Director - Commercial Sales
Key Information:
Employment Status: Full Time
Job Type: Hybrid
Location: London, Ontario
Vacancy Type: This position is for an existing vacancy.
Please note that we have two operating entities in Canada, CARFAX Inc., and CARFAX Canada. This position is with CARFAX Canada.
Position Summary:
The Director, Commercial Sales is responsible for driving revenue growth across select commercial markets, including Auction, Remarketing, OEM (ARO) and Banking, Insurance & Government (BIG). This role contributes to the company's revenue strategy through the development and execution of sales plans focused on expanding existing revenue streams, acquiring new business, and deepening strategic customer relationships that drive revenue.
The Director, Commercial Sales is accountable for achieving annual revenue targets through both direct sales activity and the leadership of a high-performing commercial sales team. The role leads, coaches, and develops sales professionals responsible for selling a diverse portfolio of products and solutions across markets with varying levels of maturity and complexity, while fostering multi-product customer adoption and long-term revenue growth.
The successful candidate has a proven track record of building, leading, and developing high-impact sales teams while maintaining select ownership of strategic customer relationships and business development opportunities. They thrive in dynamic environments, demonstrate strong commercial acumen, and leverage disciplined sales methodologies, sales effectiveness tools, and structured pipeline management to consistently deliver results.
As a collaborative leader and trusted business partner, the Director works cross-functionally to identify market opportunities, strengthen customer engagement, and position the organization for sustainable growth across the selected commercial channels.
Position Responsibilities:
- Coach, mentor and motivate a team of high-performing and highly engaged sales professionals.
- Exceed sales growth targets through the execution of established best practices and accountability for results.
- Develop and execute short and long-term sales strategies that align with the corporate strategic vision and goals of the company. This is through direct sales activity and through sales leadership.
- Contribute to the development of sales, marketing, customer retention, sales process, and pricing strategies as it relates to the Auction, Remarketing, OEM, Banking, Insurance and Government segments. This is a lead by example role.
- Develop, implement, and track programs for Commercial Partner sales with key metrics for success and ensure follow-thru to completion.
- Act as a trusted advisor through leadership, training, and direction to the sales team with coaching and regular performance feedback.
- Assess and identify strategies to maximize the success of the sales team through organizational setup, effective recruitment, onboarding & training programs, and communication.
- Initiate and maintain cross-functional relationships to collaborate at all levels to discover and resolve key business issues and opportunities.
- Actively seek external information to understand customers' and market segment needs.
- Be fluent in industry trends, market dynamics, and standards/regulatory developments.
- Understand the competitive landscape and maintain competitive and industry analysis.
- Drive adoption of technology, data input, and analytics, to optimize efficiency, planning, and coordination efforts to accelerate customer impact.
- Partner to develop, lead, and communicate sales metrics to assess performance against key critical initiatives for the vertical.
- Continuously learn and actively seek ongoing professional /industry knowledge development by attending workshops, establishing personal networks, and participating in the community.
Position Requirements:
- Bachelor's degree in a business-related discipline
- 10+ years' experience in sales
- 5+ years' experience managing a high-performing team
- Demonstrated effective oral and written communication skills
- Excellent organization skills
- Related industry experience in the automotive field
Compensation:
We recognize that every team member brings unique skills and experience. Compensation for this role will reflect your skills, experience, and career progression - whether you are developing and growing in your role or bringing extensive expertise to the team.
Perks & Benefits:
At CARFAX Canada, we believe in total rewards and creating an exceptional employee experience. In addition to competitive compensation, our team members enjoy:
- Weekly, free catered lunches at the office
- Flexible work that allows us to prioritize work-life balance
- A state-of-the-art collaborative environment at our head office at 100 Kellogg Lane, London Ontario
- Exceptional benefits that take effect day one of employment
- Flexible employee wellness funding,
- Company matched pension program
- Parental leave top-up benefits
- Paid volunteer days
- The list goes on!
Questions about compensation and the many perks and benefits of working at CARFAX? Ask us during the process - we can't wait to hear from you!
Please note, some benefits may be subject to eligibility for employees.
