Strategic Account Manager
Los Angeles, CA | On-site role
The Strategic Account Manager oversees all Originations activity for Westlake's
Enterprise, CARMAX, and IMT Strategic regions, ensuring operational excellence, high-quality underwriting execution, and strong dealer partnerships. This role champions daily performance, coaching, strategic communication, and continuous improvement across analysts and DSRs assigned to these high-impact regions.
Daily ExpectationsStrategic Production & Performance- Achieve and maintain daily booking KPIs for Enterprise and IMT Strategic regions.
- Participate in strategy meetings with the Divisional Manager to review prior performance, outline priorities, and identify strategic adjustments.
- Hold team members accountable for meeting individual daily booking goals.
Team Communication & Leadership- Conduct daily huddles with your assigned strategic region team to align objectives, review headcount, and communicate shifting priorities.
- Provide daily training touchpoints for each Credit Analyst and DSR reinforcing policies, coaching micro-skills, and addressing observed gaps.
Operational Execution- Respond to internal Pre-Checks and Exception Requests within 60 minutes from underwriting team (only).
- Ensure standardized CA booking processes are followed consistently across all strategic accounts.
- Confirm Analysts call all decline decisions and all pending deals through random audits, logging feedback in Coaching Logs.
- Review Visor Bot dashboards daily and ensure the region meets or exceeds all targeted metrics.
- Review previous day's Visor Bot performance with each Analyst.
Dealer & Sales Experience- Connect with Top Strategic: CARMAX, Enterprise or IMT dealershipdaily, strengthening partnership communication.
- Handle all dealership escalation or "heat" issues from Enterprise/IMT accounts same day, including those involving Sales.
- Support CarMax or other enterprise-level partner inquiries immediately.
Fraud Prevention & Compliance- Track all suspected or confirmed fraud cases in the Fraud Log, ensuring alignment with company policies.
- Ensure Analysts follow proper decline timeline procedures (5-day decline policy).
Communication & Responsiveness- Respond to all internal and external calls within two hours.
- Recognize and acknowledge positive performance "catch them doing something right" to foster engagement and culture.
Expanded Daily ROM Responsibilities Applied to Strategic Accounts- Complete upper-management projects related to strategic reporting, process refinement, dealer feedback, and policy reinforcement.
- Review and respond to "Failed" audits; conduct coaching sessions based on findings.
- Manage communication from an expanded Strategic Sales force via email, IM, and phone.
- Charge, log, and expense all third-party verifications for the Strategic Accounts team.
- Sign, maintain, and communicate Docusigned policy acknowledgments.
- Ensure Next Deal Button compliance across all employees in strategic regions.
- Report and assist in resolving system or IT issues affecting Emanate and other tools.
- Process and log refunds related to Enterprise or IMT Strategic regions.
Weekly Expectations- Manage UltiPro (UKG) entries for timecards and vacation schedules for yourself and your designated strategic region team members.
- Log at least two coaching discussions monthly with each team member (weekly check-ins encouraged).
- Attend and participate in biweekly meetings with ROM peers and the Divisional Manager.
- Coordinate with the Fraud Prevention Team to mitigate exposure and monitor high-risk strategic dealers.
- Attend weekly meetings with the Senior Vice President representing Enterprise/IMT performance and updates.
- Process and log all refunds associated with your strategic accounts.
Monthly Expectations- Submit a comprehensive monthly fraud log for Enterprise & IMT Strategic regions.
- Provide a consolidated monthly coaching log for all team members.
- Participate in at least one regional sales conference call per month.
- Achieve the Enterprise/IMT Strategic monthly production goals.
- Communicate expectations and review results of early charge-off and early-out audits with your team.
- Attend and contribute to quarterly Town Hall meetings.
- Communicate new initiatives, policy updates, and strategic rollouts to the team.
- Complete all HR-related hiring tasks: candidate screening, interviews, and onboarding for strategic region staff.
Key Competencies- Strategic Thinking & Execution - Ability to identify trends, troubleshoot enterprise-level obstacles, and implement scalable solutions.
- Communication Excellence - Clear, influential communication with dealers, analysts, DSRs, Sales, and senior leadership.
- Operational Mastery - Deep understanding of underwriting workflow, Visor Bot metrics, fraud controls, and booking process.
- Coaching & Leadership - Proven ability to upskill teams, enforce accountability, and develop high performers.
- Dealer Relationship Management - Exceptional ability to nurture and grow relationships with Enterprise, IMT, and high-volume accounts.
- Adaptability - Comfortable working in a fast-moving environment with continuous updates and shifting strategic priorities.
PAY RATE:- Total Compensation Potential: $110,000 - $115,000
(Base: $70,304 + Potential Bonus Range: $39,696 - $44,696) - The exact starting compensation to be offered will be determined at the time of selecting an applicant for hire and will be dependent on a wide range of factors, including but not limited to geographic location, skill set, experience, education, credentials, and licensure when applicable.
What do we offer? - Medical, Dental, and Vision benefits
- Life Insurance and Long-term disability plans
- Flexible Spending Account
- 401K matching
- Employee Stock Ownership Program in a $18.2 Billion Company, plus company matching
- Wellness Programs
- Metro Tap Card and Metro-link Reimbursement (for Los Angeles, CA employees only)
- Career Path Opportunities
- Discounts on Parks, Museums, Movie Tickets, and Attractions
- Employee Loan Assistance
- Annual Flu Shot
- Paid Vacations Days
- Paid Sick days
- Paid holidays
- HGym (available in our Los Angeles, CA & Dallas,TX office)
- Rental Car Discounts, Dell Member Purchase Program
- UKG Wallet
