Company Description

Experian is a global data and technology company, powering opportunities for people and businesses around the world. We help to redefine lending practices, uncover 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 to realize their financial goals and help them save time and money.

We operate across a range of markets, from financial services to healthcare, automotive, agribusiness, insurance, and many more industry segments.

We invest in people and new advanced 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 across 32 countries. Our corporate headquarters are in Dublin, Ireland. Learn more at experianplc.com.

Job Description

Job description

Purpose of the Commercial VP Low Income & Non Credit Segment role:

Lead, motivate, and develop the commercial team for the Low Income & Non Credit segment, establishing clear and ambitious objectives to achieve individual and collective goals. Ensure disciplined execution, aligned with ambitious growth targets and the transformation of the sales force to create and maintain value-based client interactions derived from a combination of knowledge of assigned clients' business, market, and products. Structure and lead a transition to productivity metrics, strengthening strategic and technical sales, and focusing on connecting capabilities to develop an integrated solutions offering. Drive a culture of excellence, innovation, and high performance, promoting the adoption of disruptive solutions that strengthen Experian's position as a strategic partner. Design and implement comprehensive commercial planning, aligned with the modeling of regions and verticals of the segment, covering short, medium, and long-term forecasts, and monitoring tactical indicators and strategic objectives.

Responsibilities of the role:

• Design and execute the segment's commercial strategy, focusing on new opportunities, revenue diversification, client deepening, and goal achievement.
• Implement strategies aligned with regulatory, technological, and competitive trends in the sectors in charge.
• Planning and forecasting: Define goals by regionals and verticals, rigorously manage pipeline, establish weekly and monthly review processes using Salesforce.
• Strategically accompany the team to ensure discipline in pipeline tracking, forecast vs. budget, and sales closures.
• Analysis of lost opportunities to ensure feedback into processes, value proposition, and pricing.
• Ensure compliance with key area indicators (portfolio, visits, reports, account plans, consumption, renewals, prices, and profitability).
• Productivity metrics management: Number of client meetings, conversion rate, and sales cycle through Salesforce.
• Continuous productivity improvement: ability to identify bottlenecks in the funnel, design improvements to accelerate the sales cycle, and implement them by influencing the areas responsible for each process.
• Optimization of scalable commercial processes: Ensure, through teamwork with the Marketing and Product areas, the development of playbooks, sales tools, best-in-class methodologies to massify packaged offers.
• Team incentive and compensation management: Work as a team with the compensation area to implement incentive plans aligned with new market dynamics and strategic objectives for deepening innovation products, software platforms, analytics, and fraud prevention.
• Build and maintain strong relationships with leaders in the cooperative, microfinance, real estate, payroll deduction, pension funds, and insurance sectors, promoting trust and a long-term vision.
• Expand relationships to different client areas where Experian solutions can generate value.
• Propose alternatives and new ways to approach clients to meet budget objectives.
• Ensure clients receive the best possible service and that the products they acquire fulfill their value promise.
• Mobilize and align internal areas to fulfill contractual commitments acquired with clients.
• Identify opportunities to integrate and connect Experian's capabilities (data, software, Analytics, consulting) into high-value proposals.
• Lead negotiations with clients, ensuring correct structuring to obtain revenue that covers short-term goals and ensures long-term growth and business sustainability.
• Identify and manage risks derived from commercial management and those related to client revenue and operations.
• Lead the transformation of the sales force towards hybrid roles (Account Management + New Business), more specialized and consultative, driving the adoption of metrics and sufficient pipeline coverage.
• Continuously analyze market trends, competitor actions, and client needs to adjust strategies.
• Experience managing go-to-market plans.
• Ensure the acquisition and updating of client and non-client data.
• Actively participate in the development of products and services with a client perspective.

Qualifications

• Proven ability to lead, motivate, and transform teams towards ambitious goals.
• Ability to build strong relationships with highly demanding clients in regulated and competitive sectors.
• Disciplined approach to execution, with leadership and influencing skills.
• Strong analytical and consulting skills, with strategic vision and results orientation.
• Experience in leading sales force change processes (specialization, recurring metrics, technical sales).
• Persuasion and negotiation skills.
• Education: Professional in Administrative areas, Engineering, Economics or related fields.
• Required technical knowledge: Credit risk cycle, SARLAFT, software platforms for automating credit origination processes and optimizing operations. Understanding of commercial compensation models. Excel, PowerPoint, Word.
• Languages: Intermediate English.

Additional Information

Our uniqueness is that we celebrate yours. Experian's culture and people are important differentiators. We take our people agenda very seriously and focus on what matters; DEI, work/life balance, development, authenticity, collaboration, wellness, reward & recognition, volunteering... the list goes on. Experian's people first approach is award-winning; World's Best Workplaces™ 2024 (Fortune Top 25), Great Place To Work™ in 24 countries, and Glassdoor Best Places to Work 2024 to name a few. Check out Experian Life on social or our Careers Site to understand why.

Experian is proud to be an Equal Opportunity and Affirmative Action employer. Innovation is an important part of Experian's DNA and practices, and our diverse workforce drives our success. Everyone can succeed at Experian and bring their whole self to work, irrespective of their gender, ethnicity, religion, colour, sexuality, physical ability or age. If you have a disability or special need that requires accommodation, please let us know at the earliest opportunity.

Experian Careers - Creating a better tomorrow together