Director, Lender Development

Within Dealertrack Canada, The role of the Director, Lender Development is to the asset-based (auto, RV, Marine, Leisure and other similar assets) finance industry to successfully lead, understand, and support client strategies to deliver innovative solutions that drive efficiency and profitability to our lenders and partners.

This is a sales-driven, consultative, and relationship management-focused role that requires strong initiative, strategic vision, and hands-on execution. The ideal candidate is a self-starter—someone who thrives in a fast-paced environment, proactively identifies opportunities, and consistently drives value for both the business and our lender partners.

Key Areas of Responsibility 

Industry Advocate

• Contribute to a robust product road map through understanding and sharing of industry news, trends, advancements and lender innovation:  product / service expansion, new asset types.
• Represent Dealertrack and the industry at various events.
• Be a proactive, self-motivated go-getter who consistently seeks out new revenue/volume opportunities:  new lender onboarding, partner opportunities to expand the Dealertrack footprint, expanding existing lender relationships, and uncovering unmet client needs.

Client Relationship Management

• Build Dealertrack’s relations with C-Suite executives for assigned Lender accounts through consistent, well-planned touchpoints with key business contacts at all levels.
• Manage partner expectations from a design and delivery standpoint by thoroughly understanding customer requirements, how they fit within their strategic objectives, and by providing frequent and timely updates.
• Qualifies, prioritizes, and manages the pipeline of Lender enhancement initiatives by understanding the business impact and value of each initiative.
• Develops analytics and insights by understanding how Dealertrack’s business intelligence can contribute to the success of Lenders and by delivering presentations and proposals that deliver business value and insights.
• Engage effectively across internal departments (Product, Sales, Technology, Operations, and Finance) to deliver coordinated support and execution.
• Facilitates resolution of Lender service issues, including functional reviews, training, platform utilization, escalation handling, billing invoices, and payments.
• Be the face of the business, embodying "Lender service excellence" to build trust, engagement, and strengthen long-term partnerships.

Business Planning

• Construct strategic plans and business reviews for assigned accounts which support Lender client strategies and plans by engaging senior leaders and understanding their strategic priorities, operations and key initiatives.
• Contribute to Dealertrack quarterly business planning by qualifying enhancement opportunities and developing business cases that clearly illustrate the investment required and potential return.
• Participate in product road maps and product strategies by providing Lender insights to Dealertrack Product Management and helping to quantify the business value for new product development initiatives.
• Work closely with Product Management and Product Owners to establish priorities for client projects and requests and clarifying requirements and business impact.
• Drive customer retention through value-added strategies, ongoing engagement, and proactive support
• Create and deliver compelling presentations that clearly communicate business impact, using data and story-telling to build alignment and support
• Demonstrate strong negotiation skills to drive successful outcomes in complex stakeholder environments.
• Generate new leads by leveraging relationships, market insight, and network expansion—growing the pipeline with high-value opportunities
• Develop plans of action for maximizing Lender product utilization.  Communicate progress to Dealertrack Leadership team.

Job Requirements

Education, Experience and Technical skills

• Post Secondary School education, with a desire for continuous learning and improvement
• 5-7 years’ experience in account management, banking, finance or auto industry, with a demonstrated ability to manage a portfolio of diverse customers
• Advanced product and technical skills, and demonstrated ability to manage a portfolio of small and large projects concurrently. Strong knowledge of professional sales, and account management methodologies and experience
• Deep knowledge of the Automotive finance industry; prior experience working for or directly with lenders is highly desirable

 Required Soft Skills and Competencies

• Ability to communicate complex technical information to clients utilizing non-technical, jargon free language
• Excellent communication and customer service skills
• Proven ability to network, build and develop business relationships.
• Exceptional presentation skills, with a talent for delivering impactful, data-driven narratives to internal and external audiences.
• Proven communication skills:
• Translating customer business needs into technical requirements for internal review
• Build and deliver external customer facing business reviews
• Deliver sales presentations / pitch decks, for both internal and external audiences

Working Conditions (i.e. office environment, home, travel required

Hybrid office (2-3 day per week minimum) and remote

What's in it for you

We understand that there is life at work and life outside of work. Here are a few benefits we all benefit from that support us to be our creative best. 

 Benefits from Day 1 

• Gym discounts 
• Employee and Family Assistance program 
• Virtual wellness events 
• Conferences & training budget 
• Regular internal training programs 

Financial planning 

• Let us help you invest in your future with 3% matching towards your pension and multiple forms of income protection. 

Compensation

The expected compensation for this position is: 120K-125K Base

For a career where you can drive our business and shape your future, apply now.