Director – Secured Lending

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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.

Every day TransUnion offers our employees the tools and resources they need to find ways information can be used in diverse ways. Whether it is helping businesses better manage risk, providing better insights so a consumer can qualify for his first mortgage or working with law enforcement to make neighborhoods safer, we are improving the quality of life for individuals, families, communities and local economies around the world.

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.

Core Accountabilities / 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.  The incumbent will work closely with Marketing to develop a compelling thought leadership content calendar and Go to Market Strategy.
• 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).

The objective is to position TransUnion as the partner of choice for strategic clients with Mortgage & Auto portfolios and, therefore, this role is primarily tasked with identifying and pursuing areas for growth, leveraging and evolving capabilities, and executing on the 3-year Plan for the portfolio.

This role will enable strategic expansion of TransUnion’s “Trusted Advisor” value proposition and business development practices across the Mortgage & Auto ecosystem, leveraging solutions that range from traditional bureau data to identity management and fraud mitigation products, and informing an innovation roadmap for the portfolio.

The incumbent will lead strategic and business development engagements to position TransUnion as the partner of choice within the Mortgage & Auto industry. The incumbent will also support strategic sales efforts, working collaboratively with leaders and cross functional teams such as Strategy and Planning, Sales, and Product.  The Director, Secured Lending will consult with internal partners to establish project priorities, capacity planning, and recommend process, product or service improvements.

Career Path and Growth Trajectory: This role provides a unique opportunity to gain an integrative perspective of Transunion’s business strategy, data and current and future value proposition and solutions. The expertise the selected candidate will gain in this position will open multiple further growth opportunities across Transunion functional areas both at a local and international level.

This is a remote position which may require occasional in-person attendance at work-related events at the discretion of management.

Accommodation is available, including for applicants with disabilities, in accordance with applicable laws.

TransUnion’s Internal Job Title:

Sales Director, Sales Management