Reports to: VP, Business Development & Marketing
Direct Reports: National Business Development Manager (BDM) Team
Travel: Regular travel across Canada
Lead the Team. Own the Results. Drive Growth.
At iFinance, we're looking for a results-driven sales leader who thrives on accountability, performance, and continuous improvement.
As our Sales Director, you will lead a national team of Business Development Managers, driving revenue growth, partner acquisition, and sales excellence across Canada. This is not a role for someone who is satisfied maintaining relationships and protecting the status quo. We're looking for a leader who can analyze performance, make difficult decisions when necessary, coach teams to higher levels of achievement, and build a culture where results matter.
You'll have the opportunity to shape the structure of the sales organization, influence company strategy, and play a critical role in the growth of one of Canada's leading consumer lending organizations.
What You'll Be Responsible For
Driving Sales Performance
- Lead, coach, and develop a national team of Business Development Managers.
- Establish clear sales targets aligned with company revenue and growth objectives.
- Conduct weekly 1:1 meetings, pipeline reviews, and performance discussions.
- Hold team members accountable for achieving sales, partner acquisition, and activity targets.
- Identify performance gaps quickly and implement corrective action plans.
- Recognize and develop top performers while addressing underperformance decisively.
- Build a high-performance culture focused on execution, accountability, and continuous improvement.
Building & Optimizing the Sales Organization
- Evaluate territory alignment, partner portfolios, and sales coverage models.
- Redesign territories and team structures when business conditions require it.
- Assess field versus inside sales coverage and optimize resource allocation.
- Partner with Human Resources to recruit, interview, and onboard high-performing BDMs.
- Develop succession plans and future sales leaders within the organization.
- Ensure new hires ramp up quickly and successfully.
Leveraging Data & Analytics
- Own the national sales dashboard and performance reporting process.
- Track and analyze key performance indicators by:
- Individual BDM
- Territory
- Product line
- Partner segment
- Industry vertical
- Translate data into actionable strategies and recommendations.
- Develop accurate sales forecasts and provide variance analysis to senior leadership.
- Drive CRM adoption, reporting accuracy, and sales process discipline.
- Partner with IT and Marketing to improve reporting automation and business intelligence.
Growing Strategic Partnerships
- Drive acquisition of new provider partners and expand existing relationships.
- Reactivate dormant accounts and uncover new growth opportunities.
- Conduct field visits, joint sales calls, and coaching sessions with BDMs.
- Traveling 25% of the time across the country or regionally.
- Support key partner negotiations, escalations, and strategic growth initiatives.
- Ensure consistent execution of sales strategies across all regions.
Cross-Functional Leadership
- Collaborate with Marketing to improve lead generation, campaigns, and sales enablement tools.
- Work closely with Credit, Operations, and Client Relations teams to improve the partner experience.
- Provide market intelligence on competitors, industry trends, and customer needs.
- Ensure all sales activities comply with applicable regulations and company policies.
What You Bring
Required Qualifications
- Bachelor's degree in Business Administration, Sales, Marketing, Finance, or a related field.
- Minimum 5 years of progressive sales experience including 2 years in a leadership role.
- Proven experience managing a geographically dispersed sales team.
- Demonstrated success achieving aggressive revenue and growth targets.
- Strong experience with sales forecasting, pipeline management, and KPI-driven performance management.
- Experience coaching, mentoring, and developing sales professionals.
- Proven track record of managing underperformance and driving accountability.
- Advanced proficiency with CRM platforms and sales reporting tools.
- Valid driver's license and ability to travel regularly across Canada.
Preferred Experience
- Experience within consumer lending, automotive finance, financial services, banking, or a related industry.
- Experience leading organizational redesigns, territory restructuring, or sales transformation initiatives.
- Background working in a high-growth, performance-driven environment.
- Experience presenting sales results and strategic recommendations to executive leadership teams.
- Bilingualism (English/French) is considered a strong asset, particularly for supporting partners and business development activities across Canada.
