About this role
Position Summary
The F&I Manager is responsible for overseeing all finance, insurance, and after-sales programs to maximize profitability while ensuring an exceptional customer experience. This position requires building strong relationships with lenders and customers, processing finance/insurance documents, and driving additional
revenue through protection products and financing packages.
Core Responsibilities
Customer-Focused Sales & Product Presentation
- Offer financing options, service contracts, extended warranties, and other aftermarket products to customers.
- Explain the benefits of F&I products, including GAP insurance and maintenance plans, in a transparent and professional manner.
- Convert cash transactions to financed deals when appropriate to maximize revenue.
- Create a memorable vehicle delivery process to build customer loyalty.
Finance & Compliance Management
- Build and maintain relationships with multiple lenders, securing competitive financing programs for customers.
- Prepare and submit loan applications accurately and promptly to finance sources.
- Ensure compliance with all federal, state, and local regulations governing vehicle financing and insurance, such as TILA and FCRA.
- Review and verify that all sales documents are accurate, including lien, tax, and title information.
- Maintain and organize insurance and finance files for timely processing.
Operational Excellence & Collaboration
- Monitor finance penetration rates and generate detailed monthly and annual performance reports.
- Collaborate with the sales team to develop forecasts, goals, and strategies for financing and insurance.
- Attend manager meetings to coordinate strategies and discuss progress with other departments.
- Train and mentor a designated employee to perform F&I duties during your absence.
Customer Satisfaction & Conflict Resolution
- Provide clear explanations of dealership and manufacturer service policies to customers.
- Handle customer complaints with professionalism, empathy, and a commitment to a positive outcome.
- Maintain a positive, cooperative relationship with the sales, service, and accounting departments to ensure smooth transactions.
- Develop follow-up systems to maintain customer relationships and promote future business.
Qualifications
Qualifications
Education & Experience
- Bachelors degree or equivalent combination of education and 1-2 years of work-related experience in F&I or automotive sales.
- Proven experience in selling F&I products or the ability to learn quickly and efficiently.
Licenses & Certifications
- Valid Drivers License.
- Valid State Insurance License (or ability to obtain).
Skills & Competencies
- Excellent interpersonal and communication skills with the ability to engage customers and lenders effectively.
- Strong knowledge of financing products, lender guidelines, and state regulations.
- Detail-oriented with strong organizational and problem-solving abilities.
- Ability to work independently and as part of a team.
- Proficiency in dealership management systems and CRM software.
Physical Requirements
- Environment: Work primarily indoors in air-conditioned offices.
- Sitting/Standing: Regular sitting with some standing and walking throughout the day.
- Lifting: Occasionally lift up to 25 lbs.
- Repetitive Movement: Regular use of hands for computer work and paperwork.
- Mobility: Occasionally bend, twist, stoop, and climb stairs.
- Visual Acuity: Ability to read and analyze financial documents and customer applications.
Expectations & Performance Standards
- Uphold Thompsons Auto Groups commitment to integrity and customer satisfaction by ensuring ethical and transparent interactions with customers.
- Attend all required meetings, maintain consistent follow-through on assigned projects, and set personal performance goals aligned with company objectives.
- Maintain a clean and professional appearance, reflecting Thompsons' commitment to accountability and continuous improvement.
- Adhere to the companys confidentiality policies and protect sensitive customer information.
- Be available to work evenings, weekends, and holidays as required.