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Director, Secured Lending
1 month ago
About the Role:
The Director, Secured Lending for the Mortgage & Auto Portfolio will be part of the regional leadership team to drive strategic business development and execute new business initiatives that align with the region and create value for the Cards portfolio. Reporting to the Chief Revenue Officer, the incumbent will support strategic and business development engagements across TransUnion's "Go-to-Market" sectors that work with Mortgage & Auto Segment: from Mortgage Ecosystem (brokers/brokerage/network/POS platforms/lenders) & Automotive Ecosystem (Dealers/Dealership/Prime lender/Non-prime lenders).
Key Responsibilities:
- Thought Leadership: Driving thought leadership into the market through sector-based insights, a thorough understanding of regulatory developments, and preparing/presenting proactive market views through channels such as client engagement, industry events, webinars and Advisory Boards.
- Strategic Business Development: Engage with C-suite clients, presenting unique and compelling insights linked to addressing key sector/client challenges, and entrenching TransUnion's 'trusted advisor' status through being a 'Voice of Authority', as well as expanding relationships outside traditional risk/credit/fraud stakeholders.
- Solution Enhancements/Innovation: Inform and influence product development through consolidating Voice of Customer, qualifying the addressable market and TransUnion's right to win, and leveraging SME knowledge; repackage existing solutions and propositions aligned to identified client business issues.
- Adjacency strategies: Undertake market scans to identify new sector opportunities, including analyzing current and future trends (market, regulatory, consumer), portfolio segmentation, understanding and unlocking economic drivers, examining critical business issues, positioning TransUnion capability, and defining and prioritizing initiatives with cross-functional stakeholders.
- Innovation Catalyzer and Capability Builder: Be an expert in the Mortgage & Auto landscape and needs, and determine required solution capabilities that drive value for our customers and TU. Provide inputs to new solution development and support new product go-to-market. Share industry knowledge across the organization to help drive deeper industry and customer-centric approach to business strategies and the innovation we bring to the market.
- Sales/Engagement Process Improvement Champion: Evolve the approach on how we engage our customers to become more relevant and critical to their success. Define frameworks and engagement documents for each engagement plan. Develop engagement plan and pursue strategic and business development engagements with executives of selected clients. Bridge existing tradelines reporting gaps in non-prime segment and focus on winning mortgage monoline lenders and convert to primary.
Impact You'll Make:
The Director, Secured Lending for the Mortgage & Auto Portfolio will be part of the regional leadership team to drive strategic business development and execute new business initiatives that align with the region and create value for the Cards portfolio. Reporting to the Chief Revenue Officer, the incumbent will support strategic and business development engagements across TransUnion's "Go-to-Market" sectors that work with Mortgage & Auto Segment: from Mortgage Ecosystem (brokers/brokerage/network/POS platforms/lenders) & Automotive Ecosystem (Dealers/Dealership/Prime lender/Non-prime lenders).
What We'll Bring:
At TransUnion, we are dedicated to finding ways information can be used to help people make better and smarter decisions. As a trusted provider of global information solutions, our mission is to help people around the world access the opportunities that lead to a higher quality of life, by helping organizations optimize their risk-based decisions and enabling consumers to understand and manage their personal information. Because when people have access to more complete and multidimensional information, they can make more informed decisions and achieve great things.
What You'll Bring:
- Bachelor's degree in Business, Finance, Economics, Sciences or related field. MBA preferred.
- Minimum of 8 years of management/leadership experience in product acquisition (P&L ownership preferred), product strategy, digital channels and marketing analytics, business development and/or management consulting.
- Deep experience of the Mortgage & Auto portfolio with an ability to engage credibly with senior executives.
- Extensive Mortgage & Auto portfolio management/leadership experience, with SME knowledge in areas such as Data Science/Analytics, credit risk decisioning and processes, product strategy/design, customer journeys/experience, or management/strategy consulting with an understanding of how data/insight can inform and add value.
- Experience establishing x-selling opportunities to existing primary lender relationships, scaling lender conversion strategy to grow primary relationships & designing a targeted dealership group acquisition strategy.
- Strong analytical and insight-driven problem-solving skills with the ability to pursue consultative and compelling client engagements to drive business growth. Independence and initiative, with excellent story-telling and written communication skills.
- Business acumen and strong leadership, collaboration, and listening skills with the ability to analyze input from customers, partners, TransUnion associates, and market, regulatory, and environmental trends, to identify and clearly articulate needs and opportunities for growth.
- Experience working in a matrix environment, collaborating across teams, regions, functions.
- Sound working knowledge of software applications such as Microsoft Excel, Word, PowerPoint.
- Exceptional presentation skills and the ability to craft compelling views. Ability to effectively develop relationships, engage, advise, and persuasively communicate with key senior stakeholders in face-to-face scenarios demonstrating real-time insight, flexibility, and sound judgment.
- Ability to travel 20% of the time outside of GTA, and perform other duties as assigned.
