Indirect Business Development Officer

This role is instrumental in establishing dealer partnerships, driving sustainable loan growth, and expanding membership through a modern, data-informed, and member-first lending approach. Key Duties & Responsibilities Dealer Relationship Development & Management • Establish, develop, and manage strong partnerships with franchised auto dealers within the indirect lending network (including CUDL). • Serve as the primary relationship manager and trusted advisor to dealership partners. • Conduct regular in-market visits to dealerships to reinforce engagement, monitor sales activity, assess competitive trends and lender positioning, identify performance opportunities, and ensure alignment with credit union objectives. • Identify performance gaps and implement targeted strategies to improve dealer production, quality, and consistency by collaborating with management and cross-functional stakeholders to analyze root causes, align on objectives, execute action plans, and track results to ensure sustained improvements. Loan Production & Portfolio Performance • Drive indirect loan originations to meet or exceed production, yield, performance and profitability goals. • Monitor and manage key performance indicators including application volume, approval rates, funding rates, look-to-book and book-to-approval conversion ratios, weighted average yield, delinquency, and charge-offs to ensure strong production efficiency and sustainable portfolio performance. • Collaborate with dealerships, internal teams and vendor partners to ensure a seamless, efficient loan origination-to-funding process. • Identify opportunities to improve funding efficiency, increase capture rates, and enhance member conversion. • Support cross-sell and onboarding strategies to deepen member relationships acquired through indirect channels. Business Development & Market Expansion • Prospect, evaluate, and onboard new dealer relationships aligned with growth, credit quality, production, and profitability objectives. • Develop and execute a territory-based business development strategy to increase loan volume, dealer penetration, and market share. • Represent the credit union at industry events, dealer functions, and community engagements to expand visibility and relationships. • Leverage market intelligence, competitive analysis, referral networks, and strategic partnerships to identify and pursue new growth opportunities, strengthen dealer channels, and expand a high-quality, profitable lending portfolio • Continuously assess and refine dealer segmentation and growth strategies to maximize performance. Credit, Risk & Compliance Oversight • Reinforce compliance with underwriting standards, lending policies, and regulatory expectations across all dealer relationships. • Monitor portfolio performance and credit trends, escalating emerging risks as appropriate. • Partner closely with credit risk, compliance, and lending leadership to maintain a balanced growth and risk posture. • Promote responsible lending practices that align with fair lending, consumer protection, and credit union values. Dealer Training & Performance Enablement • Deliver training to dealer F&I teams and leadership on program guidelines, systems, submission quality, and funding expectations. • Educate dealer partners on compliance requirements, documentation standards, and fair lending practices. • Provide ongoing coaching and feedback to improve application quality, reduce friction, and enhance overall partner performance. • Act as a resource for dealers to navigate program changes, product offerings, and operational processes. Cross-Functional Collaboration • Partner with underwriting, funding, servicing, marketing, and compliance teams to support program success and scalability. • Act as the liaison between dealer partners and internal stakeholders to resolve issues and improve turnaround times. • Share real-time market insights on pricing, competitor activity, dealer feedback, and evolving industry trends. • Contribute to product development, pricing strategies, and go-to-market initiatives. • Support continuous improvement of indirect lending processes, systems, and partner experience. • Participate in evaluating and expanding adjacent lending opportunities and strategic partnerships. Performance Tracking, Reporting & Optimization • Maintain accurate records of dealer activity, performance metrics, and pipeline opportunities. • Provide regular reporting and insights to leadership on dealer performance, market conditions, and program effectiveness. • Utilize data-driven decision making to refine strategy, improve execution, and maximize ROI.