Director, Sales
Apply NowCompany: TFG Financial
Location: Vancouver, BC V5K 5J9
Description:
Your Talent, Your Terms | Results, Recognition and Rewards
TFS' culture is results, recognition and rewards based, with a focus on achieving results in a high performing team environment.
Travelers Financial Solutions (TFS), as part of the Travelers Financial Group of Companies, is one of the largest independent commercial equipment finance companies in Canada. Our mission and purpose is to be an OEM, Large Dealer Group and Marketplace's first choice as a full range equipment finance solution provider. Together, through our core principles, we help our partners to achieve what's important in their business.
TFS is an equal opportunity employer and believes in providing a diverse and inclusive workplace where all team members have an opportunity to succeed.
Job responsibilities
The Director, Sales is responsible for contributing to the overall success of TFS by delivering sales performance results within the financing program. The goal is to make the financing of equipment purchases for our partners seamless. This includes developing and sustaining a high level of overall sales penetration efficiency and effectiveness for TFS. The Director, Sales is responsible for mentoring and training a team of Team Leads, Program Managers, Account Managers and Account Executives.
The main objectives of this role include driving sales to achieve targets and is responsible for building infrastructure for net new channels. The Director, Sales will work closely with the Director, Sales Operations in onboarding new channel partners, and ensuring program success.
The role supports TFS' current and new initiatives through providing ongoing awareness to internal and external customers, all while adhering to company policy, process and procedures. These objectives are set in alignment with the company's overall strategy of developing and leading a customer-focused culture while achieving business line objectives and financial results. This role will also contribute to the provision of straightforward and knowledgeable service with our customers, partners and team members through daily interactions to foster a relationship of mutual trust and confidence.
Effectively manage a team servicing an inbound flow of applications
Have an understanding of the lenders in TFS' programs and submit credit applications to the correct lender while maximizing revenue rates
Drive application volume: work closely with Program Managers (internal) and external partners to maintain a steady application flow
Increase overall approval % of approvals: work closely internal stakeholders to maintain approval rates at satisfactory levels
Improve overall BTA and L2B %: effective training and workflow to maximize profitability
Lead the delivery of excellent program onboarding and support
Ensure internal and external parties are knowledgeable of the products, services and procedures offered by TFS
Support Senior Manager, Training and Development in developing material for onboarding new Account Managers
Provide accurate and timely reporting to TFS management
Work closely with management team to define list of KPI's to ensure the success of TFS' various programs
Provide end of month KPI results report on each channel
Keep internal team abreast of new lenders, program changes, new services, etc.
Drive sales to achieve corporate and team sales targets
Proactively motivate and manage a team of Team Leads, Program Managers, Account Managers and Account Executives to achieve monthly, quarterly and annual sales targets
Ensure individual team members are meeting and/or exceeding established sales KPI's
Monitor for accurate system utilization
Provide direction, guidance and support to motivate team members to achieve a high level of performance and productivity
Build, maintain and foster a high-performaning team
Recognize and reward success, and proactively manage under performance
Attend and contribute to weekly group huddles and skill-building sessions
Ensure that Team Leads are well organized, sufficiently trained/cross-trained to perform their responsibilities, developed to their potential and deployed in a manner that permits a cost-effective operation
Ensure team members are knowledgeable of the products, services and procedures relative to the needs of the team or partners they are required to support
Assist in developing and obtaining agreement on development/training plans for all direct reports, recommending training courses and seminars where appropriate
A key factor in determining success for this role will include the building of all policies, procedures, workflows and systems within TFS' initial growth initiatives. This includes, but is not limited to, implementation of new workflow process, development of new technology requirements, reviewing staffing plans for effective coverage, and building a future generation of leaders.
Qualifications, knowledge, and experience
A strong sense of integrity, professionalism and a results-oriented attitude to continually improve processes and systems, enhance efficiency, and contribute to overall organizational success
Works well under pressure to meet ongoing and overlapping deadlines within short time constraints
You are competitive while always adhering to the company's core values
Effective leadership, coaching and mentoring capabilities in a high performing team environment
Ability to lead and motivate a team towards sales objectives
Advanced communication, negotiation and interpersonal skills
Results driven and action oriented
Advanced skills with Microsoft Office products
10+ years of experience in the automotive, equipment or power sports finance industry
Extensive experience in business process automation, measurement and reporting, risk management, systems integration, collections, remarketing and other areas related to servicing large finance portfolios
7+ years of senior sales management experience
5+ years of relevant experience leading a team
University degree in a related field (Economics, Commerce or Finance)
CPA, CFA or MBA is an asset
What we offer
A rapidly growing new company with strong potential for career development
Leaders who support your development
Opportunity to take on progressively greater accountabilities
Ability to make a difference and lasting impact
Role is hybrid office and remote
Comprehensive medical and dental benefits
TFS' culture is results, recognition and rewards based, with a focus on achieving results in a high performing team environment.
