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TITLE: Sr. Director, F&I Operations

REPORTS TO: VP, Sales and F&I Operations

FLSA STATUS: Exempt

POSITION SUMMARY:

The Senior Director of F&I Operations is responsible for shaping and implementing the strategic direction for F&I operations across all Ken Garff Automotive dealerships. This role will drive the strategic vision for F&I production, training, and performance, ensuring alignment with the company’s broader objectives. The Senior Director will oversee the Manager of Lending, the National Finance Trainer, and additional roles as the organization expands and operational needs evolve. Additionally, this position will collaborate closely with Regional Vice Presidents and Regional Directors of Sales Operations to foster synergy and drive F&I excellence across all regions.

THE KEY COMPETENCIES FOR THIS ROLE INCLUDE:

+ Project Planning and Organizing: Demonstrates the ability to develop and implement strategic plans to achieve defined objectives, ensuring efficient and effective execution.

+ Results Orientation: Exhibits the capability to set clear business objectives, develop actionable plans, and consistently achieve targets within established timelines.

+ Teamwork: collaborate effectively with others to enhance outcomes and streamline processes, fostering a culture of shared success.

+ Financial Acumen: Strong understanding of dealership financial statements, PVR averages, and F&I product penetrations.

+ People Leadership & Development: Demonstrates the ability to lead, coach, and develop team members effectively, fostering growth and driving overall success.

+ Communication: Articulate plans and strategies effectively to Regional Vice Presidents (RVPs), executive leadership, and dealership employees.

+ Technical Proficiency: Strong skills in Microsoft Excel, PowerPoint, and Dealership Management Systems (DMS).

DUTIES AND RESPONSIBILITIES:

+ Develop and implement a comprehensive strategy for F&I operations, including production targets, compliance guidelines, and process optimization.

+ Oversee the Director of F&I Production, National Finance Trainer, and DSOs, ensuring alignment in strategic objectives and operational execution.

+ Collaborate with RVPs and dealership leaders to identify opportunities to maximize F&I profitability and sales performance.

+ Conduct quarterly performance reviews for all direct reports, providing actionable feedback and identifying areas for growth.

+ Design and execute strategic training programs for F&I Managers to improve product knowledge, sales techniques, and compliance adherence.

+ Analyze financial data and performance metrics to identify areas of opportunity, streamline F&I operations, and recommend process enhancements.

+ Maintain strong relationships with lending institutions, negotiating terms and establishing preferred lender agreements.

+ Stay current with industry trends, regulatory changes, and emerging F&I products to ensure the company remains competitive and compliant.

+ Prepare detailed reports and presentations for the COO and VP of Sales and F&I Operations, highlighting F&I performance, strategic initiatives, and key metrics.

+ Attend regional and national meetings to present F&I strategies and gather feedback from key stakeholders.

+ Out-of-town travel is up to 40%

QUALIFICATIONS

All employees must adhere to our Company Values:

+ Treat People RIGHT

+ Respect – Genuine care and concern

+ Intelligence – Continuous learning and growth

+ Greatness – Consistent excellence and improvement

+ Honesty – Integrity and truthfulness

+ Teamwork – Shared responsibility and collaboration

To perform this job successfully, candidates must be at least 18 years old, authorized to work in the U.S., hold a valid driver’s license, and maintain a professional appearance. Reasonable accommodations may be made for individuals with disabilities to perform essential functions.

EDUCATION and/or EXPERIENCE:

+ 5 years of relevant work experience

+ 3 years of supervisory experience

+ Bachelor’s degree or equivalent required

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.

We are an Equal Opportunity Employer