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Key Responsibilities and Required Skills for F&I Manager

💰 $60,000 - $150,000 (base + commission/bonus)

AutomotiveFinanceSalesManagementCompliance

🎯 Role Definition

The F&I Manager (Finance & Insurance Manager) is responsible for managing all aspects of vehicle financing and ancillary product sales at an automotive dealership. This role leads customer credit analysis, lender submission and approval, F&I product presentation and contract execution, compliance with federal and state regulations, and optimization of F&I profitability. The F&I Manager trains and coaches sales staff on F&I processes, maintains lender and vendor relationships, and ensures all funding and financing documentation is accurate and audit-ready.

This recruiter-focused job brief is optimized for search and applicant matching: finance and insurance manager, F&I manager, auto dealer F&I, F&I compliance, vehicle financing, F&I product sales, lender relations.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Sales Consultant / New or Used Car Salesperson
  • Finance & Insurance Assistant / F&I Coordinator
  • Automotive Finance Representative at a bank or captive lender

Advancement To:

  • Director of F&I / F&I Director
  • General Manager (Dealer GM)
  • Regional F&I Manager / Multi-store F&I Leader

Lateral Moves:

  • BDC Manager (Business Development Center)
  • Internet Sales Manager
  • Warranty / Fixed Operations Manager

Core Responsibilities

Primary Functions

  • Conduct professional F&I presentations to retail customers, clearly explaining available finance options, payment plans, and ancillary products (GAP, extended warranty/service contracts, tire & wheel, paint protection, prepaid maintenance) to maximize penetration and dealership gross profit.
  • Analyze customer credit profiles, complete credit applications, run credit reports, and prepare lender submissions using Dealertrack, RouteOne, CDK, Reynolds & Reynolds, DealerSocket or comparable systems to secure optimal financing terms.
  • Structure deals for profitability while meeting customer needs; calculate payments, determine down payments, term lengths, interest rates and present multiple finance scenarios to facilitate informed customer decisions.
  • Maintain and expand relationships with banks, credit unions, captive lenders and subprime financiers; negotiate rates, terms, reserve, and incentives to improve buy rate and funding turnaround times.
  • Ensure accurate and timely preparation, review and execution of all retail installment contracts, lease documents, disclosures, power of attorney, vehicle security agreements and related F&I paperwork in compliance with federal and state regulations.
  • Maintain strict compliance with Truth in Lending (Regulation Z), TILA, CFPB guidelines, FTC Red Flags, state-specific disclosure laws, Dealer and OEM compliance programs, and internal audit controls; serve as primary contact for audits.
  • Train, coach and mentor sales staff and F&I assistants on new products, compliance requirements, menu presentation techniques, objection handling and best practices to improve customer experience and conversion rates.
  • Deliver the dealership’s F&I profit plan by achieving targeted PVR (Product, Vehicle, Rate) and gross per unit metrics; prepare and present daily/weekly/monthly F&I performance reports to management.
  • Present F&I menu systems or custom consultative F&I presentations, using digital menu tools when available, to increase customer understanding of product benefits and drive higher attach rates.
  • Oversee funding processes, ensure accurate submit-to-fund timelines, resolve funding exceptions, manage buy rates, dealer reserves, and manufacturer incentives as they impact deal profitability.
  • Manage and reconcile reserve statements, fee reconciliations, chargebacks, lender payments and ensure accounting coordination for proper posting of F&I revenue and reserve income.
  • Maintain up-to-date product knowledge for OEM programs, manufacturer incentives, special finance programs, and new F&I product launches; coordinate with OEM reps as needed.
  • Evaluate and enroll customers in appropriate payment protection and insurance products, ensuring clear disclosure of terms, exclusions and cancellation policies.
  • Implement and maintain customer retention and portfolio follow-up programs for F&I products including cancellations, opt-ins/opt-outs and claim support to protect revenue and customer satisfaction.
  • Process and manage vehicle registration, title work and lien placement/termination with DMV or third-party title services; ensure accurate and timely delivery of title and registration to customers.
  • Handle escalated customer inquiries, payment disputes, chargebacks, and complaint resolution while maintaining professionalism and protecting dealership revenue.
  • Maintain F&I office organization and equipment, enforce audit-ready filing practices, and oversee the secure storage, destruction and handling of consumer credit information (PII) per privacy laws.
  • Monitor and report market trends, competitor offerings and lender policy changes that affect F&I product mix, pricing, and lender acceptance to inform dealer strategy.
  • Create and maintain SOPs for F&I processes including deal flow, credit pull authorizations, menu presentation, contract signing, funding and post-sale support.
  • Participate in dealership leadership meetings, contribute to inventory turn and floor-plan decisions as they affect financing options, and coordinate with sales, service, and accounting teams.
  • Ensure onboarding, licensing and continuing education for F&I staff (state F&I licensing, NADA or industry certifications), maintain personnel scheduling and performance metrics.
  • Utilize CRM and DMS data to identify finance leads, potential refinance opportunities, and trade-up candidates to increase F&I penetration and lifetime customer value.

