AAA Relationship Manager (Commercial Equipment Vehicle Finance)

AAA Relationship Manager (Commercial Equipment Vehicle Finance)

Country: United States of America

It Starts Here:

Santander is a global leader and innovator in the financial services industry and is evolving from a high-impact brand into a technology-driven organization. Our people are at the heart of this journey and together, we are driving a customer-centric transformation that values bold thinking, innovation, and the courage to challenge what’s possible.  This is more than a strategic shift.  It’s a chance for driven professionals to grow, learn, and make a real difference.

If you are interested in exploring the possibilities We Want to Talk to You!

The Difference You Make:
The AAA Relationship Manager serves as the primary point of contact between Santander's Commercial Equipment Vehicle Finance (CEVF) group and AAA Clubs nationwide.  This role is responsible for strengthening strategic relationships, increasing program awareness, and driving loan originations through the AAA channel.

The position partners closely with a team of 10–13 Business Development Officers (BDOs) to generate leads, support sales efforts and ensure consistent execution of marketing, reporting and compliance initiatives. Success in this role requires strong relationship management, business development acumen and the ability to influence across a distributed network.

Key Responsibilities:

AAA Club Relationship Management

• Serve as the main relationship lead for all AAA Clubs, ensuring strong engagement and alignment with CEVF programs
• Drive AAA loan originations to achieve annual targets
• Deliver a minimum of 10 program presentations annually to AAA club personnel
• Ensure AAA clubs have current and accurate marketing and collateral materials
• Develop and implement loan promotions in partnership with AAA clubs, where appropriate
• Maintain accurate and up-to-date AAA club contact databases
• Support lead generation efforts by identifying opportunities within AAA clubs and routing prospects to BDOs
• Provide reporting and insights on AAA portfolio performance to the Relationship Manager/Market Director and appropriate AAA personnel
• Assist in budget planning and performance tracking for AAA-related initiatives
• Support administrative processes such as Withhold & Disburse program setup

Distributor & Customer Relationship Growth

• Partner with distributors to increase application submissions and overall production
• Collaborate with BDOs to convert AAA-generated leads into funded deals
• Conduct in-market visits, ride-alongs, and attend trade shows and industry events
• Promote CEVF programs to prospective customers and partners to expand pipeline
• Maintain accurate distributor and partner contact information
• Gather and share industry intelligence (rates, trends, competitive insights) with internal stakeholders
• Act as a brand ambassador for Santander/CEVF within the towing and AAA ecosystem

Team, Culture & Compliance

• Support Community Reinvestment Act (CRA) initiatives
• Ensure compliance with all Santander policies, regulatory requirements and training (e.g., SanLearn, SENT)
• Contribute to a collaborative, high-performance team culture
• Leverage tools, data, and technology (including AI where applicable) to improve efficiency and outcomes

What You Bring:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Qualifications:

• Bachelor’s degree in Business, Finance, Marketing or related field (or equivalent experience)
• 3–7+ years of experience in relationship management, sales, or financial services
• Experience working with indirect channels, distributor networks, or AAA ecosystem (preferred)
• Strong presentation, communication, and influencing skills
• Proven ability to build and maintain external partnerships
• Advanced proficiency in Microsoft Excel (pivot tables, reporting, dashboards)
• Proficiency in PowerPoint and CRM tools
• Comfortable leveraging technology and AI tools to enhance productivity
• Ability to travel for meetings, AAA club visits, and industry events

Key Competencies:

• Relationship building and stakeholder management
• Business development and sales execution
• Strategic thinking and market awareness
• Cross-functional collaborat