C&F Bank

  • Sales Finance Representative

    Job Locations US-VA-Richmond
    Posted Date 4 days ago(4/16/2018 9:10 AM)
    # of Openings
  • Overview

    Logo- Green


    The Sales Finance Representative is primarily responsible for making prudent credit decisions within its established approval/exception guidelines in compliance with all state and federal regulations, and in adherence to all C&F practices, policies and procedures.


    • Analyze information received from credit application and consumer credit data to make prudent decisions regarding credit approval that are within credit authority. Concurrence requirement not required.
    • Negotiate terms and conditions of loan decisions with dealers within established approval/exception guidelines to ensure credit quality and profitability.
    • Develop and maintain efficient dealer relationships by making outside marketing calls that ensure volume objectives and credit quality requirements are met.
    • Manage and obtain satisfactory application approval. Purchase, capture and close deals within company guidelines. Capture approved deals through negotiation with dealers utilizing sales skills.
    • Monitors dealer productivity and calls dealers for approval and follow-up on pending contracts to increase capture ratios.
    • Manage yield based on company guidelines.
    • Support changes in origination strategies as needed.
    • Assist in managing efficiencies through dealer education.
    • Remain informed on all industry related trends.
    • Consistently meet or exceed volume requirements.
    • Demonstrate proficiency on all aspects of underwriting.
    • Consistently maintain satisfactory capture and closure rates.
    • Consistently achieve satisfactory credit audits.
    • Consistently achieve satisfactory charge off levels.
    • Consistently achieve satisfactory 12-mo charge off performance.
    • Adhere to all C&F policies and procedures as well as complying with all regulations and applicable laws.
    • Assist with area development by phone marketing existing dealer base as assigned.
    • Conduct customer interviews on credit applications to gather and document information pertaining to making credit decisions.
    • Coordinates with Funding and Sales department to examine and re-evaluate decisions as changes evolve.
    • Team with Collections department to resolve dealer collection issues.
    • Actively participate in regularly scheduled staff meetings and events.
    • Make exceptions to normal guidelines when necessary.
    • Resolve any issues that arise during the underwriting process.
    • Perform other duties as assigned.
    • Must be able to work a flexible schedule to include rotating weeknights, weekends and holidays as business dictates.



    Two years underwriting or related industry experience which consists of sales, credit, funding or collections. Experience and a level of proficiency with Microsoft Office preferred. Proficient computer skills and typing skills.



    Excellent communication, interpersonal, organizational, math, and PC skills are required. Strong rapport-building, decision-making, and problem-solving skills are essential. Must possess a strong attention to detail. Highly motivated. Excellent phone sales skills. Proficient oral and written communications skills. Excellent analytical, problem solving and organizational skills.



    Able to communicate effectively with people at all levels. Must be an excellent listener and have the ability to use sound, independent judgment while interacting with a diverse group of constituents. Able to work independently. Able to deal with ambiguous situations and issues that arise on during the underwriting process. Able to evaluate and make consistent, quality credit decisions that produce acceptable ratios and returns for the company. Able to develop and maintain productive dealer relationships. Able to require minimal assistance with underwriting, phone marketing and funding responsibilities.



    Bachelor’s degree or equivalent is preferred. A combination of experience and education will be considered.


    Physical Demands

    Employee may experience the following physical demands for extended periods of time: view computer monitor, keyboarding, talking on the phone calls, sitting, motion fingers/hands/wrists and standing/walking.


    Equal Employment Opportunity Statement

    C&F Finance Company is committed to providing equal employment opportunity to all qualified persons and reaffirms in policy and practice that it shall not discriminate against applicants or employees because of race, color, religion, gender, age (over 40), disability, genetic information, veteran status (disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, Armed Forces service medal veterans, and Vietnam era veterans), national origin, or any other consideration protected by applicable federal, state, or local law. This applies to all areas of employment, including promotion, transfer, layoff, termination, compensation, benefits, recruitment advertising, recruitment, and selection for training. EOE/M/F/Disability/Veterans




    Bachelor's Degree




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