F&I Income Development Manager

Auto Careers Online, LLC; South Carolina; On-site; USD 90,000 - 120,000; Full time

Benefits offered by this job

Full benefits

Performance-based bonus programs

Job summary

Auto Careers Online, LLC is seeking an Income Development Manager to oversee a 20–30 dealer NC territory, driving PNUR performance by promoting VSC and F&I protection products. This field-based role emphasizes data-driven coaching and dealer relationship-building.

Ideal candidates bring deep F&I knowledge, menu selling expertise, and the ability to influence sales teams through coaching and collaboration, with ownership of dealer success and compliance.

Qualifications

• Experience in dealership F&I, menu selling and account development.
• Knowledge of VSC and protection product strategy in OEM/vendor environments.
• Proficiency with CRM tools, MS Office and dealership DMS platforms.

Responsibilities

• Create and execute strategic territory growth plans with Regional Manager.
• Build consultative relationships with dealer principals and F&I leaders.
• Analyze in-store performance to boost F&I penetration and revenue.

Skills

F&I expertise

Menu selling

CRM proficiency

Time management

Effective communication

Education

Bachelor’s or Associate’s degree

AFIP Certification (a plus)

Tools

CRM tools

Microsoft Office

DMS platforms

Job description

Position: Income Development Manager - OEM F&I Ancillary Division

Full-Time | Field-Based | North Carolina | Competitive Salary Bonus Full Benefits

Overview:

A nationally recognized OEM F&I provider is seeking a driven and experienced Income Development Manager (IDM) to oversee a territory of 20-30 franchise dealerships across North Carolina . This field-based position focuses on driving PNUR (Per New Unit Retail) performance - not just volume - through the promotion of Vehicle Service Contracts (VSC) and F&I protection products.

This is a high-impact role for a professional who thrives in front of dealers, brings deep knowledge of menu selling, and knows how to influence F&I and sales teams through data, coaching, and relationship-building.

Key Responsibilities:

• Create and execute strategic territory growth plans in partnership with the Regional Manager
• Build strong, consultative relationships with dealer principals, GMs, F&I Directors, and sales leaders
• Conduct in-store performance analysis to identify opportunities for increased F&I penetration and revenue
• Train dealership staff on OEM-branded VSC and ancillary products, including product knowledge and compliant menu selling techniques
• Act as a liaison for dealer questions, service issues, and customer satisfaction escalations
• Share regular field intelligence regarding product performance, competitive trends, and market conditions
• Collaborate with internal departments to ensure consistent dealer support and aligned messaging
• Uphold and promote company integrity, ethical practices, and compliance standards
• Foster continuous self-development to support career advancement

What You Bring:

• Expertise in dealership F&I, menu selling and account development
• Strong understanding of VSC and protection product strategy within OEM or vendor environments
• Proficiency with CRM tools, Microsoft Office and dealership DMS platforms
• Excellent time management skills and the ability to prioritize a large multi-dealer territory
• Clear and confident communication, both in the field and with corporate teams

Education & Experience:

• Bachelor’s or Associate’s degree preferred
• 5-10 years of combined experience in auto dealership operations, F&I, or vendor sales/training roles
• Equivalent experience will be considered
• AFIP Certification a plus

Work Environment & Physical Requirements:

• Frequent in-state travel by car required; occasional air travel as needed
• Must hold a valid driver’s license and maintain a clean driving record
• Ability to sit, stand, walk, and drive for long periods
• Vision, speech, hearing and mobility required for field and office work

Classification & Compensation:

• Full-time, salaried, exempt (FLSA)
• Eligible for performance-based and company-wide bonus programs
• Salary varies based on experience and tenure
• EEO Classification: Sales Workers | ADAAA Classification: Light

If you’re a results-focused F&I professional who thrives in a fast-paced, dealership-facing role, we want to hear from you.