Company Description
Experian is a global data and technology company that drives opportunities for people and businesses around the world. We help redefine lending practices, discover and prevent fraud, simplify healthcare, create marketing solutions, and gain deeper insights into the automotive market, all using our unique combination of data, analytics, and software. We also assist millions of people in achieving their financial goals and help them save time and money.
We operate across a variety of markets, from financial services to healthcare, automotive, agribusiness, insurance, and many other industrial segments.
We invest in people and advanced new technologies to unlock the power of data. As a FTSE 100 index company, listed on the London Stock Exchange (EXPN), we have a team of 22,500 people in 32 countries. Our corporate headquarters is in Dublin, Ireland. Learn more at experianplc.com.
Job Description
You will be responsible for leading the strategy for deepening relationships and engagement with the Prime segment of SMB. Your core mission is to leverage achievement of the Prime SMB segment's revenue target, managing a team of Prime Executives.
The Prime Manager must ensure that these clients expand their portfolio of contracted products, reduce churn, strengthen relationships, and position themselves as a strategic business partner. Additionally, you will need to generate synergies with B2C and Large Accounts business units to maximize the value delivered to the customer and capture cross-sell and up-sell opportunities.
Responsibilities:
• Lead and manage the Prime Executives team, ensuring achievement of individual and collective revenue, retention, and portfolio expansion targets.
• Design and implement customer deepening plans, with differentiated strategies by industry and growth potential, that leverage the goal of doubling SMB segment revenue.
• Reduce churn in the Prime segment through loyalty strategies, proactive follow-up, and generation of tangible value for customers in the portfolio.
• Promote and close sales opportunities for innovation products in the SMB portfolio: Fraud Prevention and Identity Validation, Platforms, Automation and Digitalization, Consulting, Origination, and Collections.
• Establish a high-value relationship model with decision-makers at Prime customer accounts, transcending the operational level to reach the executive and strategic level.
• Generate synergies with ECS (Experian Consumer Services) and Large Accounts business units, identifying joint opportunities for customer service and development.
• Develop portfolio prioritization plans based on potential by industry, investment history, portfolio affinity, and stage in the customer lifecycle.
• Build high-value commercial proposals that include innovative solutions, sector success cases, and ROI arguments aligned with the customer's strategic challenges.
• Keep Salesforce management records updated and coordinate with internal areas (SAC, Billing, Collections, Implementation) to ensure excellence in customer experience.
• Monitor and manage team KPIs: recurring revenue, churn rate, portfolio coverage, productivity per executive, transactionality, and renewal.
• Understand the value chain of Prime customers, their main market differentiators, and the strategic challenges of the sector, to position Experian as a transformation partner.
Qualifications
Qualifications
- Education: Professional degree in administrative, financial, industrial engineering, economics, or related fields. Desirable specialization or postgraduate degree in Commercial Management, Marketing, MBA, or related areas.
- Experience: Minimum 10 years in high-value commercial roles, key account management (KAM), or sales management in the B2B business segment in SMB models or customers. Desirable experience in financial, technology, data, or consulting sectors. Minimum 5 years leading commercial teams.
- Required technical knowledge:
- Commercial management of key accounts and customer loyalty and retention strategies for business clients.
- Knowledge of the portfolio of solutions in fraud prevention, identity validation, digital platforms, automation, and credit services.
- CRM management
- Languages: Intermediate-advanced English.
- Competencies: • Leadership of high-performance commercial teams. • Achievement orientation and revenue target fulfillment. • Strategic thinking and business vision. • Negotiation and influence skills at the executive level. • Management of long-lasting relationships with high-value customers. • Analytical capacity to interpret data and design deepening strategies. • Cross-functional collaboration and synergy generation between business units.
Additional Information
Our uniqueness is that we celebrate what makes us different. Experian's culture and people are key differentiating elements. We take our people agenda very seriously and focus on what really matters: DEI, work-life balance, development, authenticity, engagement, collaboration, wellbeing, reward and recognition, volunteering... and the list goes on. Experian's strong people-first approach has been recognized: Great Place To Work™ in 24 countries, FORTUNE Best Companies to work, and Glassdoor Best Places to Work (globally 4.4 stars), to name a few. Check out Experian Life on social media or our careers site to understand why.
Experian is proud to be an equal opportunity and affirmative action employer. Innovation is a fundamental part of Experian's DNA and practices, and the diversity of our workforce drives our success. Everyone can succeed at Experian and bring their whole self regardless of gender, ethnicity, religion, color, sexuality, physical ability, or age. If you have any disability or special need that requires accommodations, please let us know as soon as possible.
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