Senior Director, Home Services Business Development

Tricon is an owner, operator and developer of single-family rental homes in the U.S. and multi-family apartments in Canada. Our commitment to enriching the lives of our employees, residents and local communities underpins Tricon’s culture and business philosophy. We provide high-quality rental housing options for families across the United States and Canada through our technology-enabled operating platform and dedicated on-the-ground operating teams. Our development programs are also delivering thousands of new rental homes and apartments as part of our commitment to help solve the housing supply shortage.

Job Description

Essential Duties and Responsibilities:

Business Development & Strategic Partnerships

• Develop and execute the business development strategy, identifying new partnerships, customer acquisition channels and market opportunities to achieve revenue targets and drive profitable growth.
• Identify, negotiate and manage strategic partnerships with national and regional retailers, home-improvement providers, vendor and service networks, lead marketplaces, homeowners associations, real estate professionals, property managers, insurance providers and home-warranty companies, establishing commercial terms, referral arrangements and service expectations.
• Develop and evaluate partnership pilots to assess financial performance and operational feasibility, establishing repeatable strategies and processes to support expansion into new markets.
• Manage paid lead channels, customer acquisition initiatives and referral programs, including neighborhood referrals, repeat business and customer reviews, to generate qualified demand and improve conversion.
• Leverage Tricon's existing resident relationships to develop customer acquisition opportunities as residents transition into homeownership, collaborating with Leasing, Resident Services and Property Management to establish appropriate referral and outreach strategies.

Sales Leadership & Team Development

• Build and lead the Home Services sales organization, overseeing recruitment, onboarding, training and staffing strategies to support business growth and expansion.
• Establish sales objectives, performance expectations and accountability measures, providing ongoing coaching, feedback and development opportunities to improve individual and team performance.
• Develop and implement scalable sales processes and playbooks covering customer discovery, service scoping, quoting, objection handling, cross-selling and follow-up.
• Oversee sales execution, pipeline management and lead response standards, ensuring consistent conversion performance and appropriate customer coverage across markets, including weekends and holidays.

Commercial Strategy & Operational Performance

• Lead pricing strategy and quoting standards, evaluating competitive positioning, conversion performance and opportunities to introduce new service offerings.
• Manage commercial and marketing budgets and oversee business unit economics, including customer acquisition costs, average transaction value, service attachment rates, contribution margins and technician productivity.
• Oversee commercial forecasting, CRM management and performance reporting, providing executive leadership with business insights and recommendations while leveraging sales technology, automation and emerging AI-enabled tools to improve effectiveness.
• Partner with Field Operations and Dispatch to align customer demand and market expansion with technician availability and operational capacity, ensuring external service commitments do not compromise maintenance service levels across Tricon's rental portfolio.
• Collaborate with Marketing, Finance, Legal and Compliance to ensure commercial initiatives, partnership agreements, customer-facing terms and licensing requirements align with business objectives and applicable regulations.

Qualifications:

• Demonstrated success developing and launching strategic partnerships and customer acquisition channels that generate measurable revenue growth.
• Proven ability to establish and scale commercial functions, including developing go-to-market strategies, implementing processes and building effective sales organizations.
• Experience negotiating commercial agreements and managing relationships with external partners and stakeholders.
• Demonstrated leadership capabilities, including developing talent, coaching performance, establishing accountability and leading teams through growth and change.
• Strong commercial and financial acumen, with experience evaluating channel economics, managing budgets, developing forecasts and making data-driven investment decisions.
• Excellent communication, relationship management and influencing skills, with the ability to collaborate effectively across functions and with executive leadership.
• Ability to balance strategic planning with hands-on execution and adapt to evolving business priorities.

Minimum Requirements:

• Minimum 10 years of progressive experience in business development, channel sales, strategic partnerships or commercial leadership.
• Minimum 3+ years of experience leading and developing a sales, business development or commercial team.
• Experience launching new markets or scaling commercial operations through periods of growth.
• Proficiency with CRM systems and Microsoft Office applications.
• Willingness to travel to active and prospective markets 30-40%, concentrated around active market launches and as business needs require.

Work Schedule: This position follows a hybrid work model, with a mix of in-office and remote days. The schedule is subject to change based on business needs.

Preferred Attributes:

• Bachelor's degree in Business, Marketing, Communications or a related field.
• Experience in home services, residential property management, resident services, home warranties, facilities services or related consumer service industries.
• Experience developing revenue-generating opportunities through established customer, resident or membership networks.
• Familiarity with residential repair and maintenance services, including plumbing, HVAC, electrical and general home repairs.

Salary Range

Placement within this compensation range will be determined by the candidate's knowledge, experience and skills.

At Tricon, we are committed to creating a workplace where every individual is valued for their unique contributions, experiences, voices, and backgrounds. By embracing these principles, we aim to positively impact our business and the communities we serve, creating a lasting legacy where everyone can thrive.