Director of Finance and Variable Operations - Ciocca Automotive - Western Division

Company: Ciocca Automotive Careers
Location: York
Posted on: February 19, 2026

Job Description:

Job Description Job Description Description: Job Type Full-time Description The West Division Director of Finance and Variable Operations is a pivotal leadership role within the automotive sector, focusing on driving strategic initiatives to enhance variable operations and optimize production within dealerships. This position entails collaborating with variable managers, finance managers, sales teams, and lenders, to elevate variable production, ensure compliance, and foster a culture of excellence. Requirements: Key Responsibilities : 1. Strategy Development and Execution :· Assist in the install of consistent and compliant desking and sales process to maximize both sales effectiveness and overall profitability. · Develop and execute strategic plans to optimize F&I production within dealerships, including monthly halftime calls with variable managers to review production and identify opportunities. · Lead monthly F&I Performance Workshops. · Establish action plans to increase F&I production, addressing areas of improvement and implementing best practices. · Rehash unsold deals, rehash lender declined deals, participate in save-a-deal meetings .· Conduct one-on-one training sessions with finance managers to enhance production and ensure consistent adherence to processes. · Observe live in-store transactions to identify areas of opportunities on a monthly basis. 2. Training and Development : · Provide training and coaching to sales teams on effectively positioning F&I products, enhancing customer satisfaction (CSI), and driving sales volume. · Implement strategies to "plant seeds" for F&I during the sales process, fostering a proactive approach to finance offerings. 3. Performance Management : · Publish scorecards with individual, dealership, and regional production metrics, providing transparency and accountability. · Work in tandem with RVP/GMs to track and achieve manufacturer sales objectives. · Track and communicate deficiencies to RVP’s and GM’s to achieve variable performance standards, providing guidance and support to achieve targets. · Monitor and manage F&I Contract schedules, including but not limited to: Insurance company contracts and payables, customer receivables, contracts in transit, and chargebacks. · Work in-dealership as needed to provide coverage, including processing transactions for customers (may occasionally require evening or Saturday hours if shorthanded) 4. Talent Management : · Identify and cultivate talent within dealerships for promotion to F&I positions and sales management positions, assisting in the interviewing and hiring process for candidates. 5. Relationship Management : · Meet with lenders as needed to stay abreast of bank advantages, reserve programs, and flat programs, ensuring dealerships capitalize on available opportunities. · Collaborate with the GM’s, RVP’s and Director of Compliance to ensure alignment between finance initiatives and regulatory requirements. 6. Communication and Reporting : · Recap visits with General Managers in person, providing feedback, insights, and actionable recommendations to drive continuous improvement. · Contact report provided to SVP. · Monthly deal audits to ensure compliance across all stores and departments Qualifications: Dealership finance and sales management experience preferred Proficient knowledge in dealership finance and insurance processes Proficient knowledge of sales and desking practices Proven track record of high performance in both sales and finance and insurance Well-versed in title laws and registration process Valid driver’s license and clean driving record What we offer: Pay is salary plus bonus: $175,000 Full Time PTO and holidays 401(K) retirement plan with company matching Competitive compensation; industry leading pay plan Company Demo The top insurance program in the industry including medical, dental, prescription and vision Advancement opportunities within the Ciocca Automotive Family Employee discounts Salary Description: Salary plus bonus: $175,000 Requirements: Job Type Full-time Description The West Division Director of Finance and Variable Operations is a pivotal leadership role within the automotive sector, focusing on driving strategic initiatives to enhance variable operations and optimize production within dealerships. This position entails collaborating with variable managers, finance managers, sales teams, and lenders, to elevate variable production, ensure compliance, and foster a culture of excellence. Requirements: Key Responsibilities : 1. Strategy Development and Execution : · Assist in the install of consistent and compliant desking and sales process to maximize both sales effectiveness and overall profitability. · Develop and execute strategic plans to optimize F&I production within dealerships, including monthly halftime calls with variable managers to review production and identify opportunities. · Lead monthly F&I Performance Workshops. · Establish action plans to increase F&I production, addressing areas of improvement and implementing best practices. · Rehash unsold deals, rehash lender declined deals, participate in save-a-deal meetings. · Conduct one-on-one training sessions with finance managers to enhance production and ensure consistent adherence to processes. · Observe live in-store transactions to identify areas of opportunities on a monthly basis. 2. Training and Development : · Provide training and coaching to sales teams on effectively positioning F&I products, enhancing customer satisfaction (CSI), and driving sales volume. · Implement strategies to "plant seeds" for F&I during the sales process, fostering a proactive approach to finance offerings. 3. Performance Management : · Publish scorecards with individual, dealership, and regional production metrics, providing transparency and accountability. · Work in tandem with RVP/GMs to track and achieve manufacturer sales objectives. · Track and communicate deficiencies to RVP’s and GM’s to achieve variable performance standards, providing guidance and support to achieve targets. · Monitor and manage F&I Contract schedules, including but not limited to: Insurance company contracts and payables, customer receivables, contracts in transit, and chargebacks. · Work in-dealership as needed to provide coverage, including processing transactions for customers (may occasionally require evening or Saturday hours if shorthanded) 4. Talent Management : · Identify and cultivate talent within dealerships for promotion to F&I positions and sales management positions, assisting in the interviewing and hiring process for candidates. 5. Relationship Management : · Meet with lenders as needed to stay abreast of bank advantages, reserve programs, and flat programs, ensuring dealerships capitalize on available opportunities. · Collaborate with the GM’s, RVP’s and Director of Compliance to ensure alignment between finance initiatives and regulatory requirements. 6. Communication and Reporting : · Recap visits with General Managers in person, providing feedback, insights, and actionable recommendations to drive continuous improvement. · Contact report provided to SVP. · Monthly deal audits to ensure compliance across all stores and departments Qualifications: Dealership finance and sales management experience preferred Proficient knowledge in dealership finance and insurance processes Proficient knowledge of sales and desking practices Proven track record of high performance in both sales and finance and insurance Well-versed in title laws and registration process Valid driver’s license and clean driving record What we offer: Pay is salary plus bonus: $175,000 Full Time PTO and holidays 401(K) retirement plan with company matching Competitive compensation; industry leading pay plan Company Demo The top insurance program in the industry including medical, dental, prescription and vision Advancement opportunities within the Ciocca Automotive Family Employee discounts Salary Description Salary plus bonus: $175,000

Keywords: Ciocca Automotive Careers, Ellicott City , Director of Finance and Variable Operations - Ciocca Automotive - Western Division, Sales , York, Maryland