Regional Director - F&I and Lender Relations

ZT Automotive; Houston (TX); On-site; USD 130,000 - 170,000; Full time

Job summary

ZT Automotive Group is seeking a Regional Director of F&I and Lender Relations to lead the finance and insurance function across our Texas and southern markets from Houston, TX. The role focuses on profitability, compliance, and strong lender partnerships.

The position requires building relationships with GMs and executives, optimizing programs, and driving cross-store collaboration. Travel approximately 50% to 65% of the time to multiple dealership locations is expected.

Qualifications

• Expertise in automotive F&I operations including deal structure and compliance.
• Established lender relationships and a track record of approvals on complex deals.
• Understanding of lender programs, reserve structures, and income from programs.
• Strong analytical and financial acumen to interpret reports and drive improvements.
• Ability to coach and collaborate across multiple locations without direct reports.
• Bachelor’s degree in business or finance (or equivalent experience).

Responsibilities

• Oversee F&I performance across ZT Automotive group dealerships.
• Manage lender relationships and negotiate programs to support deals.
• Monitor finance approval performance by store and lender.
• Collaborate with corporate and regional teams on strategy and training.
• Ensure compliance and accurate disclosures across locations.

Skills

F&I expertise

Lender relationships

Analytical finance

Communication

Negotiation

Cross-location collaboration

Education

Bachelor’s degree in business or finance

Tools

Dealership management systems

F&I menu & reporting tools

CRM tools

MS Office

Job description

Regional Director, F&I and Lender Relations

Description

Company Description

ZT Automotive Group operates a growing portfolio of dealerships across Texas, Florida, Alabama, and Georgia, representing domestic, import, and luxury franchises, and continues to add rooftops. The organization is built on integrity, transparency, and consistency, and invests in technology and process to stay ahead of where the business is going.

We are building a corporate Variable Operations team. Corporate exists to support the rooftops. The people in these roles are expected to bring real expertise to our stores and earn the trust of the operators who run them. We are looking for someone who partners with our stores rather than reports on them: building real relationships with General Managers and department leadership, owning the outcome alongside them, understanding how a decision in one department shows up in another, and caring about the health of the store beyond a single number.

Role Description

The Regional Director, F&I and Lender Relations is a full-time role based in Houston, TX. This position oversees Finance and Insurance performance across ZT Automotive Group dealerships, ensuring compliance, profitability, and alignment with company standards. The role manages and strengthens relationships with lenders and financial partners, negotiates programs, and resolves issues to support dealership finance operations.

The primary function of this role is relationship-based. The person in this seat maintains lender relationships of sufficient depth that difficult transactions can be resolved directly, and ensures the group captures available lender program and volume income.

Day-to-day activities include monitoring finance approval performance by store and lender, developing relationships with lender representatives, buyers, and regional management across all markets in which the group operates, identifying and pursuing lender volume, tier, and matrix programs for which the group qualifies, overseeing product performance and provider relationships including product packs, penetration by store, reserve structure, and chargeback trends, conducting store visits, reviewing F&I processes and metrics, collaborating with senior leadership on strategy, and maintaining compliance standards including completeness of documentation, consistency of menu presentation, and accuracy of required disclosures.

The role works in partnership with the Corporate Manager of New Vehicle Operations on captive penetration, with the Regional Pre-Owned Manager on deal structure and approvals, and with the Corporate Trainer, who is responsible for store-level F&I training and development and who supports this position in an advisory capacity. This position has no direct reports and works through General Managers, Market Directors, and F&I management.

Compensation and Benefits

This position is compensated through a base salary plus bonuses tied to department and group performance. Benefits include medical, dental, and vision coverage, a 401(k) retirement plan, paid time off, and participation in the employee vehicle purchase program. Specific plan details are reviewed during the interview process.

Additional Information

Other duties may be assigned as business needs require.

ZT Automotive Group is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, genetic information, or any other characteristic protected by applicable federal, state, or local law.

Employment is contingent upon successful completion of a pre-employment background check, motor vehicle record review, and drug screening. Candidates must possess and maintain a valid driver’s license and an insurable driving record.

Requirements

Qualifications

• Demonstrated expertise in automotive F&I operations, including deal structure, compliance, and process optimization.
• Established lender relationships and a demonstrated record of securing approval on complex transactions.
• Comprehensive understanding of lender programs, reserve structure, and lender-based program income.
• Solid understanding of automotive retail operations, customer experience standards, and relevant regulatory and compliance requirements.
• Strong analytical and financial acumen, including the ability to interpret performance reports and implement data-driven improvements.
• Ability to coach, influence, and build collaborative relationships across multiple locations without direct supervisory authority, working cross-functionally with sales, service, and executive leadership.
• Excellent communication, negotiation, and presentation skills, with professional presence appropriate for lender and executive-level interaction.
• Proven organizational and time-management abilities to manage regional responsibilities and competing priorities.
• Proficiency with dealership management systems, F&I menu and reporting tools, CRM tools, and common office software applications.
• Prior multi-store, corporate, or lender-side experience in the automotive industry strongly preferred. Experienced F&I Regional Directors and lender representatives seeking a dealer-side role are encouraged to apply.
• An ownership mentality and the ability to build trust with experienced operators.
• Bachelor’s degree in business, finance, or a related field, or an equivalent combination of education and automotive leadership experience.
• Based in Houston, Texas. Candidates must live in or be willing to relocate to the Houston area.
• Willing to travel to dealership locations across the group’s markets, approximately 50% to 65%, including air travel to markets outside Texas.
• Valid driver’s license and an acceptable driving record.