Malyka Khawaja
Vaughan,Canada
Summary
Results-driven Business Development Leader with a proven track record of driving multimillion-dollar revenue growth, profitability, and operational efficiency across diverse industries. A forward-thinking professional known for building high-performing teams, fostering strategic partnerships, and transforming business operations to achieve sustainable growth. Skilled in sales leadership, customer financing solutions, and project management, with a focus on improving organizational performance and shareholder returns. Adept at navigating complex markets, developing new verticals, and delivering value through innovative, customer-centric strategies. Recognized for strong communication, negotiation, and problem-solving skills, with a passion for mentoring talent and leading through change to exceed business goals.
Overview
17
17
years of professional experience
Work History
Director, Business Development - 3 Month Contract
iFinance Canada
Toronto, Canada
09.2024 - 12.2024
- Point-of-Sale consumer financing provider in the Health & Medical and Retail Verticals [subsidiary of Iceberg Finance]
- Managing and driving growth across four verticals, including Dental, Veterinary, Home Improvement, and Retail, with a focus on expanding market penetration and revenue streams
- Responsible for strategic planning and execution to increase loan originations, achieve revenue targets, and expand market share
- Collaborating with a team of Business Development Managers (BDMs) to optimize performance and align territory-specific strategies with overall business goals.
- Conducting deep-dive analyses into business operations, client feedback, and market trends to identify opportunities for improvement and innovation
- Developing and implementing tailored marketing campaigns with the support of the marketing team to boost partner engagement and lead generation
- Establishing and maintaining partnerships with clinics and businesses to promote financing solutions to their clients
- Providing thought leadership and training to enhance the effectiveness of BDMs and other internal stakeholders
- Overseeing the creation and refinement of monthly and quarterly performance reports to track progress and communicate results to senior leadership
- Achieved a 29% increase in business volume in October 2024, marking the highest monthly performance since May 2023 and significantly outperforming the year-to-date average
- November continued the upward trend with an 18% increase over the YTD average, while December is projected to close with a 65% increase over the YTD average and a 28% growth compared to October
- Spearheaded a territory realignment strategy with two underperforming BDMs, leading to a 60% improvement in monthly performance by December 2024
- Implemented a comprehensive survey to gather feedback from clinics, resulting in actionable insights and an enhanced partner onboarding process
- Introduced innovative marketing strategies and campaigns, contributing to a 15% increase in partner retention and reactivation rates
- Orchestrated cross-vertical initiatives to leverage synergies between business lines, resulting in improved operational efficiency and higher ROI for marketing efforts
- Successfully took over additional responsibilities for a new vertical, demonstrating strong adaptability and leadership in a rapidly evolving business environment
Director, Health Finance & Inside Sales
LendCare Capital
Pickering, Canada
05.2019 - 01.2024
- Company Overview: Point-of-Sale consumer financing provider in the Automotive, Powersports, Health & Medical and Retail Verticals [subsidiary of goeasy LTD; TSX: GSY]
- Leading direct-to-consumer sales totaling approximately $200 million annually across three product verticals: Health Finance, Personal Cash Loans, and Ancillary Products (Warranties, Insurance, etc.)
