Senior Director, OEM Captive Finance – Auto

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee FICO's strategy and partnerships with OEM captive finance companies.

• Manage a portfolio of premier OEM captive finance companies as a reliable partner.

• Propel the utilization and expansion of FICO Scores within retail, leasing, and dealer programs.

• Develop and implement multi-year account strategies, incorporating segmentation, positioning, and growth objectives.

• Cultivate executive-level relationships across credit risk, originations, pricing, capital markets, and dealer operations.

• Advocate for the adoption of FICO Auto Scores and the latest versions of FICO Scores.

• Present executive-level insights showcasing ROI and competitive advantages.

• Identify opportunities for revenue growth and cross-selling by leveraging captive business and funding insights.

• Promote the use of FICO Scores in captive ABS programs alongside capital markets and ABS specialists.

• Address complex client issues related to contracting, pricing, and service delivery.

• Utilize FICO experts within a matrixed sales organization.

• Lead business reviews and monitor performance against client objectives and KPIs.

• Maintain a structured CRM pipeline.

• Advise the VP of Auto and provide market insights and competitive intelligence to the FICO Scores Leadership Team.

• Offer thought leadership through client interactions, industry events, and executive briefings.

• Assist in developing the captive segment, with opportunities to grow and lead a team as the business expands.

⛳️ Requirements

• A bachelor's degree is mandatory.

• Over 10 years of experience in auto finance, credit risk, or financial services sales and strategy.

• Experience in a significant decision-making position within an OEM captive finance company.

• Extensive background in credit strategy, credit risk, risk-based pricing, or business strategy.

• Proven ability to utilize credit scores to further captive lending goals.

• Strong relationships with senior leaders in captive finance companies and a robust network within the OEM and dealer ecosystem.

• Progressive leadership experience in the auto finance sector.

• Demonstrated success in delivering enterprise solutions involving lenders and automotive dealers.

• Exceptional consultative selling abilities.

• Capability to transform complex, ambiguous business challenges into tailored solutions.

• Experience in formulating account plans and driving revenue growth in a collaborative, matrixed environment.

• Excellent executive presence, storytelling, negotiation, and interpersonal skills.

• Familiarity with captive funding models, particularly auto ABS, is strongly preferred.

• Strong analytical capabilities and experience in developing market insights and competitive strategies.

• Willingness to travel 25% to 35% for client meetings, industry conferences, and strategic planning sessions.

• An MBA or advanced degree is preferred.

🏝️ Benefits

• Attractive compensation, benefits, and reward programs.

• An inclusive culture that embodies core values.

• Opportunities for professional development and valuable learning experiences.

• Emphasis on work/life balance.

• Access to employee resource groups.

• Participation in social events.

• Support for skill development and career growth.

• Freedom to enhance skills and advance your career.