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Responsibilities
About the Role:The Dealer Development Manager will represent Upgrade Inc (Auto Finance Division) and promote our indirect lending programs. They will develop, maintain, and grow business partnerships between Upgrade Inc. and our dealership partners. The Dealer Development Manager is also responsible for staying up-to-date on local market conditions and industry trends. In this role, you will work with internal partners to find solutions that better serve our customers, and build long lasting relationships with key decision makers to drive growth and continuous improvement.This position requires residency in the Greater Nashville Area.What You’ll Do:Dealer Relationship ManagementDevelop and maintain relationships with new and existing dealer partnersAct as a trusted advisor to dealership owners, GMs, and F&I managersConduct regular in-person dealership visits based on a structured drive scheduleDeliver consistent follow-up and service to ensure dealer satisfaction and loyaltyDealer Acquisition & ActivationIdentify, onboard, and activate new dealer partnersDrive dealer sign-ups and first deals (“activation”)Re-engage inactive dealers (e.g., no deals in 90 days) and return them to productionExecute onboarding training to ensure dealers understand programs and systemsProduction & Volume GrowthAchieve monthly funding and application volume goalsIncrease contracts per active dealer and overall territory productionFocus on growing volume in Tier 3–5 segments while maintaining qualityDrive penetration targets (e.g., 3+ and 5+ deals per dealer per month)Credit & Deal StructuringPartner closely with underwriting/credit teams to structure deals effectivelyEducate dealers on program guidelines, stips, and deal packagingImprove pull-through by coaching dealers on submitting clean, fundable dealsPortfolio Performance & QualityMonitor dealer portfolio performance (delinquency, charge-offs, profitability)Manage dealer mix to align with company risk appetite and profitability goalsShift focus toward preferred collateral and higher-performing dealersEnsure adherence to compliance, credit policies, and documentation standardsTraining & Dealer DevelopmentConduct ongoing product and process training with dealership staffEducate dealers on value-added products Provide market insights and best practices to improve dealer successPosition the company as a relationship-driven partner vs. transactional lenderTerritory & Activity ManagementMaintain a disciplined weekly drive schedule maximizing in-person dealer timeTrack and manage activity through CRM (e.g., Salesforce)Analyze territory performance and adjust strategy based on dataParticipate in team calls, sales meetings, and performance reviewsWhat We Look For:2+ years of experience in indirect auto finance, auto sales, or related fieldStrong understanding of credit tiers, loan structuring, and dealership operationsProven ability to build relationships and drive sales growthExcellent communication, negotiation, and problem-solving skillsSelf-motivated with strong time management and territory planning skillsAbility to travel locally (significant field time required)What We Offer You: Competitive salary, uncapped commission and stock option planPaid coverage of medical, dental and vision insuranceFlexible PTOCompetitive 401(k) and RRSP programOpportunities for professional growth and developmentPaid parental leaveHealth & wellness initiativesEnvironmental & Working ConditionsWork is performed indoors in a fast-paced environment that requires the ability to manage multiple priorities and meet established workflows, schedules, and service expectations.Employees regularly input, retrieve, and exchange information accurately using digital systems and applications to support operational and customer service objectives.The role requires the ability to receive and exchange information with customers, peers, supervisors, and cross-functional partners through available communication channels, which may include meetings, email, phone, and digital collaboration tools, and may involve real-time, verbal, or in-person exchanges depending on business need.Job duties may involve managing a high volume of inbound and/or outbound customer interactions and work activities using telecommunications and computer systems. The role requires the ability to read, analyze, and interpret information displayed on computer screens and remain in a working posture for extended periods, consistent with the demands of the position.Work may be performed in a contact center, office, or remote environment, depending on business needs and the nature of the role. Onsite work environments may include shared workspaces, standard office lighting, and moderate background noise typical of customer service or operational settings.Employees working remotely are responsible for maintaining a secure and productive workspace with reliable internet connectivity that supports company systems and safeguards the confidentiality of company and customer information.Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions of the position in accordance with the Americans with Disabilities Act (ADA) and applicable state and local laws.
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