Director of Retail Finance Programs

Mathis Home•Oklahoma City, OK

12d•Hybrid

About The Position

This role is responsible for designing, structuring, and maintaining consumer financing offerings tailored to various business models within the company. The position involves developing promotional financing programs, managing relationships with lending partners, and ensuring compliance with consumer lending regulations. Additionally, the role includes developing and delivering financing training to retail sales associates, monitoring their proficiency, and analyzing market intelligence to maintain a competitive edge. The Director will also define reporting requirements for financing performance metrics and collaborate with internal teams to ensure data integrity.

Requirements

Minimum 10 years of progressive experience in retail consumer financing, financial services, or related field; 15+ years preferred.
Demonstrated experience designing or managing consumer financing programs in a multi-location, multi-format retail environment.
Experience working with third-party consumer lending partners (e.g., Synchrony, TD Bank, Fortiva, Genesis, UOWN).
Deep knowledge of retail consumer financing structures, promotional program mechanics, and merchant fee economics.
Strong understanding of the furniture, mattress, and home furnishings retail competitive landscape.
Ability to develop and deliver effective training to non-financial audiences in a retail store environment.
Analytical capability to interpret financing performance data and translate findings into actionable recommendations.
Proficiency in Microsoft Excel and familiarity with reporting or business intelligence tools.
Excellent interpersonal and communication skills; ability to influence across all levels of the organization.

Nice To Haves

Prior experience with major furniture or home furnishings retail financing programs strongly preferred.
Background in retail sales training, curriculum development, or sales enablement is highly valued.
Bachelor's degree in Finance, Business, Marketing, or related field preferred.
Equivalent combination of education and substantial industry experience will be considered.

Responsibilities

Design, structure, and maintain consumer financing offerings tailored to each of the five business models: Big Box, Ashley Stores, Sleep Centers, Outlet Stores, and La-Z-Boy.
Develop promotional financing programs (deferred interest, same-as-cash, low-APR, equal payment) appropriate to product mix, average ticket, and customer profile at each format.
Manage relationships with lending partners and negotiate program terms, rates, and merchant fees to optimize cost and customer appeal.
Ensure financing programs comply with applicable consumer lending regulations and company policy across all four operating states.
Evaluate new financing partners and products as market conditions evolve.
Develop and deliver financing training curriculum for retail sales associates across all 39 locations.
Train associates on how to present financing options, qualify customers, complete applications, and close financed sales across each business model.
Conduct in-store training sessions, create reference materials, and establish onboarding protocols for new associates.
Monitor associate financing proficiency and penetration rates by store; provide targeted retraining as needed.
Partner with store managers and regional leadership to reinforce financing best practices on the sales floor.
Continuously monitor competitor financing programs across all relevant retail segments and geographic markets.
Benchmark current offerings against competitors and make recommendations to maintain or improve competitive position.
Analyze market trends in consumer lending, promotional financing, and retail credit to inform program strategy.
Adjust financing programs by business model or location in response to competitive dynamics, lender changes, or market conditions.
Define reporting requirements for financing performance metrics including penetration rate, promotional mix, financing cost, and financed revenue by store and business model.
Procure, develop, or oversee the development of reporting tools, dashboards, and scorecards that surface actionable financing data to management.
Review financing reports regularly and advise the General Manager and senior leadership on trends, variances, and opportunities.
Collaborate with internal teams to ensure data integrity and consistent definitions across all financing reports.