Indirect Lending Business Development Officer, MontgomeryRio Grande Credit Union

Job Title: Indirect Lending Business Development Officer 

Department: Consumer Lending

Reports To: Vice President of Consumer Lending

FLSA Status: Exempt 

Grade: 11

Summary

Oversee and lead the Indirect Lending business development efforts and ongoing relationships between the Credit Union and third parties, including but not limited to automobile, RV, and motorcycle dealerships and other lifestyle lending entities. Responsible for growing the indirect lending portfolio with high-quality assets while delivering a positive member and partner experience.

Essential Duties and Responsibilities

• Own overall indirect lending production goals, including volume, yield, and credit quality metrics
• Manage and influence portfolio profitability through pricing strategy, dealer segmentation, and program design
• Conduct profitability and risk analysis at the dealer and portfolio level, making strategic adjustments as needed
• Lead contract negotiations and relationship management with key dealer groups and third-party partners
• Identify market expansion opportunities and develop actionable growth strategies
• Align and manage indirect lending production and business development efforts with RGCU’s risk appetite and strategic direction, including maintaining regular in-person contact with dealership personnel and third-party partners 
• Develop and maintain relationships with existing dealers while identifying and onboarding new prospects through referrals, market outreach, and program education 
• Provide ongoing feedback to management regarding dealer perception, market conditions, and effectiveness of indirect loan programs 
• Implement and manage the indirect dealer and third-party due diligence process, including the collection and review of required documentation on an ongoing basis 
• Increase indirect loan volume to meet projected goals through pipeline management, promotional initiatives, and strategic recommendations 
• Monitor and manage indirect portfolio performance, ensuring quality, profitability, and accountability across dealer and third-party relationships 
• Assist Underwriting and Loan Support in identifying potential fraud, including but not limited to power booking, straw purchases, and other red flags 
• Partner with the VP of Consumer Lending to maintain and update indirect lending policies and procedures in alignment with regulatory requirements 
• Maintain and analyze rate surveys, providing recommendations based on market trends and competitive positioning 
• Utilize loan origination systems to monitor dealer activity and ensure accurate tracking of production and performance 
• Collaborate with management to evaluate dealer profitability and overall financial performance of the indirect program 
• Assist Underwriters in reviewing applications as needed, making informed credit decisions within established authority limits 
• Review dealer-submitted applications and supporting documentation for accuracy, completeness, and potential risk indicators 
• Analyze application data, credit reports, and collateral information to assess risk, including applicant financial standing, credit history, and debt-to-income ratio 
• Process and underwrite a full range of indirect loan applications within assigned lending authority 
• Approve, decline, or structure loans based on risk evaluation, ensuring alignment with Credit Union policy and guidelines 
• Identify appropriate loan terms, conditions, and collateral requirements for approved loans or provide clear reasons for denial 
• Monitor trends and identify areas of risk or improvement within the indirect portfolio 
• Participate in charge-off meetings, reviewing indirect loan performance and recommending process or policy improvements
• Continuously enhance knowledge of regulations, procedures, and compliance related to member services and loans including BSA, Red Flags, UDAAP, Lending Policies, Lending and Matrices.
• Troubleshoot and/or escalate complex issues to manager or appropriate business owners, while exercising independent judgement and decision-making.
• Collect, sort, analyze, and report department specific data to identify performance trends and potential process improvements. 
• Work in conjunction with management to minimize findings from various internal and external auditors and examiners. Develop and execute the long-term strategic plan for indirect lending aligned with RGCU’s enterprise goals and risk appetite 
• Provide strategic recommendations to Executive Leadership regarding market trends, performance, and growth opportunities 
• Establish and monitor key performance indicators (KPIs) including volume, yield, credit quality, and dealer performance 
• Lead pricing strategy, promotional initiatives, and program design to optimize profitability and competitive positioning 
• Evaluate and implement new indirect lending channels, partnerships, and technology solutions 
• Present program performance and strategic initiatives to senior leadership and/or Board-level committees
• Report all suspicious activity to the Risk Management department via the compliance group email.

Qualifications 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience  

Experience- 5 to 10 years related experience

Education- 4-year degree or completion of a specialized course of study OR 5 years of related experience.

Physical, Mental and Working Requirements

This position requires the ability to perform primarily sedentary office work, operate standard office equipment, and use a computer for extended periods. Must be able to communicate effectively, follow instructions, manage multiple priorities, and maintain professionalism under deadlines. Work is performed indoors in a climate-controlled environment. Occasional extended hours or off-site travel may be required. Regular attendance and the ability to handle confidential information are essential.

Rio Grande Credit Union is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.