[Hiring] Director, Dealer Groups & Dealer Influencers @FICO

Role Description

The dealership is where the car buying journey begins. Join the FICO® Score Auto Industry Practice to lead FICO's relationships with the most influential franchised dealer groups in the U.S. Reporting to the VP of Auto Industry Practice, you will look after the top dealer groups and the platforms and partners that shape how dealers work.

• Build a coverage model across the top U.S. franchised dealer groups.
• Establish direct relationships with Platform Directors, F&I leaders, and senior dealer group executives.
• Set a regular cadence of virtual and in-person engagement for each priority account, with clear goals and next steps.
• Build trusted relationships with dealer influencers, including digital retail, F&I, and DMS/CRM platforms, dealer associations, and industry groups.
• Partner with Analytics, Product, and Marketing to design dealer-focused education on FICO® Scores, framed around F&I performance, customer experience, and closing deals.
• Build a repeatable talk track that explains why FICO® Scores matter to dealers, in the language dealers use, not the language lenders use.
• Lead roundtables and workshops at major industry events, including the NADA Show and other dealer events.
• Protect and grow FICO® Score usage across the franchised dealer segment through active, high-quality relationships.
• Drive adoption of FICO's latest auto scores. Guide dealers through testing and adopting new score versions.
• Build multi-year engagement strategies with clear segmentation and positioning to strengthen FICO's go-to-market in the dealer channel.
• Track competitive activity and new dealer technology trends. Share insights that sharpen FICO's strategy.
• Partner with Sales & Client Success to develop dealer-facing proof points and engagement materials.
• Collaborate with lender-facing teams on consistent messaging.
• Bring the voice of top dealer groups back into FICO to shape product priorities and content.
• Advise the VP of Auto on dealer market insights and bring them to the FICO® Scores Leadership Team.

Qualifications

• Bachelor's degree or equivalent industry experience. MBA or advanced degree preferred.
• 8+ years of experience in the automotive retail or auto finance ecosystem, with deep knowledge of franchised dealer operations.
• Direct experience working at or with a large-franchised dealer group.
• A strong understanding of how large dealer groups are structured and how Platform Directors and F&I teams choose technology and vendors.
• A proven track record of building executive-level relationships in the auto industry, with experience effectively presenting to C-Suite and industry audiences.
• The ability to turn complex credit scoring concepts into clear stories for non-lender audiences.
• Enough analytical fluency to guide dealers through score testing and discuss model performance and competitive differences with credibility.
• Cross-functional skill in aligning Sales, Analytics, Product, and Marketing through influence, not authority.
• Experience with automotive technology platforms, captive finance, DMS/CRM vendors, or F&I product providers is a strong plus.
• Exceptional communication and presentation skills, including executive-level materials.
• Ability to travel domestically 35% to 50% for dealer visits, the NADA Show, and industry events.

Benefits

• An inclusive culture strongly reflecting our core values: Act Like an Owner, Delight Our Customers and Earn the Respect of Others.
• The opportunity to make an impact and develop professionally by leveraging your unique strengths and participating in valuable learning experiences.
• Highly competitive compensation, benefits and rewards programs that encourage you to bring your best every day and be recognized for doing so.
• An engaging, people-first work environment offering work/life balance, employee resource groups, and social events to promote interaction and camaraderie.
• The targeted base pay range for this role is: $132,300 to $207,900 with this range reflecting differences in candidate knowledge, skills and experience.

Company Description

At FICO, you can develop your career with a leading organization in one of the fastest-growing fields in technology today – Big Data analytics. You’ll play a part in our commitment to help businesses use data to improve every choice they make, using advances in artificial intelligence, machine learning, optimization, and much more.

• Credit Scoring — FICO® Scores are used by 90 of the top 100 US lenders.
• Fraud Detection and Security — 4 billion payment cards globally are protected by FICO fraud systems.
• Lending — 3/4 of US mortgages are approved using the FICO Score.