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The work we do has an impact on millions of lives, and you can be a part of it.
We help protect our customers against life's uncertainties. Regardless of where you work within the company, you'll be helping provide protection and peace of mind when our customers need it most.
The
Regional F&I Performance Manager (Production Development Manager)
is responsible for increasing business at dealerships through training, monitoring production, and analyzing dealership Finance and Insurance product sales. Creates and performs training and other related services on behalf of the company by traveling to its clientele locations.
Applicants that meet the following requirements may be considered for an interview:
Experience as a Finance & Insurance Manager or F&I Director within an automotive dealership (required)
Demonstrated success in increasing F&I production, profitability, product penetration, and compliance performance
Strong working knowledge of dealership operations, lender relationships, menu selling, and regulatory compliance requirements
This position does require consistent and regular travel as required to service our set of established Dealership Partners within the Southwest region of California.
Duties and Responsibilities:
- Creates and develops sales strategy plans to increase dealer profitability by using industry knowledge and expertise in the finance and insurance business.
- Through knowledge, expertise, and assessment of the sales process, advises Dealer Finance and Insurance Personnel on techniques that ensure finance and insurance compliance with all customers.
- Creates action plans to increase business dealership profits through coordinated training plans, group, and individual specific training, reviewing production with dealership personnel in comparison with set goals, and provides recommendations on product enhancements.
- Oversees month to month production, by communizing with dealer principals, general managers, and finance directors on a regular basis regarding monthly production and plans by advising on strategies to increase and improve dealership profits where needed.
- Provides on-going service to Finance Concepts' dealership accounts by promoting and training on products in a professional manner. Creates and recommends most effective training on product benefits and features.
- Provides clients with details regarding all products available, warranty procedures and additional details as appropriate.
- Receives and resolves client inquiries, performs follow-up procedures, provides product pricing and new product information, and receives feedback regarding Finance Concepts' products and services and makes necessary changes to achieve the company goals.
- Using expertise knowledge in the finance industry, formulate best courses of action to handle dealership and dealership customer complaints; and have the authority to resolve disputes with regards to matters of significance. Compare and consider all options to address client issues or concerns.
- Other duties as assigned.
Key-Initiatives, Projects, and Cross Functional Support:
- Creates and implements sales practices for each dealership based on research and analysis, using expertise knowledge and understanding of the Finance and Insurance business. These include financial incentives for certain products that could have significant impact on the compensation for Finance and Insurance personnel, as well as the dealer principal.
- Formulates procedures within dealerships to increase profit in the Finance and Insurance department, while maintaining compliance with state and Federal laws and the dealer principal's directive.
- Meets with Finance Concepts Executive Management team monthly to review their accounts, provide advice on how their dealerships should be approached to increase business revenue. Notifies management of problems and corrective actions taken.
- Thorough significant input provides recommendations on how to incentivize Finance and Insurance pay plans and implement sales goals to exceed sales profits.
- Reports competitive information to executive level management by analyzing various monthly reports and monitoring dealership production.
- Negotiates and sets pricing on certain Walkaway products (such as AUL or Warranty Solutions) with new dealership clients that they introduce.
- Overseas and implements monthly production meetings and training activities on behalf of Finance Concepts by presenting dealership production information as related to company products and services. Responsible for communicating and monitoring each dealership's product directive, which ensures profitability for both the dealers and Finance Concepts.
- Understands supports and enforces Finance Concept's sales policies and procedures to provide proper and effective service to all clients and fosters the development of long-term business relationships.
- Utilizes knowledge and experience in the Finance and Insurance industry, as well as the Company's products and services, and the required skills to make high level decisions with regards to client's specific needs. Through this experience, knowledge and skill, the Production Manager can assess client needs and make recommendations accordingly.
Qualifications:
- To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
- Language Ability:
- Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to author reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public.
- Math Ability:
- Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
- Reasoning Ability:
- Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.
- Computer Skills:
- To perform this job successfully, an individual should have knowledge of word processing software, spreadsheet software, internet software, order processing software, project management software, database software, and contract management software.
- Experience as a Finance & Insurance Manager or F&I Director within an automotive dealership is a requirement.
Education and Experience:
- Two to four years related experience and/or training.
- Experience as a Finance & Insurance Manager or F&I Director within an automotive dealership is a requirement.
Certificates and Licenses:
Knowledge, Skills, and Other Abilities:
- Oral communication skills
- Written communication skills
- Sales technique
- Customer relations
- Customer service
- Technical communications
- Math aptitude
- Negotiation skills
- Organizational skills
- Professionalism
- Presentation skills
- Reading skills
- Time management
- Ability to follow procedure manuals
Physical Demands:
- The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
- While performing the duties of this job, the employee is regularly required to talk or hear. The employee is also regularly required to drive. The employee is frequently required to stand, walk, sit, use hands, and reach with hands and arms. The employee is occasionally required to taste or smell. The employee must occasionally lift and/or move 15 to 20 pounds.
Work Environment:
- The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.
- While performing the duties of this job, the employee is occasionally exposed to outdoor weather conditions.
- The noise level in the work environment is usually moderate.
This position offers an on- target earnings (OTE) salary opportunity of approximately $174,000 annually, depending on experience. This includes a guaranteed performance-based monthly commission.
Monthly commission earnings range from $10,000 to $14,500 per month are part of the overall compensation structure.
* Compensation that is offered within the posted range may vary based on experience, qualifications, and performance expectations.
Protective's targeted base pay compensation for this position is $174,000 (annually). Actual salaries may vary depending on factors, including but not limited to, job location, skills, and experience. The range listed is just one component of Protective's total compensation package for employees. This position also offers additional incentive opportunities through an annual incentive and long-term incentive (LTI) based on individual and Company performance.
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Employee Benefits:
We aim to protect the wellbeing of our employees and their families with a broad benefits offering. In addition to offering comprehensive health, dental and vision insurance, we support emotional wellbeing through mental health benefits and an employee assistance program. Work/life balance is important and Protective offers a variety of paid time away benefits (
e.g.
, paid time off, paid parental leave, short-term disability, and a cultural observance day). The financial health of our employees is just as important as physical and emotional health. Some of the financial wellbeing benefits include contributions to healthcare accounts, a pension plan, and a 401(k) plan with Company matching. All employees are encouraged to protect their overall wellbeing by engaging in ProHealth Rewards, Protective's platform to improve wellbeing while earning cash rewards.
Eligibility for certain benefits may vary by position in accordance with the terms of the Company's benefit plans.
Accommodations for Applicants with a Disability
:
If you require an accommodation to complete the application and recruitment process due to a disability, please email eric.hess@protective.com. This information will be held in confidence and used only to determine an appropriate accommodation for the application and recruitment process.
Please note that the above email is solely for individuals with disabilities requesting an accommodation. General employment questions should not be sent through this process.
We are proud to be an equal opportunity employer committed to being inclusive and attracting, retaining, and growing an inclusive workforce.
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Protective Life Insurance Company
vision insurance, parental leave, paid time off, 401(k)
Feb 17, 2026