Automotive Finance Manager

Position Summary

The Automotive Finance Manager is responsible for delivering an exceptional customer experience while maximizing dealership profitability through finance, insurance, and protection product sales. This role works closely with the sales team, lenders, and customers to secure financing, ensure regulatory compliance, and present financing and protection options that meet each customer's needs.

The ideal candidate is customer-focused, highly organized, ethical, and results-driven, with a strong understanding of automotive lending, compliance, and dealership operations.

Essential Responsibilities

Customer Experience

• Deliver an outstanding purchase experience by guiding customers through the finance and delivery process.
• Clearly explain financing options, warranty coverage, protection products, and lender requirements.
• Build trust through transparency, professionalism, and product knowledge.
• Resolve customer concerns promptly while maintaining a positive buying experience.

Finance & Insurance

• Secure financing through approved lending institutions.
• Structure finance and lease transactions to meet customer needs while maximizing profitability.
• Present and sell finance and insurance (F&I) products, including:
  • Vehicle Service Contracts
  • GAP Protection
  • Tire & Wheel Protection
  • Prepaid Maintenance
  • Appearance Protection
  • Theft Protection
  • Key Replacement
  • Other dealership-approved protection products
• Maintain strong relationships with banks, credit unions, and manufacturer finance sources.

Compliance

• Ensure every transaction complies with:
  • Federal and State regulations
  • Truth in Lending Act (TILA)
  • OFAC requirements
  • Red Flags Rule
  • FTC Safeguards Rule
  • Privacy regulations
  • Dealership policies and procedures
• Prepare and review all finance documentation for completeness and accuracy.
• Maintain audit-ready deal jackets.

Sales Support

• Partner with Sales Consultants and Sales Managers to maximize vehicle sales opportunities.
• Assist in structuring deals to improve lender approvals.
• Provide financing solutions for challenging credit situations.
• Maintain strong communication throughout the sales process.

Performance

• Meet or exceed dealership goals for:
  • Finance income
  • Product penetration
  • Reserve
  • Customer satisfaction (CSI)
  • Compliance
• Monitor funding status and resolve lender stipulations promptly.
• Ensure contracts are funded in a timely manner.

Qualifications

• Previous Automotive Finance Manager experience.
• Automotive sales management experience may be considered.
• Strong understanding of automotive lending and leasing.
• Excellent communication and presentation skills.
• Strong negotiation abilities.
• High attention to detail.
• Ability to multitask in a fast-paced environment.
• Professional appearance and demeanor.
• Valid driver's license with an acceptable driving record.

Preferred Skills

• Experience with Tekion or other Dealer Management Systems.
• Knowledge of Mercedes-Benz Financial Services and luxury brand financing is preferred.
• Strong understanding of compliance and regulatory requirements.
• Proven track record of achieving F&I performance goals.

Key Performance Indicators (KPIs)

• Finance Gross Profit
• Product Penetration
• Vehicle Service Contract Penetration
• GAP Penetration
• Reserve Income
• Finance Approval Rate
• Funding Time
• Customer Satisfaction Index (CSI)
• Compliance Audit Results
• Product Per Retail Unit (PRU)

Physical Requirements

• Ability to sit for extended periods while working at a computer.
• Ability to walk throughout the dealership.
• Occasionally lift up to 25 pounds.
• Ability to operate a motor vehicle.

Benefits

• Competitive compensation with performance-based incentives
• Medical, Dental, and Vision Insurance
• 401(k) with company match
• Paid Time Off
• Paid Holidays
• Ongoing Training and Professional Development
• Career Advancement Opportunities

Our Core Expectations

Every Finance Manager is expected to:

• Treat every customer with integrity and respect.
• Deliver a premium luxury buying experience.
• Protect the dealership through strict compliance.
• Build long-term customer relationships.
• Work collaboratively with all dealership departments.
• Continuously improve product knowledge, lender relationships, and sales performance.