Dealer Development Manager

Jobtailor

Nashville (TN)

On-site

USD 70,000 - 110,000

Full time

6 days ago

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Job summary

Jobtailor in Nashville seeks a Dealer Relations Manager to develop and maintain relationships with dealer partners, act as trusted advisor to owners, GMs, and F&I managers, and conduct regular in-person visits.

You will drive sign-ups, onboarding, training, and monthly funding targets, while collaborating with underwriting and credit teams to structure deals and ensure compliance across the territory.

Qualifications

2+ years of experience in indirect auto finance, auto sales, or related field
Strong understanding of credit tiers, loan structuring, and dealership operations
Proven ability to build relationships and drive sales growth
Excellent communication, negotiation, and problem-solving skills
Self-motivated with strong time management and territory planning skills
Ability to travel locally (significant field time required)
Must reside in the Greater Nashville Area
English is required for all positions

Responsibilities

Develop and maintain relationships with new and existing dealer partners
Act as a trusted advisor to dealership owners, GMs, and F&I managers
Conduct regular in-person dealership visits based on a structured drive schedule
Deliver consistent follow-up and service to ensure dealer satisfaction and loyalty
Identify, onboard, and activate new dealer partners
Drive dealer sign-ups and first deals
Re-engage inactive dealers and return them to production
Execute onboarding training on programs and systems
Achieve monthly funding and application volume goals
Increase contracts per active dealer and overall territory production
Grow volume in Tier 3–5 segments while maintaining quality
Drive penetration targets
Partner with underwriting/credit teams to structure deals effectively
Educate dealers on program guidelines, stips, and deal packaging
Coach dealers on submitting clean, fundable deals
Monitor dealer portfolio performance, including delinquency, charge-offs, and profitability
Manage dealer mix to align with company risk appetite and profitability goals
Shift focus toward preferred collateral and higher-performing dealers
Ensure adherence to compliance, credit policies, and documentation standards
Conduct ongoing product and process training with dealership staff
Educate dealers on value-added products
Provide market insights and best practices to improve dealer success
Position Upgrade as a relationship-driven partner rather than a transactional lender
Maintain a disciplined weekly drive schedule maximizing in-person dealer time
Track and manage activity through CRM such as Salesforce
Analyze territory performance and adjust strategy based on data
Participate in team calls, sales meetings, and performance reviews

Skills

Indirect Auto Finance Experience

Credit Tier Understanding

Sales Growth Ability

Territory Planning Skills

Excellent Communication Skills

Negotiation Skills

Problem-Solving Skills

Self-Motivation

Time Management

Field Travel

English Proficiency

Tools

CRM Software

Salesforce

Job description

Develop and maintain relationships with new and existing dealer partners
Act as a trusted advisor to dealership owners, GMs, and F&I managers
Conduct regular in-person dealership visits based on a structured drive schedule
Deliver consistent follow-up and service to ensure dealer satisfaction and loyalty
Identify, onboard, and activate new dealer partners
Drive dealer sign-ups and first deals
Re-engage inactive dealers and return them to production
Execute onboarding training on programs and systems
Achieve monthly funding and application volume goals
Increase contracts per active dealer and overall territory production
Grow volume in Tier 3–5 segments while maintaining quality
Drive penetration targets
Partner with underwriting/credit teams to structure deals effectively
Educate dealers on program guidelines, stips, and deal packaging
Coach dealers on submitting clean, fundable deals
Monitor dealer portfolio performance, including delinquency, charge-offs, and profitability
Manage dealer mix to align with company risk appetite and profitability goals
Shift focus toward preferred collateral and higher-performing dealers
Ensure adherence to compliance, credit policies, and documentation standards
Conduct ongoing product and process training with dealership staff
Educate dealers on value-added products
Provide market insights and best practices to improve dealer success
Position Upgrade as a relationship-driven partner rather than a transactional lender
Maintain a disciplined weekly drive schedule maximizing in-person dealer time
Track and manage activity through CRM such as Salesforce
Analyze territory performance and adjust strategy based on data
Participate in team calls, sales meetings, and performance reviews

Requirements

2+ years of experience in indirect auto finance, auto sales, or related field
Strong understanding of credit tiers, loan structuring, and dealership operations
Proven ability to build relationships and drive sales growth
Excellent communication, negotiation, and problem-solving skills
Self-motivated with strong time management and territory planning skills
Ability to travel locally (significant field time required)
Must reside in the Greater Nashville Area
English is required for all positions

Core Competencies

Demonstrates expertise in building and maintaining dealer relationships, driving sales growth, and executing effective onboarding and training programs. Proficient in analyzing territory performance and ensuring compliance with credit policies and documentation standards.

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