Travelers Financial Solutions (TFS), as part of the Travelers Financial Group of Companies, is one of the largest independent commercial equipment finance companies in Canada. Our mission and purpose is to be an OEM, Large Dealer Group and Marketplace's first choice as a full range equipment finance solution provider. Together, through our core principles, we help our partners to achieve what's important in their business.
TFS is an equal opportunity employer and believes in providing a diverse and inclusive workplace where all team members have an opportunity to succeed.
Job responsibilities
The Director, Sales is responsible for contributing to the overall success of TFS by delivering sales performance results within the financing program. The goal is to make the financing of equipment purchases for our partners seamless. This includes developing and sustaining a high level of overall sales penetration efficiency and effectiveness for TFS. The Director, Sales is responsible for mentoring and training a team of Team Leads, Program Managers, Account Managers and Account Executives.
The main objectives of this role include driving sales to achieve targets and is responsible for building infrastructure for net new channels. The Director, Sales will work closely with the Director, Sales Operations in onboarding new channel partners, and ensuring program success.
The role supports TFS' current and new initiatives through providing ongoing awareness to internal and external customers, all while adhering to company policy, process and procedures. These objectives are set in alignment with the company's overall strategy of developing and leading a customer-focused culture while achieving business line objectives and financial results. This role will also contribute to the provision of straightforward and knowledgeable service with our customers, partners and team members through daily interactions to foster a relationship of mutual trust and confidence.
Effectively manage a team servicing an inbound flow of applications
Have an understanding of the lenders in TFS' programs and submit credit applications to the correct lender while maximizing revenue rates
Drive application volume: work closely with Program Managers (internal) and external partners to maintain a steady application flow
Increase overall approval % of approvals: work closely internal stakeholders to maintain approval rates at satisfactory levels
Improve overall BTA and L2B %: effective training and workflow to maximize profitability
Lead the delivery of excellent program onboarding and support
Ensure internal and external parties are knowledgeable of the products, services and procedures offered by TFS
Support Senior Manager, Training and Development in developing material for onboarding new Account Managers
Provide accurate and timely reporting to TFS management
Work closely with management team to define list of KPI's to ensure the success of TFS' various programs
Provide end of month KPI results report on each channel
Keep internal team abreast of new lenders, program changes, new services, etc.
Drive sales to achieve corporate and team sales targets
Proactively motivate and manage a team of Team Leads, Program Managers, Account Managers and Account Executives to achieve monthly, quarterly and annual sales targets
Ensure individual team members are meeting and/or exceeding established sales KPI's
Monitor for accurate system utilization
Provide direction, guidance and support to motivate team members to achieve a high level of performance and productivity
Build, maintain and foster a high-performaning team
Recognize and reward success, and proactively manage under performance
Attend and contribute to weekly group huddles and skill-building sessions
Ensure that Team Leads are well organized, sufficiently trained/cross-trained to perform their responsibilities, developed to their potential and deployed in a manner that permits a cost-effective operation
Ensure team members are knowledgeable of the products, services and procedures relative to the needs of the team or partners they are required to support
Assist in developing and obtaining agreement on development/training plans for all direct reports, recommending training courses and seminars where appropriate
A key factor in determining success for this role will include the building of all policies, procedures, workflows and systems within TFS' initial growth initiatives. This includes, but is not limited to, implementation of new workflow process, development of new technology requirements, reviewing staffing plans for effective coverage, and building a future generation of leaders.
Qualifications, knowledge, and experience
A strong sense of integrity, professionalism and a results-oriented attitude to continually improve processes and systems, enhance efficiency, and contribute to overall organizational success
Works well under pressure to meet ongoing and overlapping deadlines within short time constraints
You are competitive while always adhering to the company's core values
Effective leadership, coaching and mentoring capabilities in a high performing team environment
Ability to lead and motivate a team towards sales objectives
Advanced communication, negotiation and interpersonal skills
Results driven and action oriented
Advanced skills with Microsoft Office products
10+ years of experience in the automotive, equipment or power sports finance industry
Extensive experience in business process automation, measurement and reporting, risk management, systems integration, collections, remarketing and other areas related to servicing large finance portfolios
7+ years of senior sales management experience
5+ years of relevant experience leading a team
University degree in a related field (Economics, Commerce or Finance)
CPA, CFA or MBA is an asset
What we offer
A rapidly growing new company with strong potential for career development
Leaders who support your development
Opportunity to take on progressively greater accountabilities
Ability to make a difference and lasting impact
Role is hybrid office and remote
Comprehensive medical and dental benefits