Job Description
Purpose: The Indirect Sales Representative is responsible for production results consistent with the Consumer Indirect Line of Business strategy (prudent volume and credit mix, profitable spreads, strong performance), identifying effective auto dealers that align with the Consumer Indirect Line of Business strategy and selling our program to them. Maintain strong relationships with auto dealers within our program, monitoring our auto dealers to ensure they remain effective, managing overall dealer risk associated with the Consumer Indirect origination model, suggesting opportunities for improvement to the Indirect Sales Manager, facilitating operational and contractual integrity in partnership with underwriting, processing, servicing and collections, staying abreast of market and competitor trends and sharing this knowledge amongst the team and facilitating the control and mitigation of any potential fair lending risk.
Essential Functions:
- Manage assigned dealer relationships to exceed individual, departmental and company goals while maintaining strong expense discipline and suggesting ways in which we can use the Consumer Indirect channel to facilitate a deeper relationship with borrowers.
- Work closely with the Indirect Sales Manager, Consumer Indirect Analytics & Strategic Initiatives Administrator, Consumer Credit Process Administrator, Consumer Underwriting Manager, and Director of Indirect Lending to achieve volume, quality, pricing, and productivity goals within assigned regions and at assigned dealers.
- Develop a strong sales presence with dealer sales and F&I personnel through proactive engagement with current and prospective dealers.
- Keep informed of new indirect products and trends in the local indirect market and provide this information to management in order to incorporate them into the overall indirect program (e.g., underwriting, pricing, incentives, etc.). Provide product development input to the Indirect Sales Manager through monthly regional reports and participation in dealer management meetings.
- Actively participate in efforts to manage and mitigate risk, including dealer risk, credit discipline, portfolio performance and fair lending risk.
- Active in local industry organizations such as RADA, NFADA and SADA and any other functions and events that assist in sustaining the success of the Consumer Indirect program
- Demonstrate the standards and principles of the Five Star Bank experience in every interaction with internal and external customers, associates, and stakeholders. Incorporate the high-performance behaviors of teamwork, leading by example, and service in every facet of work.
Job Related Qualifications:
Required:
- Education: Bachelor’s Degree
- Prior Experience: 10 years Indirect Auto Sales, Underwriting, Collections and/or business development experience
Competencies:
- Strong analytical and problem-solving skills to help prioritize tasks in a high-paced and at times stressful environment.
- Communication- Writes and speaks effectively. Exercises a professional approach with others using all appropriate forms of communication.
- Organizational-Organizes and schedules daily activity effectively. Must be self-motivated and able to manage multiple tasks while working independently.
- Customer Service / Problem Solving -Listens and responds effectively to customer questions. Commits to exceeding customer expectations.
- Job Knowledge/ Technical Knowledge- Applies industry knowledge to identify issues as well as identify opportunities.
- Cooperation / Teamwork-Works in conjunction with credit underwriting on dealer development and relationship building. Assists in problem resolution with funding, loan servicing, collection and recovery departments as needed.
- Reliability-Personally responsible: completes work in a timely, consistent manner. Works hours necessary to complete assigned work. Is committed to doing the best job possible and keeps commitments.
Physical Requirements:
- Able to regularly sit for prolonged periods of time.
- Able to regularly stand for prolonged periods of time.
- Able to travel: Extensively
- Extensive computer usage is required.
- Ability to work:
- Evenings: Frequently
- Weekends: Occasionally
Benefits:
- Medical, Dental, and Vision Insurance
- Health Savings Account
- Flexible Spending Account(s)
- Company Paid Life Insurance, Long-Term Disability, and Short-Term Disability
- Voluntary Offerings: Life, Critical Illness/Specified Disease, Accident, Hospital Indemnity, Legal Insurance & Personal Accident
- Tuition Reimbursement
- Employee Referral Program
- Wellness Reimbursement Program
- Star Volunteer Program
- Employee Banking and Financial Perks
- Flexible Hybrid Work Schedule
- Paid Time Off (PTO)
- Company Paid Holidays
This job description is not exhaustive. The Indirect Sales Representative may be required to perform other duties as assigned.
The expected rate of pay for this position is shown above. Compensation offers are based on a wide range of factors including relevant skills, training, experience, education and, where applicable, licenses or certifications obtained. Market and organizational factors are also considered. In addition to your base rate of pay and a competitive benefits package, successful candidates may be eligible to receive cash or equity-based incentives based on the role and performance.