Dealer Development Manager

Upgrade, Inc.

Dealer Development Manager at Upgrade, developing partnerships with dealership partners and driving growth. Responsible for relationship management and strategic program implementation in the auto finance division.

Posted 6/11/2026full-timeRemote • Florida • 🇺🇸 United StatesJuniorMid-LevelWebsite

About the role

Key responsibilities & impact

Develop and maintain relationships with new and existing dealer partners
Act as a trusted advisor to dealership owners, GMs, and F&I managers
Conduct regular in-person dealership visits based on a structured drive schedule
Deliver consistent follow-up and service to ensure dealer satisfaction and loyalty
Identify, onboard, and activate new dealer partners
Drive dealer sign-ups and first deals (“activation”)
Re-engage inactive dealers (e.g., no deals in 90 days) and return them to production
Execute onboarding training to ensure dealers understand programs and systems
Achieve monthly funding and application volume goals
Increase contracts per active dealer and overall territory production
Focus on growing volume in Tier 3–5 segments while maintaining quality
Drive penetration targets (e.g., 3+ and 5+ deals per dealer per month)
Partner closely with underwriting/credit teams to structure deals effectively
Educate dealers on program guidelines, stips, and deal packaging
Improve pull-through by coaching dealers on submitting clean, fundable deals
Monitor dealer portfolio performance (delinquency, charge-offs, profitability)
Manage dealer mix to align with company risk appetite and profitability goals
Shift focus toward preferred collateral and higher-performing dealers
Ensure adherence to compliance, credit policies, and documentation standards
Conduct ongoing product and process training with dealership staff
Educate dealers on value-added products
Provide market insights and best practices to improve dealer success
Maintain a disciplined weekly drive schedule maximizing in-person dealer time
Track and manage activity through CRM (e.g., Salesforce)
Analyze territory performance and adjust strategy based on data
Participate in team calls, sales meetings, and performance reviews

Requirements

What you’ll need

2+ years of experience in indirect auto finance, auto sales, or related field
Strong understanding of credit tiers, loan structuring, and dealership operations
Proven ability to build relationships and drive sales growth
Excellent communication, negotiation, and problem-solving skills
Self-motivated with strong time management and territory planning skills
Ability to travel locally (significant field time required)

Benefits

Comp & perks

Competitive salary and stock option plan
100% paid coverage of medical, dental and vision insurance
Flexible PTO
Competitive 401(k) and RRSP program
Opportunities for professional growth and development
Paid parental leave
Health & wellness initiatives

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

credit structuringloan structuringterritory performance analysisdealer onboardingdeal packagingcompliance adherenceportfolio performance monitoringsales growth strategiesdata analysistraining execution

Soft Skills

relationship buildingcommunicationnegotiationproblem-solvingself-motivationtime managementterritory planningcustomer servicecoachingteam collaboration