CONFIDENTIAL SEARCH
Producing Automotive Finance Director
Horizon Equity Group Dealer Services | Memphis, TN
Horizon Equity Group Dealer Services is conducting a confidential search on behalf of a franchised automotive dealership for an experienced, high-performing Producing Finance Director. This is a hands-on leadership position for an accomplished F&I professional who can lead and develop a finance team while continuing to personally produce at a high level.
We are seeking an accomplished F&I producer who can lead people, embrace change, and work collaboratively with dealership leadership while maintaining a high level of personal production.
Key Responsibilities
Actively work deals and maintain an individual production schedule while leading the overall 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 while ensuring target revenues and performance standards are met or exceeded.
Maintain strong personal and department performance in PVR, vehicle service contract penetration, GAP, maintenance/prepaid maintenance, and 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.
Work directly with the General Manager and Horizon Equity Group to establish and achieve F&I sales, gross profit, product penetration, and compliance objectives.
Work hand-in-hand with the General Manager and General Sales Manager to maintain a seamless sales-to-finance process, resolve issues professionally, and support the overall objectives of the dealership.
Embrace new processes, technologies, training, and performance initiatives, and help lead the Finance Department through change in a positive and constructive manner.
Structure deals appropriately to maximize approvals and profitability while remaining within lender and dealership guidelines.
Maintain strong relationships with captive and indirect lenders; continually evaluate lender programs, rate options, participation opportunities, and funding requirements.
Ensure all deals are properly documented, booked, and funded in a timely manner; actively manage contracts in transit and funding exceptions.
Maintain current knowledge of lender criteria, manufacturer-sponsored programs, state and federal regulations, the Fair Credit Reporting Act, and dealership compliance requirements.
Ensure complete and accurate menus, disclosures, contracts, and deal documentation while maintaining the highest standards of ethical F&I practices.
Perform credit interviews, review credit applications and reports, and 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 working partnership with Sales Management and the Finance team to ensure an efficient turnover process, consistent communication, and a customer-focused experience.
Review department DOC and performance reporting regularly and identify areas for improvement.
Maintain confidentiality of customer and dealership information and communicate professionally across all dealership departments.
Required Qualifications
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 and verifiable track record of personally producing strong F&I results while successfully leading a Finance Department or finance team.
Candidates should be prepared 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, verbal/written communication, and customer-service skills.
High level of personal and professional integrity, transparency, professionalism, and teamwork.
Self-motivated, goal-oriented, and able 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 successfully navigate change.
Team-first leadership style with the maturity to communicate through disagreements professionally, accept feedback, and support management decisions.
Demonstrated ability to work collaboratively with senior dealership leadership and build productive relationships across departments.
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
Work Location: In person - Memphis, Tennessee
Confidentiality: The dealership's identity will be disclosed to qualified candidates at the appropriate stage of the interview process.
Pay: $175,000.00 - $301,000.00 per year
Benefits:
- 401(k) matching
- Dental insurance
- Health insurance
- Paid time off
Work Location: In person
