Specialty Finance Manager — SalesStraightline Credit

Department: Specialty Finance

Position Type: Sales / Customer-Facing

Reports To: Sales Director / Finance Director

Position Overview

Straightline Credit is seeking a driven and experienced Specialty Finance Manager to join our growing specialty finance team.

This is a sales-focused position responsible for working directly with customers who have applied for automotive financing and helping them move from credit approval to a completed vehicle purchase.

The Specialty Finance Manager does not handle lender submissions, funding, or administrative processing. Those functions are managed by our centralized Submission & Funding Team, allowing the Specialty Finance Manager to focus on what they do best: selling, structuring, communicating, and closing deals.

The successful candidate will be highly motivated, confident on the phone, comfortable working with customers with challenging credit histories, and capable of turning approved financing opportunities into delivered vehicles.

Core ResponsibilitiesCustomer Management

- Respond quickly to new specialty finance opportunities.
- Contact customers by phone, text, and email.
- Build rapport and establish trust with customers.
- Understand the customer's financial situation, vehicle needs, budget, and preferences.
- Educate customers on their available financing options.
- Maintain consistent follow-up throughout the sales process.
- Keep customers engaged and moving toward a decision.
- Provide a professional and transparent customer experience.

Approval-to-Sale Process Once a customer's financing has been reviewed and an approval is available, the Specialty Finance Manager is responsible for taking ownership of the customer relationship and moving the deal toward delivery.

Responsibilities include

- Review the approved financing structure with the customer.
- Clearly explain payment, term, down payment, rate, and applicable conditions.
- Identify vehicles that fit the customer's approval and budget.
- Present appropriate vehicle options.
- Overcome objections and concerns.
- Create urgency and establish clear next steps.
- Schedule appointments and vehicle viewings.
- Conduct remote sales when customers cannot visit the dealership.
- Close the vehicle sale and transition the completed deal to the Submission/Funding Team.

Vehicle Selection & Deal Structuring




- Match customers with vehicles that meet their financing approval and personal requirements.
- Work with dealership inventory to identify appropriate units.
- Understand lender vehicle restrictions and communicate with the Submission Team when a vehicle change may affect the approval.
- Work with management to structure the transaction appropriately.
- Protect dealership gross while maintaining a deal structure that is reasonable and financeable.
- Identify opportunities to move customers into appropriate inventory when their first-choice vehicle does not fit the approval.

Closing & Sales Performance The Specialty Finance Manager is ultimately responsible for converting financing opportunities into vehicle sales.

Key responsibilities include

- Follow up relentlessly but professionally.
- Handle objections.
- Ask for the sale.
- Secure appointments.
- Secure deposits when appropriate.
- Close customers remotely or in-store.
- Maintain a high level of activity throughout the day.
- Track and manage personal pipeline.
- Follow established sales processes and CRM requirements.
- Achieve monthly sales and gross-profit targets.

CRM & Pipeline Management All customer activity must be accurately documented in the CRM.

The Specialty Finance Manager is responsible for:

- Updating customer status.
- Recording calls, texts, emails, and meaningful customer interactions.
- Maintaining accurate next steps.
- Following up on scheduled dates and times.
- Managing their active pipeline.
- Preventing customers from becoming lost or forgotten opportunities.
- Maintaining accurate sales forecasts.

Team Structure The Specialty Finance Manager operates as part of a centralized specialty finance sales process.

Specialty Finance Manager

Owns the customer and the sale.

Responsible for

- Customer communication
- Needs analysis
- Vehicle selection
- Presenting approvals
- Objection handling
- Deal negotiation
- Closing
- Appointment setting
- Customer follow-up





Submission & Funding Team Owns the financing administration.

Responsible for

- Lender submissions
- Lender communication
- Approval processing
- Stipulations
- Documentation
- Funding
- Deal administration

This separation allows the Specialty Finance Manager to spend the majority of their time selling rather than processing paperwork.

Performance Metrics

Performance will be measured primarily on sales activity and results, including:

- New opportunities contacted
- Contact rate
- Credit/finance opportunities converted
- Appointments scheduled
- Appointment show rate
- Vehicles presented
- Deals written
- Deals delivered
- Closing ratio
- Gross profit per deal
- Total monthly gross profit
- Follow-up activity
- CRM compliance
- Customer satisfaction

Ideal Candidate The ideal candidate is a closer. You don't need to be the person who knows every lender guideline or completes every funding document. You need to be the person who can take an approved customer, understand what they need, present the right vehicle and payment, overcome their concerns, and get the deal done.

You should be

- Highly competitive
- Self-motivated
- Persistent
- Comfortable asking for the sale
- Excellent on the phone
- Strong at building relationships
- Comfortable discussing credit and payments
- Organized and disciplined with follow-up
- Confident negotiating
- Comfortable working with customers who have challenged credit
- Results-driven
- Comfortable working in a high-volume environment

ExperienceRequired
- Automotive sales or finance experience preferred.
- Solid sales and closing ability.
- Excellent communication skills.
- Strong telephone and text communication skills.
- Ability to manage a large customer pipeline.
- Valid driver's license.

Preferred
- Automotive Finance experience
- Specialty/Subprime Finance experience
- BDC experience
- Remote automotive sales experience
- Experience working with credit-challenged customers
- Experience with automotive CRM systems

What Success Looks Like A successful Specialty Finance Manager consistently takes customers from: Lead → Contact → Needs Analysis → Approval → Vehicle Selection → Negotiation → Commitment → Sale → Delivery The Submission & Funding Team handles the administrative financing process.

Pay: $36,000.00-$200,000.00 per year

Work Location: In person

📌 Specialty Finance Manager (Medicine Hat)
🏢 Straightline Credit
📍 Medicine Hat