Secondary Functions

  • Support dealership marketing initiatives for F&I products and promotional finance offers; collaborate with digital marketing and internet sales to align messaging and call-to-action.
  • Assist with forecasting F&I revenue and developing pricing strategies for package bundles, extended warranties and seasonal promotions.
  • Participate in local community outreach and OEM training sessions to raise brand visibility and drive qualified leads.
  • Support ad-hoc reporting requests, provide data for audits and regulatory reviews, and collaborate with accounting on month-end reconciliation.
  • Recommend process improvements and technology upgrades for the F&I office to improve efficiency, accuracy and compliance.
  • Backfill sales or administrative functions during peak periods as needed to maintain exceptional customer service.

Required Skills & Competencies

Hard Skills (Technical)

  • Expertise in F&I processes: credit applications, contract preparation, funding, title and registration management.
  • Deep knowledge of F&I products: GAP insurance, extended warranties/service contracts, appearance protection, credit insurance, prepaid maintenance.
  • Compliance proficiency: Regulation Z (TILA), CFPB rules, FCRA, E-SIGN, state disclosure laws, and dealership audit readiness.
  • Experience with DMS/CRM/F&I platforms: Dealertrack, RouteOne, DealerSocket, CDK Global, Reynolds & Reynolds or equivalent.
  • Strong financial acumen: deal structuring, payment calculators, APR negotiation, reserve and holdback reconciliation.
  • Contract and document management: electronic signature systems, secure PII handling, record retention and destruction policies.
  • Microsoft Office skills: Excel for reporting and reconciliation, Word for documentation, Outlook for communication.
  • Digital menu and presentation tools: ability to use and interpret digital F&I menu systems to drive product penetration.
  • Lender and OEM program navigation: understanding captive finance guidelines, special APRs, cashback programs, and compliance stipulations.
  • Data reporting and KPI tracking: PVR, products per vehicle, gross per unit, funding time, and penetration trends.

Soft Skills

  • High-level interpersonal and consultative sales skills; ability to present complex financial information clearly and persuasively.
  • Strong negotiation, persuasion and objection-handling aptitude to close financing and product sales.
  • Leadership and coaching ability; capable of training sales teams to improve F&I results and compliance.
  • Exceptional attention to detail and accuracy when preparing contracts and performing reconciliations.
  • Integrity and ethical judgment in handling customer data, disclosures and sensitivities around financing decisions.
  • Time management and organization skills to manage multiple deals, lender requirements and funding deadlines.
  • Customer-centric mindset and commitment to delivering a superior ownership experience.
  • Problem-solving orientation for handling funding exceptions, title issues and customer disputes.
  • Resilience and adaptability in a results-driven, commission-incented environment.
  • Strong verbal and written communication for clear, audit-ready documentation and cross-departmental coordination.

Education & Experience

Educational Background

Minimum Education:

  • High school diploma or GED required.

Preferred Education:

  • Associate's or Bachelor's degree in Business, Finance, Accounting, or related field preferred.

Relevant Fields of Study:

  • Finance
  • Business Administration
  • Accounting
  • Automotive Management
  • Risk Management

Experience Requirements

Typical Experience Range: 2–7 years in automotive F&I, finance, or related lending role (including 1–3 years in an F&I-specific role for entry-level manager positions)

Preferred:

  • 3+ years as an F&I Manager or F&I Coordinator with proven PVR and gross per unit performance.
  • Experience with multiple lender programs (prime and subprime), OEM incentive structures, and dealership reporting systems.
  • State F&I licensing and/or industry certifications (NADA F&I certification, AAP, or equivalent) preferred.
  • Clean background check and strong references demonstrating sales integrity and compliance focus.
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