Prime SMB Manager

Company Description

Experian is a global data and technology company that powers opportunities for people and businesses around the world. We help 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 in achieving their financial goals and help them save time and money.

We operate in a variety of markets, from financial services to healthcare, automotive, agribusiness, insurance, and many other industry segments.

We invest in people and new advanced technologies to unlock the power of data. As a FTSE 100 company listed on the London Stock Exchange (EXPN), we have a team of 22,500 people in 32 countries. Our corporate headquarters are in Dublin, Ireland. Learn more at experianplc.com.

Job Description

This person is responsible for leading the strategy for deepening and managing relationships with the Prime SMB segment. Their core mission is to leverage the achievement of the Prime SMB segment's revenue goal by 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, they must generate 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.

Job Responsibilities:

• Lead and manage the team of Prime Executives, ensuring the achievement of individual and collective goals for revenue, retention, and portfolio expansion.

• Design and implement deepening plans per client, with strategies differentiated 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 the generation of tangible value for clients in the portfolio.

• Promote and close sales opportunities for innovation products in the SMB portfolio: Fraud Prevention and Identity Validation, Platforms, Automation and Digitization, Consulting, Origination, and Collections.

• Establish a high-value relationship model with decision-makers at Prime clients, transcending the operational level to reach the executive and strategic level.

• Generate 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 potential by industry, investment history, affinity with the portfolio, and stage in the customer 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 updated and coordinate with internal areas (Customer Service, Billing, Portfolio, Implementation) to ensure excellence in the 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 clients, 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 fields, finance, industrial engineering, economics, or related fields. A specialization or postgraduate degree in Commercial Management, Marketing, MBA, or related areas is desirable.
• Experience: Minimum of 10 years in high-value commercial roles, key account management (KAM), or sales management in the B2B business segment in SMB models or clients. Experience in the financial, technology, data, or consulting sector is desirable. Minimum of 5 years leading commercial teams.
• Required technical knowledge:
  • Commercial management of key accounts and 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. • Orientation toward achievement and meeting revenue goals. • Strategic thinking and business vision. • Negotiation and influence skills at the executive level. • Management of long-term relationships with high-value clients. • Analytical capacity to interpret data and design deepening strategies. • Cross-functional collaboration and generation of synergies between business units.

Additional Information

Our uniqueness is that we celebrate what makes us different. Experian's culture and people are key differentiators. We take our people agenda very seriously and focus on what really matters: DEI, work-life balance, development, authenticity, engagement, collaboration, well-being, reward and recognition, volunteering... and the list goes on. Experian's strong people-first focus has been awarded: Great Place To Work™ in 24 countries, FORTUNE Best Companies to work for, and Glassdoor Best Places to Work (4.4 stars globally), to name a few. Take a look at 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 to work regardless of gender, ethnicity, religion, color, sexuality, physical ability, or age. If you have a disability or special need that requires accommodation, please let us know as soon as possible.

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