Dealer Relationship Manager

J  o  b    D  e  s  c  r  i  p  t  i  o  n

THE DETAILS

Job Code:

3202

Grade:

NG

Status:

Exempt

POSITION AND PURPOSE

The Dealer Relationship Manager (DRM) is pivotal in cultivating, developing, and maintaining strong business relationships within Golden 1 Credit Union's network of indirect vehicle dealerships. This role is essential in delivering industry-leading service and support, with a focus on increasing funded volume, dealer participation, and member growth.

The DRM combines relationship management expertise with a strategic, data-driven approach to identify opportunities, expand active dealerships, and improve overall funding performance. This includes analyzing dealer trends and penetration, targeting underperforming relationships, and executing outreach strategies that strengthen Golden 1's market position.

The DRM is expected to achieve monthly and annual assigned funding and dealer penetration targets by driving engagement, outreach consistency, and results-oriented relationship management. The role requires collaboration with Leadership, Product, and Operations to ensure efficient loan processing, competitive pricing, and superior dealer satisfaction. Through proactive engagement, opportunity targeting, and continuous follow-through, the DRM delivers measurable results while embodying Golden 1's commitment to excellence, partnership, and member value.

WHO WE ARE

Golden 1 Credit Union is among the top credit unions in the country. As a member-owned, not-for-profit cooperative, Golden 1 is guided by the credit union philosophy of “people helping people.” We are committed to empowering our members and uplifting our communities as we create a more equitable and financially inclusive California. We welcome all who embrace our Core Values.

WHO YOU ARE

You are a relationship-focused professional who builds strong partnerships with indirect vehicle dealerships to drive growth, funding volume, and member value. Using data-driven insights and proactive outreach, you identify opportunities to strengthen dealer engagement and improve performance. You deliver exceptional service and measurable results through collaboration, strategic relationship management, and a commitment to excellence.

THE WORK

•

Opportunity Targeting, Data Mining, and Reporting

• Analyze funding, approval, and submission trends by dealer to identify performance gaps, untapped opportunities, and areas for growth.
• Leverage internal reporting tools and external sources (e.g., AutoCount, CUDL) to monitor dealer performance and market share.
• Monitor funded volume, active dealer counts, and penetration metrics across assigned territories; use insights to prioritize engagement and drive activation among inactive or low-volume dealers.
• Translate data insights into actionable outreach strategies to drive funded volume and penetration.
• Provide regular performance updates and recommendations to Lending and management teams to support strategic decisions.

•

Dealer Relationship Enhancement

• Build and maintain strong, consistent relationships with assigned dealerships, including owners, general managers, finance managers, and key lending contacts.
• Conduct regular on-site visits, calls, and virtual meetings to ensure engagement, training, and alignment on business goals.
• Utilize and maintain accurate dealer contact information in the CRM system to support automated marketing, targeted outreach, and consistent communication with assigned dealerships.
• Promote Golden 1’s lending programs, products, and pricing to maximize dealer utilization and strengthen loyalty.
• Partner with Operations to ensure seamless communication and efficient processing throughout the loan approval/funding process.

•

Interdepartmental Access and Collaboration

• Serve as a bridge between dealerships and internal departments—including Lending, Product, and Operations—to ensure collaboration and issue resolution.
• Provide regular feedback to management on process efficiencies, dealer satisfaction, and program enhancements to continuously improve the dealer experience.
• Support coordination between internal teams for program launches, pricing adjustments, and member service initiatives.
• Partner with Home Loans, Consumer Deposits and Business Services Product teams to identify opportunities for expanded relationships within dealership networks, such as employment-based programs. Loan placement, or membership drives.

•

Preferred Dealer Network Management

• Support the identification, development, and management of a preferred dealer network that demonstrates strong partnership performance, member service, and compliance.
• Ensure selected dealerships consistently provide exceptional experiences to Golden 1 members and align with credit union values.
• Provide feedback to management on potential additions or removals from the preferred network based on performance and relationship quality.

•

Market Insight, Event Planning, and Business Development

• Maintain awareness of local market conditions, competitor programs, and regulatory updates impacting indirect lending.
• Assist in planning and executing relationship-building events (e.g., dealer roundtables, recognition programs, and tournaments).
• Identify opportunities for joint promotional activities that strengthen Golden 1’s visibility and drive incremental growth.

•

Compliance and Operational Excellence

• Ensure adherence to all applicable state and federal regulations, including BSA, AML, and fair lending requirements.
• Maintain accurate and timely dealer records, agreements, and documentation.
• Demonstrate high professional standards and accountability in representing Golden 1 across the dealer network.

QUALIFICATIONS

•

Bachelor’s Degree in Business Management or Finance. Equivalent work experience may be substituted for the Degree requirement. required

•

5+ years performing similar jobs in a financial institution required

•

Ability to establish, retain and grow strong relationships.

•

Ability to drive awareness and increase market share, identify growth opportunities.

•

Travel within field assignments.

•

Ability to communicate effectively with various levels of management, peers as well as clients.

•

Superior written and verbal communication skills.

•

Ensure agreements are presented in line with defined expectations.

•

Collect and report information on competitive products and service offerings.

•

Identify and report on competitive strengths and weaknesses.

•

Ability to exercise discretion and sound judgment in job performance and in interpersonal relationships.

•

None required

ORGANIZATIONAL CONTACTS AND RELATIONSHIPS

INTERNAL:

Leadership, Operations, Product, and Marketing Staff.

EXTERNAL:

Dealership contacts, other lender representatives, and vendor representatives.

WORKING CONDITIONS

Work time includes weekend and after-hours time, based on organizational needs. This position works in-office where working conditions, lighting, temperature, audio, and workspace are all sufficient.

PHYSICAL REQUIREMENTS

Work requires the ability to constantly operate a computer and the ability to read, type, and communicate. Work may require the ability to move work-related supplies weighing up to 10-15 pounds.

DISCLAIMER/INTENT AND FUNCTION OF JOB DESCRIPTIONS

The above information on this description has been designed to indicate the general nature and level of work performed by team members within this classification. Because the nature of positions and job functions can change over time, this job description is not designed to contain or be interpreted as a comprehensive inventory of all essential functions, duties, responsibilities and qualifications requirements of team members assigned to this job. Job duties may be changed or modified in the Credit Union’s discretion. The Credit Union will keep team members updated on key functions, duties, and requirements of their position by communications from the Credit Union and by updating the job description from time to time. Any team member with questions about the nature of their job duties is encouraged to consult with their supervisor.

DECLARATION/ACKNOWLEDGEMENT

This job description outlines the essential functions and physical/mental requirements necessary to perform this role. Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.