What We'll Bring
Dynamics of the Role
Focusing on the growth and retention of TransUnions core revenue through upselling and cross selling in medium to large client accounts, you will be passionate about client service and drive the ongoing management of client relationships. You will work closely with your immediate sales team to assist in unlocking the value of TUs solutions to achieve revenue goals. You will serve as primary point of contact to existing clients responsible for extensions and renewals, managing the partner and reseller networks and supporting the day to day operations of client accounts.
The Teams Focus
Beyond the traditional business of furnishing credit reports for consumer lending, TransUnion provides clients with leading data, analytics and risk management solutions that help make efficient, informed and accurate decisions. We offer a broad array of solutions customized to each aspect of our clients business: credit risk management, background investigations, marketing segmentation, fraud and ID management. We pride ourselves on our ability to bring innovative ideas and solutions to market, leveraging our extensive experience in credit data and analytics. Our team represents a dynamic blend of industry experience, risk management solutions and analytics expertise.
What You'll Bring
How Youll Contribute:
- Grow existing book of business, predominantly within the Financial Services sector.
- Establish relationships with key account stakeholders, including understanding their critical business issues and the clients strategic objectives.
- Identify, sell, close and manage potential sales opportunities in active accounts.
- Become a subject matter expert in TU Africa solutions & products.
- Ensure account plans and opportunities are captured and maintained on the TU CRM system
- Interacts across all levels in the client organization.
- Understands TU's workflow and value chain in order to build successful internal relationships to aid client delivery.
- Maintain knowledge of current industry trends and business needs to proactively work with clients to identify and understand CBI's. Understand competitive landscape and offerings to differentiate the value of TU's solutions.
- Research the clients business, financials to identify and capitalise opportunities. Engages in dialogue with clients to help the clients with valuable business insights and articulate customer value drivers in light of our value proposition.
- Conduct Monthly Service Level meeting, and well as Quarterly account reviews with customers to review usage, contract terms and overage, new products and changes to business priorities or industry trends
- Proactively monitor book of accounts through the integration of reports for trends in usage and contact accordingly
- Facilitate general account inquires and service requests with supporting functions
- Act as first point of escalation of customer technical and admin issues
- Assist in facilitating solution session for customers
- Working as part of the team supporting the Account Executive
- Work with the respective teams to devise strategic sales plans, forecasts and manage sales to execute effectively to achieve revenue goals.
- Executes sales tactical plan that ensures internal action and delivery by following up on all action points and supporting the testing and implementation process.
- Maintain all customer records in Salesforce CRM database.
- Provide regular forecasts to management.
What Youll Bring:
- Degree or Diploma with three or more years of business development and account management experience.
- Demonstrated sales experience in account management and client retention.
- Proven history of meeting/exceeding yearly quotas.
- Focused, ambitious self-starter who exhibits attention to detail with excellent organizational skills
- 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
- Strong Execution skills
- Problem Solver
- Transactional and Consultative
- Relationships across client organisation
TransUnion Job Title
Key Account Mgr I, Account Dev - Direct Sales
