Area Sales Representative - Indirect Auto Lending

Description:

Position Summary The Area Sales Representative (ASR) - Indirect Auto Lending is responsible for developing, managing, and expanding relationships with auto dealer partners within an assigned territory. This role drives indirect auto loan production while maintaining alignment with the bank's growth objectives, credit quality standards, and community-focused relationship banking philosophy. The ASR serves as a trusted advisor to dealers, balancing strong production results with disciplined risk management and delivering a high-quality partner experience. Key Responsibilities Dealer Relationship Management Develop and maintain strong relationships with franchised and independent auto dealers Act as a local ambassador for the bank's community-focused brand and service model Conduct regular in-market dealership visits to drive engagement and production consistency Business Development Identify, prospect, and onboard new dealer partners aligned with the bank's credit culture Build and execute a strategic territory plan to increase loan volume and market share Leverage local networking, community presence, and industry connections to expand dealer relationships Loan Production & Portfolio Performance Meet or exceed established loan origination, volume, and profitability targets Monitor dealer production trends, credit quality, and portfolio performance Partner with internal teams to ensure efficient processing from application through funding Credit & Risk Management Reinforce adherence to credit policies and underwriting guidelines Evaluate dealer-submitted applications and proactively address risk trends Collaborate with credit and risk teams to maintain strong portfolio performance Dealer Training & Support Train dealership F&I teams on bank programs, processes, and submission expectations Provide guidance on deal structuring within established credit parameters Ensure dealers understand compliance requirements, including fair lending and documentation standards Internal Collaboration Work closely with underwriting, funding, servicing, and compliance teams to deliver a seamless experience Provide market feedback on pricing, program competitiveness, and emerging trends Reporting & Performance Management Track and report dealer activity, pipeline, and production metrics Analyze territory performance to identify growth opportunities and risk exposure Maintain accurate and timely updates within CRM and reporting systems

Requirements:

Qualifications Required Bachelor's degree in Business, Finance, or related field (or equivalent experience) 3-7+ years of experience in indirect auto lending, dealer sales, or automotive finance Proven track record of building and managing dealer relationships Strong understanding of indirect lending operations and credit fundamentals Familiarity with the local/regional dealer market Experience with loan origination and dealer management systems Skills & Competencies Relationship-driven mindset aligned with community banking values Strong sales, negotiation, and business development capabilities Solid credit acumen and risk awareness Excellent communication and interpersonal skills Self-motivated with strong territory management discipline Ability to balance growth objectives with credit quality standards