Director, Dealer Partner Product Strategy
PenFed Credit Union
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Benefits offered by this job
Job summary
PenFed Credit Union seeks a strategic Director for Dealer Partner Product Strategy to guide Auto Dealer Lending, driving growth, profitability, and member satisfaction. Hybrid work at Tysons, VA or IRVING, TX supported by collaboration with Technology, Risk, Finance, Marketing and Compliance.
The role requires 8+ years in auto lending/product strategy, P&L oversight, and strong executive communication. A master’s degree is preferred; AI tools and CRM experience add value.
Qualifications
- Bachelor's degree in business, Finance, Economics, or related field required; master's degree preferred.
- Minimum of eight (8) years of progressive experience in auto lending, consumer finance, or product strategy.
- Minimum of two (2) years of direct management experience.
- Proven success managing P&L or large-scale lending portfolios across multiple channels.
- Experience working directly with executive leadership and influencing organizational strategy.
- Strong understanding of credit risk, pricing models, and lending operations.
- Demonstrated success leading teams and developing talent in a fast-paced environment.
- Excellent communication and presentation skills; able to convey complex ideas clearly.
- Strong analytical abilities with proficiency in data visualization and BI tools.
- Experience collaborating with technology and digital product teams; CRM knowledge preferred.
- Familiarity with Salesforce Financial Services Cloud; AI tools experience preferred.
Responsibilities
- Lead strategic planning and execution for Auto Dealer Lending initiatives across dealer channels.
- Own the Auto Dealer Lending P&L including originations, yield, credit performance, and expenses.
- Set channel goals for production, profitability, portfolio health, and member satisfaction.
- Align dealer channel strategies to deliver a seamless member lending experience.
- Represent Auto Dealer Lending with senior leaders and communicate performance and risks.
- Oversee pricing, risk, and portfolio mix to optimize growth and ROA.
- Inform competitive positioning and product enhancements via analytics and market intel.
- Partner with Digital Product Management to shape the digital lending experience.
- Collaborate with Servicing and Operations to identify process improvements.
- Lead initiatives expanding cross-sell opportunities and engagement with ancillary products.
- Lead, mentor, and develop auto lending teams; foster accountability and collaboration.
- Build partnerships with Technology, Marketing, Risk, Finance, and Compliance.
- Secure executive alignment and resources for strategic initiatives.
- Champion mission and member-first mindset across Auto Dealer Lending.
- Define and track KPIs for portfolio, digital adoption, and satisfaction.
- Report trends and risks; prepare executive presentations and forecasts.
- Monitor market conditions and macro factors to guide decisions.
- Identify new partnerships and market opportunities to grow lending reach.
- Drive product innovation to meet evolving member needs and dynamics.
Skills
Education
Tools
Job description
PenFed is hiring a (Hybrid) Director, Dealer Partner Product Strategy at our Tysons, Virginia or Irving, Texas Service Center location. The Director of Dealer Partner Product Strategy is a senior leadership role within the Consumer Lending Division, responsible for setting the strategic direction, driving financial performance, and advancing the growth of PenFed's Auto Dealer Lending portfolio. This position owns the go-to-market strategy for all dealer-based auto lending channels and is accountable for delivering profitable growth, maintaining portfolio health, and enhancing the member experience across the full lending lifecycle.
As the business owner for Auto Dealer Lending, the Director partners closely with Technology, Operations, Risk, Finance, and Marketing to develop and execute strategies that balance growth, risk, and service excellence. This role also serves as the primary liaison to executive leadership, representing the Auto Lending business in strategic forums and cross-functional initiatives. The ideal candidate brings strong analytical rigor, product and financial acumen, leadership capability, and enterprise influence.
Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. This is not intended to be an all-inclusive list of job duties, and the position will perform other duties as assigned.
- Lead strategic planning and execution for Auto Dealer Lending initiatives across existing and emerging dealer channels.
- Own the Auto Dealer Lending P&L, including originations, portfolio yield, credit performance, and expense management.
- Establish and manage channel goals focused on production, profitability, portfolio health, and member satisfaction.
- Align dealer channel strategies to deliver a seamless, member-centric lending experience across the full lifecycle.
- Represent Auto Dealer Lending with senior and executive leaders, communicating business performance, opportunities, and risks.
- Oversee pricing, risk, and portfolio mix strategies to optimize growth and return on assets.
- Use analytics and market intelligence to inform competitive positioning, rate strategies, and product enhancements.
- Partner with Digital Product Management to shape the digital lending experience and drive adoption through user-centered design.
- Partner with Servicing and Operations to identify process improvements and efficiency opportunities.
- Lead initiatives that expand cross-sell opportunities and increase engagement in ancillary and complementary financial products.
- Lead, mentor, and develop a team of auto lending professionals, fostering a culture of accountability, curiosity, and collaboration.
- Build strong partnerships across Technology, Marketing, Risk, Finance, and Compliance to ensure effective strategy execution.
