Job TitleAutomotive Finance Manager (F&I) - Napleton Buick GMC Crystal LakeLocationCrystal Lake, IL
Employment TypeFull-time, exempt
Position OverviewThe Finance Manager owns the back end of every deal - securing lender approvals, presenting protection products, and delivering a clean, compliant, transparent transaction the customer feels good about. You're the last person the customer sits with before they drive off, and that conversation sets the tone for whether they come back.
This is a high-earning, high-accountability seat. Pay is tied to production.
What You'll DoDeal structuring and funding- Structure and submit finance and lease deals to our lender network for approval
- Work approvals to the best available terms for the customer and the store
- Maintain and grow lender relationships; know each buyer's appetite and guidelines
- Push deals to funding fast - own your CIT (contracts in transit) and keep it clean
- Handle subprime and challenged-credit deals with skill, not just volume of submissions
Product presentation and PVR- Present vehicle service contracts, GAP, appearance and maintenance products, and ancillary coverage to every customer, every time
- Use a consistent, menu-based presentation - no improvising, no pressure tactics
- Hit and exceed targets for PVR, product penetration, and finance reserve
- Handle objections with product knowledge rather than discounting
Compliance- Ensure every deal complies with federal and Wisconsin state regulations, including Truth in Lending, ECOA, Safeguards Rule, Red Flags, OFAC, and adverse action requirements
- Complete accurate paperwork with correct disclosures and no unwound deals
- Protect customer information and follow all data security procedures
- Maintain complete, audit-ready deal jackets
Sales floor partnership- Work with the sales team on deal structure before the customer gets to your office
- Train salespeople on credit basics, turnover, and setting up the F&I handoff
- Support the desk on tough deals and help get commitments closed
- Step in on turnovers when the store needs it
Reporting- Track and report your numbers daily and monthly - deals, PVR, penetration, funding time
- Partner with store leadership and the group's centralized teams on reporting and process
What We're Looking ForRequired- Prior automotive dealership F&I experience, or a proven top-performing salesperson ready to move into finance
- Working knowledge of retail installment contracts, lease structures, and lender submission
- Strong understanding of F&I compliance requirements
- Comfortable with numbers - payments, terms, advances, and gross calculations in real time
- Excellent verbal communication and the ability to build trust quickly
- Valid driver's license with an acceptable driving record
- Willing to work a retail schedule including Saturdays
- Ability to pass a background check and pre-employment screening
Preferred- GMC experience, including familiarity with GM product offerings
- Established relationships with regional and IL-area lenders and credit unions
- Experience with a menu selling system and a modern DMS/CRM (we use DriveCentric, and Tekion)
- Subprime lending experience
The intangibles- You believe in the products you sell and can explain why they matter
- You keep score on yourself before anyone else has to
- You don't cut corners on paperwork to save fifteen minutes
- Customers leave your office feeling informed, not worked over
Compensation & Benefits- Commission-based pay plan tied to finance gross and product penetration, with a training guarantee during ramp-up
- $120,000 - $200,000 / year
- Medical, dental, and vision insurance
- 401(k) with company match
- Paid time off and holidays
- Employee vehicle purchase and service discounts
- Clear advancement path to Finance Director or Sales Management across a growing multi-rooftop group
How to ApplyApply directly through this posting.
