Inside Sales Representative
Source One Financial Services
Position Summary
The Inside Sales Representative is responsible for growing loan originations by building strong relationships with RV and Marine dealerships through proactive outbound communication, responsive dealer support, and consistent follow-up. This role serves as the primary point of contact for assigned dealerships, helping dealers structure finance opportunities, understand Source One's lending programs, and ultimately increase funded loan volume.
Success is measured by booked deals, dealer engagement, portfolio growth, Look-to-Book performance, and dealer satisfaction - not simply call volume.
Primary Responsibilities
Dealer Relationship Management
- Manage a portfolio of assigned dealerships
- Develop relationships with F&I Managers, Sales Managers and Dealer Principals
- Become the first call for financing questions and deal structuring
- Maintain regular contact with every assigned dealer
- Conduct dealer onboarding and product training
- Promote Source One programs, promotions and lending enhancements
Business Development
- Increase applications and booked loans from existing dealers
- Re-engage inactive dealerships
- Prospect new dealers assigned by management
- Identify opportunities to capture additional market share
- Execute monthly sales campaigns and dealer contests
Deal Structuring
- Review applications with dealers
- Help structure difficult transactions before submission
- Work closely with Underwriting to find a path forward whenever possible
- Communicate approvals, stipulations and funding requirements quickly
- Educate dealers on maximizing approval odds
Sales Activity
Daily activities include:
- Outbound dealer calls
- Follow-up on pending approvals
- Review and follow-up on turndowns
- Re-engagement of inactive dealers
- CRM documentation
Key Performance Indicators (KPIs)
Performance will be evaluated using:
Production
- Monthly Booked Deals
- Funded Loan Volume
- Dealer Growth
- Applications Submitted
- Look-to-Book %
- Application-to-Funding %
Dealer Engagement
- Active Dealers Contacted
- Dealers Submitted
- Dealers Funding
- New Dealer Activations
- Dealer Retention
- Dealer Satisfaction
Sales Discipline
- Daily outbound activity
- Follow-up completion
- CRM documentation
- Response time
- Dealer issue resolution
Required Skills
- Strong communication skills
- Relationship builder
- Self-motivated
- Organized
- Comfortable discussing financing
- Ability to manage multiple dealers simultaneously
- Professional phone presence
- Strong follow-up habits
- Problem solving mindset
What Success Looks Like
A successful Inside Sales Representative:
- Is the dealer's first phone call
- Understands Source One programs inside and out
- Helps dealers structure approvals before submission if necessary
- Builds long-term dealer relationships
- Communicates proactively
- Thinks like a business partner - not an order taker
- Consistently grows booked loan volume
Core Behaviors
Every Inside Sales Representative should embody Source One's values:
- Relationships First – Every dealer interaction builds trust.
- Find a Path Forward – Work collaboratively with underwriting to solve problems whenever possible.
- Fast Communication – Dealers should never wonder what's happening with their deal.
- Own the Dealer Experience – Take responsibility from application to funding.
- Continuous Improvement – Always look for opportunities to increase applications, approvals, and funded deals.