- Collaborate with executive leaders to secure alignment and resources for strategic initiatives.
- Champion PenFed's mission and member-first mindset, ensuring Auto Dealer Lending strategies support broader enterprise goals.
- Define and track KPIs that measure portfolio performance, digital adoption, member satisfaction, and operational efficiency.
- Analyze trends and report on channel health, identifying emerging risks and opportunities for improvement.
- Lead monthly business reviews and prepare executive presentations highlighting performance, forecasts, and strategic recommendations.
- Continuously evaluate market conditions, competitive trends, and macroeconomic factors to inform business decisions.
- Identify and evaluate new partnership and channel opportunities that expand PenFed's lending reach and competitiveness.
- Drive product innovation to meet evolving members' needs and changing market dynamics.
- Maintain awareness of fintech trends, technology innovation, and regulatory changes impacting the auto lending industry.
Equivalent combination of education and experience is considered.
- Bachelor's degree in business, Finance, Economics, or related field required; master's degree preferred.
- Minimum of eight (8) years of progressive experience in auto lending, consumer finance, or product strategy required.
- Minimum of two (2) years of direct management experience.
- Proven success managing P&L or large-scale lending portfolios across multiple channels.
- Experience working directly with executive leadership and influencing organizational strategy.
- Strong understanding of credit risk, pricing models, and lending operations.
- Demonstrated success leading teams and developing talent in a fast-paced, result-driven environment.
- Exceptional communication and presentation skills, with the ability to convey complex ideas clearly and persuasively.
- Strong analytical and problem-solving abilities with proficiency in data visualization and business intelligence tools (e.g., Tableau, Power BI, Excel).
- Experience collaborating with technology and digital product teams to deliver innovative member experiences.
- Knowledge of Salesforce Financial Services Cloud or equivalent CRM platforms preferred.
- Experience in using A.I. tools preferred.
This position will supervise employees.
No additional licenses or certifications required.
While performing the duties of this job, the employee is regularly exposed to an indoor office setting with moderate noise.
*Most roles require working in an office setting with moderate noise and the ability to lift 25 pounds. *
Ability to travel to various worksites and be on call is required.
The anticipated starting salary range for this role is $ 97,400 .00 - $ 190,406.00
This position is eligible for an organizational performance based annual bonus, subject to board discretion and approval.
This position is eligible for an individual performance based annual bonus.
This position includes commission/incentive plan compensation.
#LI-Hybrid
At PenFed, we offer a robust benefits package designed to support you both personally and professionally. You'll have access to comprehensive health, dental, and vision plans; paid time off; and family-friendly benefits like paid parental leave, care support, and fitness center access. Financial wellness is encouraged through features like a 401(k) match, employee loan discounts, and fully paid life and disability coverage. We also support growth via education assistance, community involvement, and volunteer opportunities.
Helping members achieve their dreams since 1935. Pentagon Federal Credit Union (PenFed) is one of America's largest federal credit unions, serving 2.8 million members worldwide with $29 billion in assets. PenFed offers market-leading certificates, checking and savings, credit cards, personal loans, mortgages, auto loans, and a wide range of other financial services, always with members' interests in mind. PenFed is federally insured by the NCUA and is an Equal Housing Lender.
Berkshire Hathaway HomeServices PenFed Realty, LLC is a full-service real estate company ready to assist our clients with buying, selling and renting a home. The company is a wholly owned subsidiary of PenFed Credit Union and is the largest independently-owned brokerage in the Berkshire Hathaway HomeServices network, placing us in the top 1% of all real estate brokerages in the country. With almost 60 offices and nearly 2,000 world-class sales professionals, we offer complete service coverage in Virginia, Maryland, the District of Columbia, Delaware, Pennsylvania, West Virginia, Florida, Tennessee, Kansas and Texas. In addition, we also offer specialized client services which include management of vacation properties and long-term rentals, corporate relocation services and national referral network.
PenFed management will maintain and observe personnel policies which will not discriminate or permit harassment or retaliation against a person because of race, color, creed, age, sex, gender, gender identity, gender expression, religion, national origin, ancestry, marital status, military or veteran status or obligation, the presence of a physical and/or mental disability or medical condition, genetic information, sexual orientation, and all statuses protected by applicable state or local law in all recruiting, hiring, training, compensation, overtime, position classifications, work assignments, facilities, promotions, transfers, employee treatment, and in all other terms and conditions of employment. PenFed will also prohibit retaliation against individuals for raising a complaint of discrimination or harassment or participating in an investigation of same. PenFed will also reasonably accommodate qualified individuals with a disability so that they can apply for a job or perform the essential functions of a job unless doing so causes a direct threat to these individuals or others in the workplace and the threat cannot be eliminated by reasonable accommodation or if the accommodation creates an undue hardship to PenFed. Contact human resources (HR) with any questions or requests for accommodation at Careers@PenFed.org .
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