Financial Services - Industry Executive Sales, First Party Collections at TransUnion
What We'll BringAt TransUnion, we have a welcoming and energetic environment that encourages collaboration and innovation. We are consistently exploring new technologies and tools to be agile. This environment gives our people the opportunity to hone current skills and build new capabilities, while discovering their genius.
Come be a part of our team – you’ll work with great people, pioneering products and cutting-edge technology.
Protecting the health and wellness of our associates and candidates considering a career at TransUnion is our highest priority. In supporting this vision, our recruitment and new hire experience for this role is fully virtual for the time being. Candidates interviewing will get to know our team over the phone and video, and this role will operate virtually upon hire until we return to the office. Even though we’re not physically together right now, our goal is to provide you a supportive candidate and new hire experience that will immerse you in our culture and set you up for success at TransUnion.
The Team’s Focus
Beyond the traditional business of furnishing credit data to card issuers, TransUnion Financial Services provides financial institutions with solutions to optimize strategies and better manage customer relationships. We offer a broad array of products customized to each aspect of our clients’ journeys in Consumer Lending, Card & Banking, Auto, and Mortgage: Credit risk management, marketing segmentation, acquisition strategies, credit decisioning, identity/authentication/fraud management, and collections and recovery. We pride ourselves on our ability to bring innovative ideas and solutions to market, leveraging our extensive experience in global information and analytics. Our team has a dynamic blend of experiences in these areas of financial services.
What You'll BringMinimum of 5 years selling data and analytic solutions in a complex enterprise sales environment; First Party Collections experience is strongly preferred
Demonstrated track record of consistent quota/goal attainment
Proven track record of building partnerships and interfacing at the C level. In addition, major account experience in a matrix environment with expertise in navigating large complex organizations, identifying buyers, influencers, and closing business.
Demonstrated experience within and/or knowledge of the financial services industry
Experience in complex contract/legal negotiations
Proven client engagement skills including prospecting, relationship-building, deal making, negotiating and closing business.
Ability to work in a fast paced, dynamic, company environment
Ability / willingness to travel domestically ince COVID-19 travel restrictions are lifted
Exceptional communication and interpersonal skills. Articulate, persuasive and engaging communication style. Ability to be extremely persistent in a pleasant fashion.
Detail oriented; dedicated to quality; customer-focused
Bachelor’s degree in from an accredited college or university or the equivalent in experience
Impact You'll MakeDynamics of the Role
Our Financial Services (FS) team is seeking a highly motivated individual to join our team as an Industry Executive, supporting our First Party Collections business. This hunter sales position is accountable for achieving annual new business and revenue goals through customer relationship development, opportunity prioritization, consultative sales, and superior negotiation and closing skills, generating growth to customers and prospects. This key role will be responsible for prospecting and selling our first party collections solutions in all areas of Financial Services. This role emphasizes penetration of “greenfield” clients, cross sell and upsell opportunities within existing TransUnion customers, and growth through delivery of strategic initiative solutions.
As a first party collections expert, you will support our sales team’s efforts to grow our first party collections business within our Financial Services market.
You will do this by first developing the Industry Engagement approach as a critical component of the overall Account Engagement Plan (AEPs) to develop and expand our FPC business among financial services customers.
Then you will execute on this approach by leading the sales pursuit to support all stages of the sales opportunity lifecycle. This includes: Primary buyer contact; relationship / opportunity development; preparation and delivery of sales presentations; contract negotiations; and successful hand off to the account management team.
Deliver presentations that demonstrate TU’s value proposition; develop/propose solutions, handle objections, contract negotiations and close new business.
In addition, you will partner with TU Financial Services sales team to establish relationships with the appropriate buyers, decision makers and influencers among TransUnion’s existing customers to cross sell/upsell.
In the pursuit of new sales opportunities, you will direct the appropriate engagement of TransUnion’s sales support resources (e.g., our Line of Business Market Development Teams, Global Solutions Subject Matter Experts (SMEs), pre-sales engineers, account managers).
Collect, interpret and share market, customer and competitive intelligence concerning collections.
Promote communication, team building, personal development, customer directed innovation and other traits to project and strengthen the culture of the company.
Travel to customer locations and trade shows/conferences as necessary.