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Sales Director
Iceberg Finance. Lead, coach, and develop a national team of Business Development Managers .
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates strong leadership in managing and developing a national sales team, with a focus on achieving aggressive revenue targets and optimizing sales processes. Proficient in sales forecasting, KPI management, and driving CRM adoption to enhance performance and accountability.
Highest-signal resume keywords
Sales LeadershipSales ForecastingKPI ManagementCRM ProficiencyTeam Development
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Target AchievementPipeline ManagementPerformance ManagementTerritory AlignmentData AnalysisSales ReportingPartner AcquisitionSales Process DisciplineMarket IntelligenceStrategic Recommendations
Soft Skills
CoachingMentoringAccountabilityCollaborationCommunication
Tools & Technologies
CRM PlatformsSales Reporting ToolsBusiness Intelligence Tools
Industry Keywords
Consumer LendingAutomotive FinanceFinancial ServicesBankingSales Transformation
About the role
Key responsibilities & impact- Lead, coach, and develop a national team of Business Development Managers
- Establish sales targets aligned with company revenue and growth objectives
- Conduct weekly 1:1 meetings, pipeline reviews, and performance discussions
- Hold team members accountable for sales, partner acquisition, and activity targets
- Identify performance gaps and implement corrective action plans
- Recognize and develop top performers while addressing underperformance
- Build a high-performance culture focused on execution, accountability, and continuous improvement
- Evaluate territory alignment, partner portfolios, and sales coverage models
- Redesign territories and team structures when required
- Assess field versus inside sales coverage and optimize resource allocation
- Partner with Human Resources to recruit, interview, and onboard BDMs
- Develop succession plans and future sales leaders
- Ensure new hires ramp up quickly and successfully
- Own the national sales dashboard and performance reporting process
- Track and analyze KPIs by individual BDM, territory, product line, partner segment, and industry vertical
- Translate data into actionable strategies and recommendations
- Develop 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
- Drive acquisition of new provider partners and expand existing relationships
- Reactivate dormant accounts and uncover growth opportunities
- Conduct field visits, joint sales calls, and coaching sessions with BDMs
- Travel 25% of the time across the country or regionally
- Support partner negotiations, escalations, and strategic growth initiatives
- Ensure consistent execution of sales strategies across all regions
- Collaborate with Marketing on lead generation, campaigns, and sales enablement tools
- Work with Credit, Operations, and Client Relations to improve the partner experience
- Provide market intelligence on competitors, industry trends, and customer needs
- Ensure sales activities comply with applicable regulations and company policies
Requirements
What you’ll need- 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 within consumer lending, automotive finance, financial services, banking, or a related industry
- Preferred: experience leading organizational redesigns, territory restructuring, or sales transformation initiatives
- Preferred: background working in a high-growth, performance-driven environment
- Preferred: experience presenting sales results and strategic recommendations to executive leadership teams
- Bilingualism (English/French) is considered a strong asset
Benefits
Comp & perks- Regular travel across Canada
- Opportunity to shape the structure of the sales organization
- Opportunity to influence company strategy
- Critical role in the growth of one of Canada's leading consumer lending organizations