Company Description
Experian is a global data and technology company, powering opportunities for people and businesses around the world. We operate across a range of markets, from financial services to healthcare, automotive, agribusiness, insurance, and many more. Experian invests in people and new advanced technologies to unlock the power of data. We have an amazing team of 25,200 people in 32 countries.
Job Description
Job description
This person is responsible for leading the strategy to deepen relationships with and grow the Prime segment of the SMB market. The core mission is to drive achievement of the Prime SMB segment's revenue target by managing a team of Prime Executives.
The Prime Manager must ensure these clients expand their portfolio of contracted products, reduce churn, strengthen relationships, and position Experian as a strategic business partner. Additionally, they must create synergies with the B2C and Large Accounts business units to maximize the value delivered to the client and capture cross-sell and up-sell opportunities.
- Lead and manage the Prime Executive team, ensuring achievement of individual and collective targets for revenue, retention, and portfolio expansion.
- Design and implement account deepening plans for each client, with strategies differentiated by industry and growth potential, that support the goal of doubling SMB segment revenue.
- Reduce churn in the Prime segment through loyalty strategies, proactive follow-up, and delivery of tangible value to clients in the portfolio.
- Promote and close sales opportunities for the innovation products of the SMB portfolio: Fraud Prevention and Identity Verification, Platforms, Automation and Digitalization, Consulting, Origination, and Collections.
- Establish a high-value relationship model with decision-makers at Prime clients, moving beyond the operational level to reach the executive and strategic level.
- Create synergies with the ECS (Experian Consumer Services) and Large Accounts business units, identifying joint opportunities for client service and development.
- Develop portfolio prioritization plans based on industry potential, investment history, affinity with the portfolio, and stage in the client lifecycle.
- Build high-value commercial proposals that include innovative solutions, industry success stories, and ROI arguments aligned with the client's strategic challenges.
- Keep the management record in Salesforce up to date and coordinate with internal areas (SAC, Billing, Portfolio Management, Implementation) to ensure excellence in the client experience.
- Monitor and manage team KPIs: recurring revenue, churn rate, portfolio coverage, productivity per executive, transactionality, and renewal.
- Understand the value chain of Prime clients, their main market differentiators, and the strategic challenges of the sector, in order to position Experian as a transformation partner.
Qualifications
Qualifications
- Degree in administration, finance, industrial engineering, economics, or related fields. Specialization or postgraduate study in Commercial Management, Marketing, MBA, or related areas is a plus.
- Minimum 5-10 years in high-value sales roles, key account management (KAM), or sales management in the B2B enterprise segment.
- Minimum 5 years leading sales teams.
- Required technical knowledge:
- Key account management and loyalty and retention strategies for enterprise clients.
- Knowledge of the solutions portfolio in fraud prevention, identity verification, digital platforms, automation, and credit services.
- Salesforce CRM management, pipeline analysis, and sales metrics.
- Ability to develop value propositions, executive presentations, and ROI arguments.
- Understanding of SMB business models and enterprise digital transformation trends.
- Languages: Intermediate-to-advanced English.
- Competencies:
- Leadership of high-performing sales teams.
- Results orientation and achievement of revenue targets.
- Strategic thinking and business vision.
- Negotiation and influence skills at the executive level.
- Building lasting relationships with high-value clients.
- Analytical ability to interpret data and design account deepening strategies.
- Cross-functional collaboration and creating synergies between business units.
Additional Information
Our uniqueness is that we celebrate yours. Experian's people first, inclusive and purpose driven culture is multi award-winning; World's Best Workplaces™ 2025 (Fortune Global Top 25), Great Place To Work™ in 26 countries to name a few. Check out Experian Life on social or explore our Careers Site to understand why. Experian is also proud to be an Equal Opportunity and Affirmative Action employer. If you have a disability or special need that requires accommodation, please let us know at the earliest opportunity.
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