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Dealer Relationship Manager – Inside Sales, Chrysler Capital – Great Lakes

Apply Req ID: ocicffwF Date posted 06/10/2021


Job Family: Business Development

Identifies and pursues new sales prospects within existing or untapped markets. Gathers market intelligence, generates leads, and develops proposals/campaigns to garner new business, ensuring a consistent flow of new revenues to the company. Uses knowledge of markets, industries, and clients to determine demand, future trends and potential projects. Works pre-developed lead lists to generate business and identify new customer prospects.

Job Function: Dealer Sales

Accountable for creating and executing the organization's overall Sales strategy for the Consumer Auto Finance business line. Builds and maintains relationships with the organizations Automotive Dealer Partners in order to advise on the company's products, programs, underwriting guidelines and processes and to increase overall application submission rates and profitability.

Summary of Responsibilities:

The Sr. Specialist, Dealer Sales is responsible for supporting with the day to day dealership tasks including: assisting with the training and development of associates, enforcing corporate policies, creating and implementing sales strategies, fostering and promoting a positive and productive work environment, and organizing and managing team/regional events. Additionally, s/he will build and maintain relationships with Dealer Relationship Managers, Regional Sales Managers, and the regional Business Center in an effort to meet goals and align strategies.

Essential Functions:

  • Provides and promotes best in class customer service in all interactions and communication with dealer partners and internal associates.
  • Builds and cultivates relationships with dealership personnel to strategically support growth targets.
  • Supports Relationship Sales Manager in achieving regional sales target each month.
  • Assists in the development of Dealer Sales associates and how to utilize sales tactics to achieve monthly sales goal.
  • Creates and implements supporting sales strategies.
  • Participates in Dealer Principal meetings and term sheet presentations.
  • Organizes and manages team/regional events .
  • Assists with the training and development of associates as needed.
  • Organizes and manages team/regional events.
  • Fosters and promotes a positive and productive work environment.
  • Analyzes and reviews all reports including Dealer Relationship Manager Scorecard, SalesForce, BI Reporting, and all email reporting to assist and fully understand scope and market performance.
  • Supports Dealer Lending partners with portfolio and relationship management.
  • Partners with Dealer Lending Director and/or Business Development Manager to establish target dealers for each Dealer Relationship Manager.
  • Reviews dealer calls and visits pre-planning, recaps and results; addresses potential opportunities with Dealer Relationship Manager.
  • Maintains relationships with regional Business Center (BC) Management in an effort to align teams and strategies
  • Attends monthly incentive meeting to strategize different opportunities of where to capture business.

Other Functions:

  • Other duties as assigned.


  • Education -
    • Bachelor's Degree: Business, Finance, Marketing, or equivalent field.
    • or equivalent work experience: Equivalent combination of education and experience may be substituted in lieu of degree.
  • Experience -
    • 5-9 years Minimum five (5) years Sales, Marketing, and/or Auto-Finance account management experience.
    • Prior experience in Financial Services and/or dealership experience preferred.
    • Previous wholesale/floor planning experience a plus.
  • Skills & Abilities -
    • Demonstrated knowledge of all dealership operational areas.
    • Demonstrated ability to lead and develop others.
    • Demonstrated customer service and relationship building skills.
    • Excellent written and verbal communication and negotiation skills; strong presentation and public speaking skills..
    • Strong learning and inquisitive skill set.
    • Strong written and verbal communication skills.
    • Self-directed, self-motivated and demonstrated experience providing ideas and solutions to further business understanding.
    • Excellent interpersonal, supervisory, and customer service skills required.
    • Ability to interact and communicate with all levels of the organization, mindful of the culture and diversity of the audience.


  • Collaboration - Conflict Management:
    • Proficient - Applying and Executing
      • Establishes rapport with all parties in an attempt to diffuse tension
      • Confronts the issue, not the person

  • Execution - Initiative:
    • Proficient - Applying and Executing
      • Displays initiative, flexibility and focus to get things done
      • Actively contributes ideas, suggestions, and constructive comments in meetings and discussions

  • Influence - Two-way communication:
    • Proficient - Applying and Executing
      • Communicates in a timely and straightforward manner
      • Probes for additional information, clarifies assumptions and confirms agreed-upon actions
      • Keeps everyone involved informed about progress and issues

  • Change Orientation - Support for Change:
    • Proficient - Applying and Executing
      • Understands rationale for change and adjusts schedules and tasks to make things work
      • Anticipates and plans for changes in work schedules and assignments

  • Problem Solving - Resourcefulness:
    • Proficient - Applying and Executing
      • Builds and maintains one’s network of contacts and resources and knows who to involve in problem resolution

  • Customer Focus - Issue Ownership:
    • Proficient - Applying and Executing
      • Addresses customer’s requests, ensures concerns are recorded accurately and action is initiated appropriately
      • Makes extra effort to satisfy customers needs and meet commitments

  • Risk Management - Risk and Compliance Adherence:
    • Proficient - Applying and Executing
      • Communicates the importance and benefits of risk management to counterparts
      • Displays natural skepticism and curiosity to question the status quo and uncover issues
      • Adheres to a good root cause analysis process

  • Risk Business Acumen - Product Knowledge:
    • Proficient - Applying and Executing
      • Understands the relevant products and services and the markets in which they are sold and their risk return to the organization
      • Can identify and speak to major operational issues across the organization

Working Conditions:

  • Frequently: Minimal physical effort such as sitting, standing, and walking.
  • Occasional moving and lifting of equipment and furniture is required to support onsite and offsite meeting setup and teardown.
  • Physically capable of lifting up to fifty pounds, able to bend, kneel, climb ladders.

Employer’s Rights:

  • This job description does not list all the duties of the job. You may be asked by your supervisors or managers to perform other duties. You will be evaluated in part based upon your performance of the tasks listed in this job description.
  • The employer has the right to revise this job description at any time. This job description is not a contract for employment, and either you or the employer may terminate employment at any time, for any reason.


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