Commercial Credit Sales Specialist at TransUnion

What We'll Bring

We’re looking for a dynamic individual to lead the penetration of strategic solutions Commercial Credit Risk in the market where the use of analytics and data is to be established in risk assessment. Focusing on the management and growth of TransUnion’s Financial Services/ Emerging Markets/ Insurance/ Auto/ RoA Vertical, you should be passionate about driving your innovative sales approach to identify and understand client’s business issues, focusing on opportunities to secure existing revenue and growth through effective strategic solutions that drive incremental and new revenue opportunities. Through strategic planning, marketing, business development, thought leadership and ongoing management of relationships you will drive revenue through the deployment of innovative solutions.

What You'll Bring

• Business Degree or Diploma with eight to ten years of solution-selling experience.
• Understanding of the commercial credit risk landscape.
• Proven history of meeting/exceeding yearly quotas.
• Demonstrated sales experience in selling data driven solutions.
• Must have the ability to engage with “C” suite level audience.
• Focused, ambitious self-starter who exhibits attention to detail with excellent organizational skills.
• Eagerness to learn complex solutions to enable successful development of sales opportunities.
• A team player capable of working within a collaborative environment and making contributions when appropriate.
• Experience in structuring large business deals with knowledge of different commercial constructs and how these can be used.
• Demonstrate outstanding analytical and problem solving skills, and strong management consulting skills to influence thinking or gain acceptance of multiple customer constituencies.
• Advanced negotiation skills
• Strategic Thinker
• Problem Solver
• Commercial Savviness
• Deep Industry knowledge /case studies and trends

Impact You'll Make

• Focus on driving the penetration of specific TU solutions in the market across verticals.
• Connects major client accounts and new clients to specific TU’s solutions with real impact and measurable results by developing business value analysis (e.g. ROI) and providing strategic advice.
• Develops sales strategies to grow revenue, focused on new business development and growing TU’s market share in strategic industries.
• Responsible for achieving new business revenue quotas for the specific products/solutions from large strategic and complex opportunity clients by hunting for new opportunities, client acquisitions, additional enterprise wide solution sales.
• Drives forward client adoption of TransUnion solutions through a deep understanding of strategic and reseller partnerships.
• Participates in and/or ensure quality in customer engagements with the most strategic customers and deliver increased customer satisfaction and better opportunities for TU.
• Develops three year strategic view of client base detailing transformational ideas.
• Facilitates ideation, white boarding sessions to optimize share shift opportunities.
• Understands ‘competitor awareness’ to maximize penetration in markets held by the competition and foster partnerships with new and existing customers.
• Understands client’s financials to co-create effective strategies to identify opportunities.
• Owns the C-Suite relationship.
• Understands TU workflow and value chain, understand internal client delivery processes in order to ensure C-Suite satisfaction.
• Creates opportunities to provide a unique or contrarian perspective during commercial conversations.
• Contributes to TU’s thought leadership by constantly synthesizing the customer experiences into content and methodologies that can be leveraged.
• Works with clients to understand CBI's and positions TU as partner to jointly solve problems.
• Has diverse commercial and deal structuring acumen.
• Develops sales tactical plans and ensures effective pipeline management.
• Reviews client industry standards, follow industry trends.
• Acts consistently with the organizations values and ensures that words and actions are consistent
• You will work closely with Product, Analytics, Sales and other departments to influence product strategy and roadmap to best support client account initiatives.
• Maintains all customer records in Salesforce CRM database.
• Develops and manages a 30 day forecast and 60-90-120 day pipeline within CRM.
• Provides weekly and monthly forecasts to management.
• Participates in marketing events such as seminars, trade shows, and webinar marketing events.
• Conducts early customer engagement and registering of opportunities with key vendor partners early in the sales cycle to get special pricing for developing the opportunity.
• May manage sales activities and provide development and guidance to the team.
• Performs other duties as assigned.