Position Summary

The Account Relationship Manager (ARM) serves as the primary field-facing representative of the company to a network of franchise auto dealerships within an assigned geographic territory. The ARM is responsible for driving profitable indirect loan volume, cultivating long-term dealer partnerships, and ensuring every dealer in the portfolio operates in compliance with the Dealer Agreement, credit policy, and all applicable state and federal lending regulations. Success in this role requires a balance of consultative selling, credit acumen, disciplined territory management, and strong cross-functional collaboration with Credit, Funding, Compliance, and Servicing.

Key Responsibilities

Dealer Portfolio Management

• Manage a portfolio of up franchise auto dealerships.
• Conduct regular in-person visits to dealer F&I offices to build strong working relationships with dealer principals, general managers, F&I managers, and sales staff.
• Deliver product training, program rollouts, and best-practice coaching to dealership personnel to maximize penetration and deal quality.
• Serve as the first point of escalation for dealer concerns related to funding, pricing, stipulations, contract issues, or title work.

Volume, Yield, and Profitability

• Meet or exceed monthly and quarterly targets for application volume, booked contracts, dollar volume funded, and weighted-average portfolio yield.
• Collaborate with underwriting to advocate for creditworthy deals and negotiate structure exceptions where appropriate.
• Analyze dealer-level performance data (look-to-book, approval-to-funding ratios, average contract yield, delinquency, early payment default) and translate insights into tactical action plans.
• Identify underperforming dealers and develop targeted plans to grow share of wallet or professionally exit non-productive relationships.

Dealer Onboarding, Compliance, and Risk

• Lead prospecting, due diligence, and onboarding of new dealer partners in partnership with Dealer Compliance and Legal.
• Ensure dealer adherence to the Dealer Agreement, Fair Lending obligations, Regulation B (ECOA), Regulation Z (TILA), FCRA, UDAAP, the Safeguards Rule, and state-specific retail installment contract requirements.
• Monitor dealer behavior for signs of fraud, misrepresentation, straw buying, income/employment falsification, or power booking; escalate concerns promptly to Fraud and Compliance teams.
• Maintain complete and current dealer files, including W-9s, state dealer licensing, floorplan verifications, surety bonds, and insurance certificates.

Cross-Functional Collaboration

• Partner with Credit, Funding, Titles, Servicing, Collections, and Asset Recovery to resolve dealer and customer issues quickly and professionally.
• Provide field intelligence to Product, Pricing, and Marketing teams on competitor programs, rate buy-downs, and program enhancements needed to win and retain business.
• Represent us dealer association meetings, trade shows, 20 Groups, OEM events, and powersports industry gatherings.

Required Qualifications

• Bachelor’s degree in Business, Finance, Marketing, or a related field; equivalent work experience will be considered in lieu of a degree.
• Minimum of 3–5 years of outside sales experience in indirect auto, RV, marine, or powersports lending; prior experience as a Dealer Relationship Manager, Area Sales Manager, Business Development Manager, or Field Sales Representative strongly preferred.
• Demonstrated working knowledge of retail installment contracts, dealer reserve, flats, subvention programs, and F&I back-end products (GAP, VSC, tire & wheel, prepaid maintenance).
• Solid understanding of consumer lending regulations, including Reg B, Reg Z, UDAAP, FCRA, GLBA, and state-level dealer licensing rules.
• Proficient with indirect origination platforms such as DealerTrack, RouteOne, CUDL, or comparable systems.
• Valid driver’s license, acceptable motor vehicle record (MVR), and willingness to travel 60–75% within the assigned territory, including occasional overnight trips.
• Strong interpersonal, presentation, and negotiation skills, with the ability to influence at every level of a dealership organization

Equal Employment Opportunity Statement: Captive Auto Finance is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, genetic information, or any other characteristic protected by federal, state, or local law. Captive Auto Finance is committed to providing reasonable accommodations to qualified individuals with disabilities. If you require an accommodation during the application or interview process, please contact Aaron Brissette @ aaron@cptvf.com

Pay: $80,000.00 - $90,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Flexible spending account
• Health insurance
• Paid time off
• Vision insurance

Work Location: Hybrid remote in Acton, MA 01720