Indirect Lending Account Executive

About the Role

Key Responsibilities

• Apply a consultative sales process approach to deliver high-quality sales and relationship management calls to auto dealerships in the assigned geographical territory.
• Manage all aspects of the dealer relationships, including generating retail loan volume, application efficiency, profitability, and service level of each dealer.
• Collaborate with internal partners and coordinate the promotion of additional Commerce Bank commercial products and services to the dealers.
• Create and communicate weekly sales call reports to leadership and summarize activities for the current and upcoming weeks.
• Prepare weekly sales activity action plans.
• Develop and maintain strong relationships with internal departments that support and collaborate with the Indirect line of business, including core commercial and floorplan teams, consumer credit underwriting, loan servicing operations, and collections teams.
• Research competitor programs, activities, and auto finance industry trends within the target market and share key insights and findings with business management.
• Perform other duties as assigned.

Requirements

• Intermediate knowledge of the indirect lending process, including buy rates, contract rates, and dealer reserve compensation.
• Intermediate analytical skills to identify key dealer performance ratios, such as look-to-book or approve-to-book.
• Excellent consultative sales skills with ability to overcome objections, be responsive, and provide outstanding service to dealer requests.
• Ability to consistently present a professional demeanor and approach.
• Ability to understand auto finance industry trends and competition in the assigned market and communicate this effectively to management.
• Ability to utilize industry information and internal reporting to focus effort on dealers with preferred profiles.
• Ability to identify warning signs that a dealer is struggling to maintain financial stability.
• Valid driver's license and ability to meet Commerce Bank's driving record criteria.
• Motivated and organized self-starter with strong attention to detail and ability to manage multiple priorities.
• Strong written, verbal, and interpersonal communication skills.
• Ability to remain adaptable and resilient with an optimistic outlook.
• Intermediate proficiency with Microsoft Word, Excel, Outlook, SharePoint, and Teams.
• Bachelor's degree in Business, Marketing, or related field or equivalent experience.
• 2+ years' experience in product sales.
• 3+ years' experience in consumer retail or indirect lending preferred.
• Reside within 3 hours of the Nashville, TN metro area.

Nice to Have

• Experience in consumer retail or indirect lending.

Qualifications

• Bachelor's degree in Business, Marketing, or related field or equivalent combination of education and experience.
• 2+ years' experience in product sales.
• 3+ years' experience in consumer retail or indirect lending (preferred).

Benefits & Perks

• Employer sponsored health, dental, and vision insurance.
• 401(k).
• Life insurance.
• Paid vacation and paid personal time.
• Career development and education assistance.
• Voluntary supplemental benefits.