Job Summary:

As a Dealer Relationship Manager for C&F Finance Company, you will partner with automotive dealerships to develop an expansive dealer market base in new and existing territories. Your goal is to prospect, develop and maintain dealer relationships to ensure dealers are educated on our program scope to maximize market penetration and achieve volume objectives. Your ability to establish trusted relationships with key decision makers at each dealership is critical to maximizing C&F Finance Company’s position in the automotive finance industry.

Job Description:

• Establish trusted relationships with business owners and key decision makers.
• Drive contract volume by ensuring dealers have received proper training on our program scope.
• Implement creative marketing ideas to attract dealers and promote dealer production.
• Create and execute daily and weekly action plans to market to dealers and assess dealer performance data and overall sales metrics.
• Exhibit leadership in your markets to drive business results while providing exceptional customer service to our dealer partners.

Essential Duties and Responsibilities:                                                                     

• Responsible for overseeing external operations in your territories to generate leads on prospective dealer partnerships, maintain existing dealer relationships, and build C&F Finance Company’s presence as a premier lender in your markets.
• Be proficient with all C&F programs and benefits to provide consultative guidance and solutions to achieve market objectives.
• Consistently observe dealer business operations to ensure performance is aligned with our program scope and overall company goals are being met.
• Establish daily plans to make certain that core dealers and non-core dealers are marketed to effectively to maximize relationships and dealer production.
• Analyze dealer metrics prior to dealer visits to fully educate dealers on any efficiencies and inefficiencies.
• Implement ways to address inefficiencies with dealers to ensure acceptable levels of application efficiency are being met.
• Conduct careful analysis of dealer data and assess performance to determine the need to continue dealer partnerships in your market or examine termination, if necessary.
• Remain informed on all industry related trends and each assigned market’s competitive environment.
• Must be able to work a flexible schedule to include weeknights, weekends and holidays as business and volume objectives dictate.
• Assistance with lien perfection and company representation when necessary.

Success Metrics:

The individual’s success will be measured based on their ability to successfully complete the essential duties and responsibilities outlined above. Specific monthly and year end goals will be provided by management and will be broken down by market. Key metrics include, but are not limited to:

• Volume objectives
• Market penetration
• Producing dealers
• Application efficiencies
• Effective communications
• Marketing creativity

Ideal Candidate:

• Have an entrepreneurial spirit and create innovative ways to generate business and take ownership of your markets’ performance.
• Thrive in fast paced, ever-changing environments, delivering exceptional product, service, and process knowledge.
• Skilled in cultivating superior relationships and discovering areas for partnership growth.
• Highly organized and experienced in building a dealer market base, generating leads, and expanding producing dealers.
• Capable of providing consultative guidance to assist dealers in achieving volume objectives.
• Possess exceptional written, verbal, and presentation skills.

Education and Experience:  Bachelor’s degree or equivalent is preferred. Minimum of three years or more of experience in the sales finance industry or related industry experience which consists of sales, credit, funding, or collections. Experience in subprime sales finance is preferred. A combination of experience and education will be considered.

Knowledge, Skills, and Abilities:  Excellent verbal and written communication, organizational, and analytical skills are required to perform successfully in this role. Must be able to effectively utilize technology tools, such as PC and MS Office. Able to communicate effectively with people at all levels is required including dealer customers. Must be effective with time management and be detail oriented.

Travel

Must possess and maintain a valid driver’s license. Must be able to travel to all dealership locations within assigned markets.

Physical demands:  

Employee may experience the following physical demands for extended periods of time: view computer monitor, keyboarding, talking on the phone calls, sitting, and motion fingers/hands/wrists and standing/walking. Extended periods of travel (air and land) will be required and is expected to 

successfully manage the reporting markets. Employee will be required to work extra hours, weekends, or evenings as part of fulfilling normal job requirements.

Work Environment:

Work is performed off-site at dealerships in your dealer market territories. C&F reserves the right to identify your physical location at random during normal business hours (phone solicitation to dealers and/or company property.

Note:

This job description contains the essential functions, duties, and responsibilities of the position in accordance with the Americans with Disabilities Act (ADA). Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. C&F Bank reserves the right to make future revisions to this job description and the inherent responsibilities of the position based on the needs of the organization.

Equal Employment Opportunity Statement -- C&F 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.