- Responsible for establishing and maintaining new strategic partnership arrangements with third party businesses to facilitate financing to their customer base
- Supervised and managed a team of 40 full-time employees (FTE)
- Directly responsible for creation of a long-term financial forecast including establishing key performance metrics and sales targets
- Ensuring performance targets are delivered and exceeded in line with business plans
- Effectively collaborating with key vendors & other stakeholders
- Providing superior customer service through effective people management and enhanced delivery
- Devising and executing on national sales, marketing, and promotional events
- Negotiating and rolling out of key partnership agreements
- Point-of-Sale consumer financing provider in the Automotive, Powersports, Health & Medical and Retail Verticals [subsidiary of goeasy LTD; TSX: GSY]
- Took on responsibility for the LendCare Personal Cash Loans product line in 2019 and scaled up the business book to $135.6 million in 2023 from $2.4 million in 2019
- LendCare Cash Loans, which constituted 1% of the LendCare portfolio in 2019, has experienced substantial growth, now accounting for 10% of the portfolio in 2023
- Spearheaded the successful launch of the Health Vertical in 2021, forging partnerships with over 1600 new merchants to date
- Personally responsible for prospecting, engaging, and onboarding of key partners
- Significantly expanded the vertical's loan receivables, achieving remarkable growth to $22.1 million in 2023 from $4.6 million in Q3 2022
- Assumed leadership of the LendCare Ancillary Team in 2019, playing a pivotal role in its growth trajectory
- Scaled the business book to $38.6 million in 2023 from $6.1 million in 2019
- Increased the existing Ancillary Sales team's monthly revenue per Full-Time-Employee (FTE) by 300%, raising the average per FTE from $50,000/month to $180,000/month
- Expanded my sales team from 5 FTE in 2019 to 40 in Q4 2023
- Continuously collaborating with our vendors to enhance the ancillary product offering and optimize costs for LendCare, resulting in monthly savings exceeding $200,000 in 2023
Operations Manager
Altium Management Group
Montreal, Canada
04.2017 - 05.2019
- Coordinated daily operations, serving as the 'go-to-person' for staff, vendors, and clients
- Prepared all business correspondence, along with structured reports to ensure the business development needs were met
- Evaluated changing market needs; determined and responded to trends and marketplace demands and organized maximum efficiency in workload distribution and allocation of resources
- Created and developed plans for upper management to generate new business
- Created a detailed project road map, plan, schedule, and work breakdown structure to propose, and implement a major partnership (ADT Distributor)
- Implemented a payment collection system that improved the speed of cash flow
- Conceived innovative sales strategies that increased annual company revenue by 14%
Telesales Manager
SinglePoint
Toronto, Canada
01.2016 - 11.2016
- Managed, developed, coached, and motivated the sales force to ensure high professional standards were achieved and monthly sales targets and KPI targets are met
- Liaised between SinglePoint and the clients
- Generated sales strategies and supported superior delivery of client services while maximizing results and evaluated changing client needs; determined and responded to trends and marketplace demands
- Planned and managed workload from forecasts and staffing calculations to create schedules and management reports
- As a result of increasing sales conversion from 4% to over 9%, the client agreed to a significant ramp up, allowing me to increase the sales rep headcount on my team from 5 employees to 45 FTE over a 9-month period
Supervisor, Administration - GTA
Reliance Home Comfort
Toronto, Canada
01.2015 - 01.2016
Supervisor, Planning & Dispatch
National Home Services
Toronto, Canada
01.2012 - 01.2015
- Company Overview: acquired by Reliance Home Comfort in 2015
- Acquired by Reliance Home Comfort in 2015
Supervisor, HVAC L1 and RWH Sales (Client: Direct Energy)
Protocol Global Solutions / APAC
Montreal, Canada
01.2008 - 01.2012
Education
Executive MBA -
Ivey Business School
12-2026
Mortgage Agent Course -
REMIC
01.2020
Lean Six Sigma Green Belt / Lean Enterprise -
McGill University
01.2017
Building a Successful Business Case - Certification -
York University
01.2015
Skills
- Stakeholder engagement
- Client relations
- Strategic planning
- Business development
- Employee development
- Partnerships and alliances
- Sales Operations Leadership
- Contract and vendor management
- Decision-making
- Process improvement
- Performance management
- Leadership development
Volunteer Experience
- Vice President - Board of Directors, San Francisco by the Bay, 1215 Bayly Street, 01/01/19, 12/31/20
- Director - Board of Directors, Guardian Property Management, 1330 Trowbridge Drive, 01/01/15, 12/31/18
Languages
English
Native/ Bilingual
Urdu
Professional
Timeline
Director, Business Development - 3 Month Contract
iFinance Canada
09.2024 - 12.2024
Director, Health Finance & Inside Sales
LendCare Capital
05.2019 - 01.2024
Operations Manager
Altium Management Group
04.2017 - 05.2019
Telesales Manager
SinglePoint
01.2016 - 11.2016
Supervisor, Administration - GTA
Reliance Home Comfort
01.2015 - 01.2016
Supervisor, Planning & Dispatch
National Home Services
01.2012 - 01.2015
Supervisor, HVAC L1 and RWH Sales (Client: Direct Energy)
Protocol Global Solutions / APAC
01.2008 - 01.2012
Executive MBA -
Ivey Business School
Mortgage Agent Course -
REMIC
Lean Six Sigma Green Belt / Lean Enterprise -
McGill University
Building a Successful Business Case - Certification -
York University
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