Automotive Finance Manager

In this hands-on Producing Finance Director role, you will lead and develop the Finance Department while staying actively involved in deal production to drive strong F&I performance. Working in a high-volume franchised dealership environment in Memphis, TN (onsite), you will partner with dealership leadership to deliver F&I sales and gross profit targets, grow product penetration, and support compliance expectations while maintaining lender relationships and timely deal documentation.

Key Responsibilities

• Actively work deals and maintain an individual production schedule while overseeing the Finance Department.
• Lead, coach, train, and develop Finance Managers to achieve dealership and department objectives.
• Manage and generate F&I income on a monthly, weekly, and daily basis to meet or exceed target revenues and performance standards.
• Maintain personal and department performance across PVR, vehicle service contract penetration, GAP, and maintenance or prepaid maintenance, along with other dealership F&I products.
• Review individual and department performance daily, including PVR, product penetration, lender performance, chargebacks, contracts in transit, and overall F&I gross.
• Conduct deal reviews and one-on-one coaching with Finance Managers to improve performance, consistency, and customer experience.
• Partner with the General Manager and Horizon Equity Group to establish and achieve F&I sales, gross profit, product penetration, and compliance objectives.
• Work closely with the General Manager and the General Sales Manager to support a smooth sales-to-finance process, resolve issues professionally, and align with dealership goals.
• Adopt new processes, technologies, training, and performance initiatives, helping lead the department through change in a positive and constructive manner.
• Structure deals appropriately to maximize approvals and profitability while following lender and dealership guidelines.
• Maintain strong relationships with captive and indirect lenders, evaluating lender programs, rate options, participation opportunities, and funding requirements.
• Ensure deals are properly documented, booked, and funded in a timely manner by actively managing contracts in transit and funding exceptions.
• Stay current on lender criteria, manufacturer-sponsored programs, and state and federal regulations, including the Fair Credit Reporting Act and dealership compliance requirements.
• Ensure accurate menus, disclosures, contracts, and deal documentation while upholding ethical F&I practices.
• Perform credit interviews and review credit applications and reports; assist with deal structure and lender placement when needed.
• Train and support Finance Managers and administrative personnel on deal documentation, funding packages, compliance, and dealership processes.
• Build a strong partnership with Sales Management and the Finance team to support an efficient turnover process, consistent communication, and a customer-focused experience.
• Review department DOC and performance reporting regularly to identify areas for improvement.
• Maintain confidentiality of customer and dealership information and communicate professionally across all dealership departments.

Requirements

• Minimum 5 years of automotive F&I experience, including successful experience as a Producing Finance Director or senior Finance Manager in a high-volume franchised dealership.
• Proven, verifiable history of personally producing strong F&I results while leading a Finance Department or finance team.
• Ability to discuss historical F&I performance, including PVR, product penetration, department production, lender performance, and other relevant KPIs.
• Strong working knowledge of automotive lending programs, rate and program options, lender criteria, deal structure, funding, and compliance.
• Demonstrated ability to coach, train, motivate, and hold Finance Managers accountable for performance.
• Excellent leadership and communication skills, plus strong customer-service capability.
• High level of personal and professional integrity, transparency, professionalism, and teamwork.
• Self-motivated, goal-oriented approach with the ability to perform in a fast-paced, high-volume environment.
• Strong computer and dealership technology skills.
• Valid driver's license.
• High school diploma or equivalent required; college degree or equivalent dealership experience preferred.
• Must be able to satisfy applicable pre-employment requirements.
• Proven ability to adapt to new processes, technology, training, and performance expectations while helping others navigate change.
• Team-first leadership style with the maturity to communicate professionally during disagreements, accept feedback, and support management decisions.
• Demonstrated ability to collaborate with senior dealership leadership and build productive relationships across departments.

Location

Memphis, TN (onsite)

Compensation & Benefits

• Compensation: $175,000 - $301,000 per year, based on experience, credentials, and performance.
• 401(k) / 401(k) matching
• Health insurance
• Dental insurance
• Vision insurance
• Paid time off

Confidentiality

The dealership's identity will be disclosed to qualified candidates at the appropriate stage of the interview process.