OverviewPenFed is hiring a (Hybrid) Director, Dealer Partner Product Strategy at our Tysons, Virginia or Irving, Texas Service Center location. The Director of Dealer Partner Product Strategy is a senior leadership role within the Consumer Lending Division, responsible for setting the strategic direction, driving financial performance, and advancing the growth of PenFed's Auto Dealer Lending portfolio. This position owns the go-to-market strategy for all dealer-based auto lending channels and is accountable for delivering profitable growth, maintaining portfolio health, and enhancing the member experience across the full lending lifecycle.
As the business owner for Auto Dealer Lending, the Director partners closely with Technology, Operations, Risk, Finance, and Marketing to develop and execute strategies that balance growth, risk, and service excellence. This role also serves as the primary liaison to executive leadership, representing the Auto Lending business in strategic forums and cross-functional initiatives. The ideal candidate brings strong analytical rigor, product and financial acumen, leadership capability, and enterprise influence.
ResponsibilitiesReasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. This is not intended to be an all-inclusive list of job duties, and the position will perform other duties as assigned.
Strategic Leadership & Channel Oversight- Lead strategic planning and execution for Auto Dealer Lending initiatives across existing and emerging dealer channels.
- Own the Auto Dealer Lending P&L, including originations, portfolio yield, credit performance, and expense management.
- Establish and manage channel goals focused on production, profitability, portfolio health, and member satisfaction.
- Align dealer channel strategies to deliver a seamless, member-centric lending experience across the full lifecycle.
- Represent Auto Dealer Lending with senior and executive leaders, communicating business performance, opportunities, and risks.
Portfolio & Product Management- Oversee pricing, risk, and portfolio mix strategies to optimize growth and return on assets.
- Use analytics and market intelligence to inform competitive positioning, rate strategies, and product enhancements.
- Partner with Digital Product Management to shape the digital lending experience and drive adoption through user-centered design.
- Partner with Servicing and Operations to identify process improvements and efficiency opportunities.
- Lead initiatives that expand cross-sell opportunities and increase engagement in ancillary and complementary financial products.
Leadership & Cross-Functional Collaboration- Lead, mentor, and develop a team of auto lending professionals, fostering a culture of accountability, curiosity, and collaboration.
- Build strong partnerships across Technology, Marketing, Risk, Finance, and Compliance to ensure effective strategy execution.
- Collaborate with executive leaders to secure alignment and resources for strategic initiatives.
- Champion PenFed's mission and member-first mindset, ensuring Auto Dealer Lending strategies support broader enterprise goals.
Performance Management & Optimization- Define and track KPIs that measure portfolio performance, digital adoption, member satisfaction, and operational efficiency.
- Analyze trends and report on channel health, identifying emerging risks and opportunities for improvement.
- Lead monthly business reviews and prepare executive presentations highlighting performance, forecasts, and strategic recommendations.
- Continuously evaluate market conditions, competitive trends, and macroeconomic factors to inform business decisions.
Innovation & Market Development- Identify and evaluate new partnership and channel opportunities that expand PenFed's lending reach and competitiveness.
- Drive product innovation to meet evolving members' needs and changing market dynamics.
- Maintain awareness of fintech trends, technology innovation, and regulatory changes impacting the auto lending industry.
QualificationsEquivalent combination of education and experience is considered.
- Bachelor's degree in business, Finance, Economics, or related field required; master's degree preferred.
- Minimum of eight (8) years of progressive experience in auto lending, consumer finance, or product strategy required.
- Minimum of two (2) years of direct management experience.
- Proven success managing P&L or large-scale lending portfolios across multiple channels.
- Experience working directly with executive leadership and influencing organizational strategy.
- Strong understanding of credit risk, pricing models, and lending operations.
- Demonstrated success leading teams and developing talent in a fast-paced, result-driven environment.
- Exceptional communication and presentation skills, with the ability to convey complex ideas clearly and persuasively.
- Strong analytical and problem-solving abilities with proficiency in data visualization and business intelligence tools (e.g., Tableau, Power BI, Excel).
- Experience collaborating with technology and digital product teams to deliver innovative member experiences.
- Knowledge of Salesforce Financial Services Cloud or equivalent CRM platforms preferred.
- Experience in using A.I. tools preferred.
Supervisory ResponsibilityThis position will supervise employees.
Licenses and CertificationsNo additional licenses or certifications required.
Work EnvironmentWhile performing the duties of this job, the employee is regularly exposed to an indoor office setting with moderate noise.
*Most roles require working in an office setting with moderate noise and the ability to lift 25 pounds. *
TravelAbility to travel to various worksites and be on call is required.
Pay Transparency The anticipated starting salary range for this role is $97,400.00 - $190,406.00
This position is eligible for an organizational performance based annual bonus, subject to board discretion and approval.
This position is eligible for an individual performance based annual bonus.
This position includes commission/incentive plan compensation.
#LI-Hybrid
