VP/Dealer Relationship Manager

Job Purpose

The Vice President, Dealer Relationship Management is responsible for providing strategic direction, operational oversight, and people leadership for a team supporting the credit union’s indirect auto lending relationships with automobile dealerships. This role is accountable for strengthening dealer partnerships, increasing the number of dealer store contracts, driving sustainable loan growth, maintaining strong credit quality, and ensuring a service experience that reflects the credit union’s member-focused values. The position serves as a key liaison between the field, VP Head of Indirect Lending, and internal business partners to align business development efforts with lending strategy, regulatory expectations, operational excellence, and the overall mission of the credit union. In addition to leading the dealer relationship management team, the individual is responsible for directly managing and growing a designated portfolio of dealers as an individual producer.

Founded in 1928 and based in Pawtucket, Coastal1 Credit Union is a growing, member-focused organization serving over 130,000 members. Today, Coastal1 has 19 branches throughout RI and MA, including Bristol, Cranston (2), Cumberland, East Greenwich, East Providence (2), Johnston, North Kingstown, North Providence, Pawtucket (3), Providence, Smithfield, Wakefield, Warwick (2), and North Attleboro, MA.
We are committed to helping members achieve their financial goals. Coastal1 Credit Union is committed to providing the best in products, services, rates and changes in technology for our members convenience and security providing "The smarter way to bank." We are focused on simply being the best overall community financial institution in the markets we serve. Coastal1 offers competitive pay and great benefits including medical, dental and vision for you and your dependents. In addition, we offer paid time off to promote work/life balance, on-site fitness center, 401(k) with a company match, employee homebuyer assistance, plus much more!

Duties and Responsibilities

• Provide strategic leadership, direction, and coaching to a team of Dealer Relationship Managers while maintaining accountability for team sales execution, dealer service, and portfolio performance consistent with the credit union’s mission and business objectives.
• Develop and execute market strategies that expand high-quality indirect auto lending opportunities, increase the number of dealer store contracts, strengthen dealer relationships, and support sustainable membership and loan portfolio growth.
• Personally manage and grow an assigned portfolio of dealer relationships, serving as an individual producer while modeling business development expectations for the broader team.
• Build and maintain relationships with dealer owners, principals, and key decision-makers to enhance the credit union’s reputation, market presence, and long-term business partnerships.
• Oversee team execution of dealer engagement plans, sales initiatives, and relationship strategies to ensure consistent market coverage and a high-quality experience for dealers and prospective members.
• Monitor key business metrics, including loan volume, dealer store contract growth, credit quality, dealer performance, profitability, and service levels, and implement action plans to improve results as needed.
• Partner closely with underwriting, loan servicing, compliance, and leadership to ensure indirect deals align with policy, regulatory requirements, and operational capabilities.
• Promote disciplined portfolio management practices that balance growth objectives with sound underwriting, credit risk management, and the long-term financial health of the portfolio.
• Establish clear performance expectations, support talent development, and build a culture of accountability, collaboration, and service excellence across the team.
• Use portfolio data, market intelligence, and competitive insights to identify opportunities, mitigate risk, and recommend strategic actions to senior leadership.
• Ensure adherence to all applicable credit union policies, lending procedures, regulatory requirements, and sound business practices across the dealer relationship management function.
• All other duties as assigned.

Qualifications

• Bachelor’s degree in business, finance, marketing, or a related field required; advanced degree preferred.
• Significant progressive leadership experience in indirect auto lending, dealer relationship management, or financial services, preferably within a credit union or similar member-focused institution.
• Demonstrated success leading and developing individual contributors in a sales, relationship management, or field-based environment.
• Demonstrated ability to successfully balance team leadership responsibilities with direct business development and portfolio management expectations as an individual producer.
• Strong knowledge of indirect lending, dealership operations, portfolio performance management, and related credit risk considerations.
• Strong understanding of the regulatory environment applicable to consumer lending and the ability to operate within established policies, controls, and compliance requirements.
• Proven ability to develop and execute strategic plans that drive sustainable growth, strengthen partnerships, and support organizational objectives.
• Strong executive presence, communication skills, and ability to influence internal and external stakeholders across multiple levels.
• Strong analytical and decision-making skills with the ability to interpret portfolio performance, identify trends, and recommend effective business actions.
• Demonstrated commitment to member service, relationship-based leadership, and collaborative partnership across business functions.
• Proficiency with Microsoft Office and applicable lending, and portfolio management systems; willingness and ability to travel as needed.
• Ability to work independently and as a team member.
• Bi-lingual helpful

Equal Opportunity Employer