar service, selling, training, leveraging relationships and improving processes through multi-channel relationship development and outreach efforts. The incumbent models exemplary performance, supports all elements of an exceptional member experience and demonstrates the Technology Credit Union (Tech CU) values.

The incumbent cultivates and manages auto dealership and indirect lending relationships, generates the flow of quality applications, manages IDL relationship management staff, establishes goals and business plans, analyzes dealership statistics and develops sales campaigns. In addition, the incumbent promotes the development and growth of the IDL channel as a key strategy to grow its relevance in Tech CU’s footprint.

Responsibilities

Essential Duties

Sales

• Develops and maintains a business plan to increase the penetration of the indirect auto and indirect lending market, including action items and tactical steps to meet the goals of the plan on a regular basis and review periodically for performance.
• Creates and executes existing and new market penetration strategies to achieve corporate objectives and directly manages a key accounts portfolio in the assigned market.
• Promotes indirect lending products and programs to dealers and partners to increase overall understanding of and familiarity with products, including incentive programs within approved guidelines.
• Introduces the Tech CU’s indirect lending program to auto dealers who do not currently participate in the program. Answers questions, resolves issues, and provides a process that facilitates a smooth transition between dealer and credit union.
• Coordinates marketing requirements with marketing to develop advertising and sales literature for indirect lending programs. Oversees the content of that material to ensure accuracy and compliance.
• Cultivates and manages relationships with auto dealerships and other indirect lending partners to promote IDL products and increases the volume of applications originated through this channel.
• Cultivates and manages the relationship with the Tech Car Shopper vendor and ensures the program is meeting the needs of members.
• Identifies, validates and drives new regional opportunities, market access dynamics, and makes direct contact for relationship expansion to meet and exceed  growth objectives.
• Develops and uses market intelligence and competitive analysis to identify growth opportunities. Anticipates and reacts quickly to trends and changes in IDL performance, organizational strategies and market fluctuations.
• Assists with complex negotiations; attends presentations, joint meetings and networking events; and helps with dealership or other indirect partner activation, which may include travel for in-person meetings with partners.
• Communicates production results to direct manager for inclusion in Retail Lending reporting for executive management.
• Coordinates and acts as a liaison with other departments across the Credit Union.
• Coaches direct reports, provides training on products/programs, policies and procedures, and relationship building techniques to enable all direct/indirect reports to perform effectively, efficiently and accurately.  
• Manages and monitors budget to maximize operating efficiencies.
• Fosters a high-performance, customer-focused sales culture.
• Reviews and responds to issues identified in dealer performance, audit and regulatory reports.
• Supports established policy and procedures, recommending changes as needed.

Other Responsibilities

• Maintains current knowledge of the full suite of Tech CU indirect lending products , and is conversant in the benefits of Tech CU membership, the market, and the Tech CU value proposition.
• Invests in on-going education in order to remain current on Tech CU product knowledge, the market and the competitive arena, and further development of consultative sales skills.

Supervisory Functions

• Establishes scope of authority, schedule and responsibility for direct reports.
• Engages with direct reports and peers to align goals with organizational goals and objectives, establish performance metrics, provide feedback and develop talent.
• Manages and monitors budget to maximize operating efficiencies.
• Reviews and responds to issues identified in audit and regulatory reports.
• Supports established policy and procedures, recommending changes as needed.

Work Schedule

• Full-time; typically 40+ hours/week
• Flexible within core business hours, M-F
• Occasional extended early morning or late evening hours, and weekends, typically with advance notice based on planned activities that support the strategic objectives of the role.

Workplace Essentials

• Supports Tech CU’s Mission and Vision and consistently demonstrates Tech CU’s Values (Accelerate, Collaborate, Innovate and Cultivate).
• Meets with manager on a regular basis 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.

Qualifications

Education: Bachelor’s Degree in a related business discipline (or equivalent career experience.)  

Experience:  

• 5+ years’ experience in related disciplines, including exposure to financial products, policies procedures and project management
• 3+ years’ outside sales or business development experience.
• Experience with building client relationships in uncharted territories and expanding reach into other states is strongly preferred.

Licensing: None Required. 

Knowledge/Skills/Abilities:

• Current knowledge of financial products and services,
• Strong consultative sales skills.
• Excellent written and verbal communication and presentation skills.
• Initiative, self-motivated, and driven to achieve sales objectives.
• Solid computer skills, including Microsoft Office, Excel and Outlook.

Travel: Frequent local travel for business development activities is required. Must be able to travel independently and reliably. Attends offsite training, meetings or events, typically with advance notice. May include occasional overnight travel. 

Typical Working Conditions: Periodic travel within Tech CU’s field of membership and/or out-of-state.  While at Headquarters offices, the environment includes interaction with a variety of internal and external parties.

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

Physical Requirements: This position requires:

• Speaking and listening to interact with internal and external parties in person or via phone.
• Reading a computer screen and performing keyboarding tasks for up to 70% of the day.
• Sitting at desk and/or conference table for extended periods of time.
• Mobility to attend meetings within office building and offsite.

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

• Position Grade: 107
• Salary Range: minimum-$113,000, midpoint-$136,000, maximum-$159,000
• Work Location: The salary range listed is based on working in San Jose, CA. If you work remotely, your salary will be adjusted based on your geographic location.
• Typical Starting Pay: Most new hires start between the minimum and midpoint of the range (adjusted for work location if applicable), based on experience and qualifications.
• Bonus Potential: Target 10% of base salary based on company and individual performance.

Tech CU is a pay-for-performance organization. We benchmark base pay to the 50th percentile of our market and offer incentive-based compensation tied to individual and company goals.

Tech CU offers a comprehensive benefits package, including:

• Health Coverage: Medical, dental, and vision plans
• Income Protection: Life and disability insurance
• Retirement: 401(k) plan with company match
• Paid Holidays: 12 days annually
• Paid Time Off (PTO):
• Accrues at 7.08 hours per bi-weekly paycheck (approximately 23 days per year)
• Increases with length of service
• Voluntary Time Off (VTO):
• 8 hours annually for full-time employees to support charitable organizations
• Additional Benefits:
• Flexible Spending Accounts
• Employee-paid voluntary benefits
• Leaves of absence in compliance with state and federal regulations