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Relationship Manager

2 months ago

Lenoir City, Tennessee, United States Openlane Full time
About Us

AFC (Automotive Finance Corporation) is a subsidiary of OPENLANE, a publicly traded, global organization. We fuel the entrepreneurial dream in our community by providing finance solutions to independent car dealers across North America.

Job Summary

We are seeking a Relationship Specialist who will play a crucial role in elevating customer relationships and attracting new business. The successful candidate will grow AFC revenue by increasing the number of customers, expanding the diversification of the branch portfolio, and driving greater penetration of AFC's financial products.

Key Responsibilities
  • Grow the portfolio organically while providing an excellent customer experience.
  • Promote AFC's vision by leading prospecting, growth, and robust development of the portfolio.
  • Be proficient in utilizing AFC dealer reporting tools like Salesforce and Tableau to identify leads, growth opportunities, and risk issues.
  • Develop relationships with internal stakeholders and external partners to provide strong lead generation for both groups.
  • Understand industry, assigned geographic area, and individual dealer operations to be able to better forecast opportunities and challenges.
  • Understand the operational needs of dealers and be able to provide solutions.
  • Analyze data to determine best courses of action for business development opportunities and risk mitigation measures.
  • Use critical thinking to assess business and risk situations and make decisions.
  • Possess strong negotiation skills.
  • Effectively promote other OPENLANE businesses' products and services to customers.
  • Be responsible for all credit and contract functions, including small credit presentations and assisting with platinum deals.
  • Utilize all available customer relationship management (CRM) tools and work queue task assignments to effectively service our customers while developing a more complete understanding of their needs.
  • Onboard new customers and help find areas of opportunity and growth for their businesses.
  • Manage and request temporary credit increases and line modifications for customers.
  • Work across major functional areas such as Credit, Contracting, Collections, Training, and Operations teams to drive portfolio performance.
  • Where necessary, the Relationship Specialist will cross train with Relationship Associates and/or Business Processing Associates to cover responsibilities as needed.
  • Understand and operate within compliance of all applicable laws and codes for their assigned geographic area.
Requirements
  • Three (3) or more years relevant experience.
  • A valid driver's license.
  • Willingness to travel locally to support our customer base.
  • Attention to detail and ability to prioritize and stay organized.
Preferred Qualifications
  • One year in sales or sales support.
  • Previous auto industry experience.
  • Experience with Microsoft Suite, Salesforce, and CRM familiarity.