Jvp- Sales Lending Eco System - Mumbai, India - TransUnion

TransUnion

Verified Company

Mumbai, India

3 weeks ago

Posted by:

Deepika Kaur

beBee Recuiter

Description

TransUnion's Job Applicant Privacy Notice

What We'll Bring:

This role holds overall accountability for the sales and revenue for indirect channels and growth through lender network
- for TransUnion's direct to consumer services business. You will be responsible for the multiple revenue streams that comprise the channel. You are expected to operate at a strategic, tactical and operational level, where your market knowledge and professional networks will help you drive required outcomes. Ensuring you provide great leadership by effectively leveraging, managing and developing a small sales team will be key in the roles success. In addition, you will be responsible for providing oversight and client expectation management related to solution delivery as well as channel operations.

What You'll Bring:

As the sales leader, you will be required to drive indirect sales by leveraging TransUnion's existing client base and sales networks as well as targeting and engaging prospective new clients.

You will be expected to collaborate across sales teams, as well as lead engagements of multi-disciplinary and cross divisional teams.

Building trust and performing ongoing client relationship management, is central to the long term success of the role.

Your ability to perform consultative and solution based selling, as well as clearly identifying and articulating real business value in relation to a client's critical business drivers, will be key.

You will be required to match a client's needs to TransUnion's products and services, and work closely with sales support and SMEs to define viable solutions sets.

Deriving and negotiating win-win commercials and outcomes for TransUnion and it clients will be critical to the roles success.

In addition, providing oversight and helping to manage client expectations regarding solution implementation and roll-out will be important in converting sales into revenue.

Your success will ultimately be measured against sales and revenue goals for both yourself, your team and the business through Lender Ecosystem ( Banks / FIs /NBFC's).

Impact You'll Make:

Responsibilities
Build Client Relationships

Leverage own and TransUnion networks to engage and establish new client relationships.
Build an understanding of current client engagements, relationships & their broader business context.
Understand key client & business performance metrics which impact engagements and relationships.
Build trust and credibility with clients while managing expectations throughout the lifecycle.
Ensure ongoing and periodic client engagement, reviews and management.
Keep client commitments and act consistently with the TransUnion's values.

Strategy and Planning

Participate in and support strategic planning and sales activities.
Develop tactical and operational sales and account plans to support strategic objectives.
Develop and execute on gotomarket plans and align these to sales and revenue goals.
Understand the competitor landscape, capabilities and products in relation to TransUnion.
Understand key trends, challenges and opportunities within relevant clients and market segments.

Sales & Pipeline Management

Drive, support and play an active role in sales activities for the team, against defined plans.
Collaborate with, and support other sales teams in driving the indirect channel agenda.
Coordinate, help prepare and participate in key sales engagement activities, presentations and events.
Ensure the sales pipeline is up to date and reflective of the current opportunity set.
Provides sales and revenue forecasts and identifies revenue gaps with corresponding mitigations.
Manage prioritization of opportunities and resources to optimise closure rates.
Ensure sales collateral is up to date and reflective of current solutions and market trends.

Solution Selling

Understand the client's business needs in context of their technical and operating environment.
Identify relevant TransUnion product and service offerings in relation to the client's needs and context.
Collaborate with sales support and SMEs to build out a solution which maximises client value.
Clearly and concisely define and communicate the proposed solution, how it would work, and the benefits derived for the client.
Iteratively work through solutions with the client until an agreement is reached.

Commercials and Negotiation

Gain a deep understanding of the client's business needs, constraints and objectives in order to inform an optimal commercial and pricing structure.
Prepares commercial and pricing terms based on the client's requirements, while adhering to established legal, regulatory and pricing standards and processes
Present and manage complex commercial offers and contract negotiations, leveraging internal resources as needed.
Leverage relationships and engagement multiple stakeholder across the client organisation to inform and drive a successful comm