TransUnion
Dynamics of the Role:
The role provides strategic business development leadership of the Africa Regions Vertical.
This role requires that you leverage your proven business management experience to define strategy, guide, lead and manage for the achievement of growth and profitability within the Africa Regions portfolio. You will lead the regional Sales Leads in planning, directing and coordinating the operations of the various regions.
Through strategic planning, business development, thought leadership and ongoing management of relationships you will drive revenue growth through the deployment of value-add solutions that addresses clients’ critical business needs in various markets. You will deploy innovative approaches to grow market share, entrench the TransUnion brand in the market and establish long-term trusted partnerships with clients.
You will bring your creative energy to develop a team that values innovative thinking and coach/mentor to develop a highly effective consultative selling capability in the team. You will work collaboratively with the shared services leads (i.e. Product, IT, HR, Finance, Legal) to ensure aligned smooth operations management of the regions and to ensure sound customer centricity and delivery of product, solutions and services.
The Team’s Focus:
Beyond the traditional business of furnishing credit reports for consumer and commercial 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.
How you will contribute:
Overseeing all operations and business activities to ensure they produce the desired results and are consistent with the overall strategy and mission of TUA.
Develop and implement a 3 year strategic view with transformational ideas on how to increase market share with existing customers, maximizing penetration in markets held by the competition and fostering partnerships with new and existing customers.
Lead country managers in developing sales tactical plans and ensures effective pipeline management. Use strong analytical, financial acumen and relationship skills to identify opportunities for creative and innovative solutions.
Board Governance and Stakeholder Management: Strategically manage and maintain board relationships and work with the various boards to fulfil TransUnion Africa Region’s mission. Communicate effectively with the boards and external stakeholders to facilitate effective business operations management and informed decision making.
You will develop and implement strategic sales plans, directing sales forecasting activities and setting performance goals accordingly. You will formulate plans, policies, and objectives to expand market share in existing markets and penetrate new markets. You will be responsible for leading team optimisation changes required to achieve defined objectives and to provide flexibility and proactive response to ongoing opportunities or challenges as they arise in the marketplace.
Explore green fields and expand solutions into non-defined industries within the various TransUnion Regions.
Develop and maintain short- and long-term account management plans that are developed off effective client engagement, insight sessions and an understanding of the market and competitive landscape.
Participates in and/or ensure quality in customer engagements with the most strategic customers and deliver increased customer satisfaction and better opportunities for TU. Lead the team and effectively facilitate ideation, white boarding sessions in client engagements to optimize share shift opportunities.
Drive organizational alignment across shared services on client priorities to ensure continuous consistent value delivery on all client projects.
Coordinate and leverage your country managers, sales teams and support functions to develop, execute and implement the right solutions, timeously, at the right price and with proven ROI.
Leverage multiple alliances relationships within the client space to achieve growth strategy.
Maintains awareness of the market and competition. Monitors and evaluates the activities and products of the competition. Ensures market intelligence is received and submitted for analysis to capitalize on current market conditions and/or potential product offerings.
Build and manages a highly effective, disciplined and motivated sales team that is capable of driving creative solutions and revenue growth. Coach, mentor and instil a standard of sales discipline and rigour within the team. Inspire and motivate the team continuously especially during challenging situations by providing the necessary vision and tactical approaches to overcome challenges.
You will implement effective managerial practices to manage your vertical revenue and expenses budget, measure sales team effectiveness and leverage reporting requirements that allow for appropriate, forecasting, planning and productivity of the team.
What You’ll Bring:
Bachelor’s degree in Business, Finance, Economics or related field with 10 or more years of management/ leadership experience in product acquisition (P&L ownership preferred), product strategy, digital channels and marketing analytics, business development and/ or management consulting. MBA preferred
Strong analytical and insight-driven problem-solving skills with the ability to pursue consultative client engagements to drive business growth. Independence, initiative, business acumen, and excellent verbal, story-telling written communication, and negotiation skills
Business maturity, and strong leadership and listening skills with the ability to analyze input from customers, partners, TransUnion associates, market and environmental trends, to identify and clearly articulate needs and opportunities for growth
Experience working in a matrixed environment preferred, collaborating across teams and functions
Ability to travel at least 25% of the time and perform other duties as assigned
Commercial Savviness
Deep Industry knowledge /case studies and trends
Influential network
Consultative solution selling skillset.
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