Indirect Lending Manager

Role
The Indirect Lending Manager is responsible for developing, growing, and optimizing the Credit Union's indirect lending program. This role drives production through strong dealer relationships, strategic growth initiatives, and operational excellence. Success in this position means taking ownership of results, staying curious about new opportunities and market trends, and fostering positive, collaborative relationships that create a high-energy, solutions-focused environment for both partners and team members. Success is measured by portfolio growth, dealer production, credit quality, overall program profitability, and development of staff.

Major Duties and Responsibilities

• Dealer Relationship Management & Growth: Develop, manage, and strengthen relationships with existing dealer partners. Proactively prospect and onboard new indirect lending partners to drive portfolio growth. Represent the Credit Union as a trusted lending partner through networking, events, and ongoing relationship-building efforts. Lead and support promotional initiatives, including dealer campaigns and appreciation events.

• Portfolio Performance & Strategy: Monitor loan quality, production trends, and dealer performance to balance growth, risk, and profitability. Exercise independent lending authority within approved limits, including underwriting, loan structuring, and exception decisioning. Analyze competitor rates, terms, and market conditions to recommend strategic adjustments. Partner with leadership to develop and execute growth strategies for the indirect lending program. Manage portfolio yield and dealer participation to ensure sustainable profitability of the indirect lending program. Capture and analyze dealer feedback and identify opportunities to improve overall performance.

• Operations, Risk, & Process Improvement: Oversee the full loan lifecycle from application through funding, including underwriting and processing functions. Ensure compliance with all applicable regulations, including fair lending standards, and stay current on regulatory changes impacting indirect lending. Monitor dealer practices and internal processes to mitigate regulatory, operational, and reputational risk. Identify and implement process improvements to streamline workflows, reduce turnaround time, and enhance the dealer and member experience. Partner with internal departments (credit, operations, compliance, collections, and IT) to ensure alignment with credit union policies, systems, and strategic goals.

• Team Leadership & Collaboration: Lead and develop underwriting and processing staff, ensuring consistency, accuracy, and accountability. Foster a culture that reflects our core values: accountability (Own It), innovation (Be Curious), and positivity (Create Good Vibes). Collaborate across departments to solve problems, improve performance, and deliver a seamless lending experience. Provide insights and feedback to leadership on operational improvements and program effectiveness.

• Performance & Reporting: Prepare and present reports on production, goal achievement, and compliance. Track key performance indicators and adjust strategies to meet or exceed targets. Support organizational growth by expanding member relationships and increasing share of wallet. Maintain strong credit quality by monitoring delinquency, charge-offs, and portfolio trends while ensuring adherence to fair lending practices.

• Must comply with applicable laws and regulations, including but not limited to, the Bank Secrecy Act, the Patriot Act, and the Office of Foreign Assets Control.

• Additional responsibilities as assigned.

Knowledge and Skills
EXPERIENCE
Minimum of 3 - 5 years of successful lending experience required. Proven sales and consulting experience required. Must be familiar with all lending policies with knowledge of real estate and collections policies.
 

EDUCATION/CERTIFICATIONS/LICENSES
A two-year college degree or completion of a specialized course of study at a business or trade school required. Experience may be a substitute for degree but must be substantial to warrant substitution.
 

INTERPERSONAL SKILLS
A significant level of trust, credibility and diplomacy is required. In-depth dialogue, conversations and explanations with customers, direct and indirect reports and outside vendors can be of a sensitive and/or highly confidential nature. Communications may involve motivating, influencing, educating and/or advising others on matters of significance. Typically includes subject matter experts as well as first level to middle managers.
 

OTHER SKILLS
Must have knowledge of State and Federal laws and regulations that affect consumer and student loans is required. Must also have outstanding Microsoft Office skills including preparing spreadsheets and reports.
 

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