Senior Director, OEM Captive Finance – Auto

FICO · via Remote Communications Jobs

💰 $148,400 - $233,200/yr 🌎 Remote ⌛ Posted 3 days ago

Lead FICO's strategy and relationships across OEM captive finance companies
Manage a portfolio of top OEM captive finance companies as a trusted partner
Drive adoption and growth of FICO Scores across retail, lease, and dealer programs
Build and execute multi-year account strategies with segmentation, positioning, and growth targets
Build C-level relationships across credit risk, originations, pricing, capital markets, and dealer operations
Promote adoption of FICO Auto Scores and the newest FICO Score versions
Deliver executive presentations demonstrating ROI and competitive advantage
Identify revenue growth and cross-sell opportunities using captive business and funding insights
Drive FICO Score use across captive ABS programs with capital markets and ABS experts
Resolve complex client challenges involving contracting, pricing, and service delivery
Leverage FICO experts across a matrixed sales organization
Lead business reviews and track performance against client goals and KPIs
Maintain a disciplined CRM pipeline
Advise the VP of Auto and provide market insight and competitive intelligence to the FICO Scores Leadership Team
Provide thought leadership through client engagements, industry events, and executive briefings
Help build the captive segment, with potential to grow and lead a team as the business scales

Bachelor's degree required
10+ years of experience in auto finance, credit risk, or financial services sales and strategy
Experience in a key decision-making role at an OEM captive finance company
Deep background in credit strategy, credit risk, risk-based pricing, or business strategy
Proven track record of using credit scores to advance captive lending objectives
Established relationships with senior leaders at captive finance companies and a strong network across the OEM and dealer ecosystem
Progressive leadership experience in auto finance
Proven success delivering enterprise solutions with lenders and automotive dealers
Expert consultative selling skills
Ability to turn complex, ambiguous business problems into tailored solutions
Experience building account plans and driving revenue growth in a matrixed, collaborative environment
Outstanding executive presence, storytelling, negotiation, and relationship skills
Working knowledge of captive funding models, including auto ABS strongly preferred
Strong analytical skills and experience developing market insight and competitive positioning
Ability to travel 25% to 35% for client meetings, industry conferences, and planning sessions
MBA or advanced degree preferred