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TITLE: Manager of Lending Relations

REPORTS TO: Sr. Director, F&I Operations

POSITION SUMMARY:

The Manager of Lending is responsible for developing, communicating, deploying, and continuously monitoring lending strategies that align with our business objectives. This role includes managing lender relationships, evaluating and approving lender agreements (including advance, reserve, and chargeback criteria), refining the Ken Garff Preferred Lender Program, training and mentoring store teams to maximize customer approvals and per-deal profitability, overseeing vendor partnerships, and ensuring compliance with all regulations.

THE KEY COMPETENCIES FOR THIS ROLE INCLUDE:

+ Results Orientation – Plan and achieve business goals within established timelines.

+ Teamwork – Collaborate effectively to enhance results and refine processes.

+ Problem Solving – Identify root causes and implement practical solutions.

+ Interpersonal Skills – Engage professionally with employees and customers at all levels.

+ Communication – Convey critical information clearly to stakeholders.

+ Leadership & Example Setting – Inspire teams and model best practices.

+ Financial Acumen – Analyze dealership financial metrics to drive profitability.

+ Technical Proficiency – Utilize Dealer Management Systems (DMS) and related software efficiently.

DUTIES AND RESPONSIBILITIES

+ Conduct in-state and out-of-state dealership visits (approximately 20% travel).

+ Develop strategies to support customer retention, business growth, and profitability goals set by executive leadership.

+ Analyze F&I department performance using applications, lender and manufacturer reports, survey data, and forecasts.

+ Establish and maintain relationships with current and prospective lending sources, including banks, manufacturers, and credit unions.

+ Manage the Preferred Lender Program and optimize lender management fee profitability.

+ Set and uphold minimum standards for advance, reserve, and chargeback periods to balance profitability with risk management.

+ Ensure adherence to corporate policy on Contracts-in-Transit (CIT).

+ Oversee lender approvals for core Ken Garff F&I products and customer agreements at the dealership level.

+ Manage vendor partnerships, including credit bureaus, lender portals, and software providers.

+ Maintain compliance with federal, state, and local regulations governing indirect automotive lending and related factory program policies.

+ Train, motivate, and monitor sales and F&I staff performance.

+ Support cross-functional initiatives and assist in recruiting sales and management staff.

+ Fulfill management responsibilities in accordance with company policies and applicable laws.

QUALIFICATIONS

+ Minimum of five years of automotive dealership experience, including at least three years in a leadership capacity.

+ Proven track record of developing and executing F&I strategies that drive profitability and operational efficiency.

+ Strong analytical skills with the ability to interpret financial statements and identify trends.

+ Exceptional presentation and communication skills, capable of influencing and engaging executive leadership.

+ Advanced proficiency in Microsoft Excel, PowerPoint, and dealership management systems.

EDUCATION and/or EXPERIENCE:

+ 5 years of relevant work experience

+ Bachelor’s degree or equivalent required

+ 3 years of supervisory experience

COMPUTER SKILLS:Proficient in the use of computer programs and systems including: DMS, Microsoft Excel (pivot tables, vLookup, etc.), Outlook, Teams, PowerPoint and dealership software systems.

PHYSICAL DEMANDS:While performing the duties of this job the employee is regularly required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The employee is occasionally required to sit; climb or balance and stoop, kneel, crouch, or crawl. The employee is regularly required to lift up to 25 pounds.

WORK ENVIRONMENT: Work will be performed both in an office setting and in a dealership setting. While at the dealership you will stand and move throughout the dealership facility (lot, showroom, service department, offices) for most of the shift.

NOTE:

This is not necessarily an exhaustive list of responsibilities, skills, duties, requirements, efforts or working conditions associated with this job. While this list is intended to be an accurate reflection of the current job, the Company reserves the right to revise the functions and duties of the job and to require that additional or different tasks be performed as circumstances dictate.

We are an Equal Opportunity Employer