Director, Recovery Business Development - Toronto - AutoTrader

Description

We are TRADER, a Canadian leader in digital automotive solutions. Our flagships brand—,AutoSync,Dealertrack Canada and Collateral Management Solutions (CMS)— help Canadians buy, sell, and finance vehicles with confidence.

As part of AutoScout24 group, Europe's largest online car marketplace, we're shaping the future of automotive retail in Canada and beyond.

This role will be within the Dealertrack Canada team, the country's leading automotive financing portal, processing over 6.5 million credit applications annually and Collateral Management (CMS), a national tech solution that boosts lien and registration services, recovery services, and insolvency management solutions for Canadian Lenders.

This role is within the CMS team, the national leader in asset recovery, remarketing, insolvency management, and PPSA lien and search services. The Director of Sales & Relationship Management, Auto Recovery, is responsible for leading strategic relationships and driving growth across a defined segment of lenders who rely on CMS's recovery and remarketing solutions. This role partners closely with the Operations Leadership while focusing on deep subject-matter expertise in auto recovery, including vehicle repossession, appraisals, and remarketing.

The Director is accountable for advancing client strategies, identifying operational challenges, and delivering innovative solutions that improve efficiency, reduce loss severity, and enhance recovery outcomes. By combining strong sales leadership with operational insight, this role strengthens long-term partnerships and expands CMS's footprint within the recovery ecosystem.

Key Areas of Responsibility

Client Relationship and Sales Management

• Build and strengthen relationships with C-suite leaders and operational executives across assigned Lender accounts in the auto recovery space.
• Lead strategic conversations that assess lender recovery workflows, pain points, and performance metrics to identify optimization opportunities.
• Manage expectations around solution design and delivery through a deep understanding of each client's recovery strategies, compliance needs, and operational objectives.
• Develop and maintain a robust sales pipeline by identifying opportunities to expand the adoption of CMS recovery and remarketing services.
• Present data-driven insights and recommendations that demonstrate how recovery performance, cycle times, and remarketing outcomes can be improved using CMS capabilities.
• Collaborate with internal teams (Product, Operations, Sales, Technology, Finance) to ensure coordinated execution and strong client outcomes.
• Support resolution of lender issues related to recovery workflows—such as assignments, vendor performance, escalations, billing, and service quality—ensuring timely follow-through.
• Serve as a trusted advisor who embodies "service excellence," builds confidence with clients, and strengthens long-term engagement.

Business Planning and Strategic Growth

• Develop strategic account plans and support quarterly business reviews tailored to the auto recovery lifecycle, including repossession, transport, storage, condition reporting, and remarketing strategies.
• Evaluate and prioritize enhancement opportunities based on potential impact on lender recovery rates, operational efficiency, and loss mitigation.
• Partner with Product Management to represent the voice of the auto recovery market, influencing product roadmaps with insights on compliance trends, workflow challenges, new asset types, and evolving lender needs.
• Build clear business cases for new sales opportunities and service expansions, articulating investment requirements, value metrics, and anticipated ROI.
• Deliver compelling presentations using performance analytics, benchmarking data, and storytelling to drive alignment and secure executive sponsorship.
• Apply strong negotiation skills to structure agreements, manage renewals, and support complex multi-stakeholder environments.
• Identify and secure new revenue opportunities, including supporting onboarding new lenders, expanding existing client usage, and cross-selling complementary services.
• Develop action plans that drive greater utilization of CMS recovery and remarketing solutions, sharing progress with the Leadership team.

Industry Expertise and Advocacy

• Maintain a strong command of the auto recovery and remarketing landscape, including regulatory developments, collateral risk trends, vendor performance models, and technology advancements.
• Contribute market insights that strengthen CMS's product direction and competitive position within recovery operations.
• Represent CMS at industry events, conferences, and lender forums, positioning the company as a thought leader in recovery and remarketing best practices.
• Proactively identify unmet client needs and emerging opportunities—such as digital recovery workflows, new asset categories, or efficiency-enhancing tools—to expand market share.

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

Desired 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

• Employee and Family Assistance program
• Virtual wellness events
• Regular internal training programs
• Let us help you invest in your future with 3% matching towards your pension and multiple forms of income protection.

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

Use of Artificial Intelligence in Hiring: We use artificial intelligence ("AI") in our hiring process, including to screen, assess, or select applicants for this position.

Vacancy Status: This job posting is for an existing vacancy.

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