Vicepresidente Comercial Segmento Low Income & Non Credit
- Bogota
- Sales & Business Development
- Permanent
- Roam
- Full Time
Job description
Propósito del cargo del VP Comercial Segmento Low Income & Non Credit:
Dirigir, motivar y desarrollar al equipo comercial del segmento Low Income & Non Credit, estableciendo objetivos claros y ambiciosos en pro de alcanzar las metas individuales y colectivas. Garantizar una ejecución disciplinada, alineada con las metas de crecimiento ambiciosas y la transformación de la fuerza de ventas para crear y mantener interacciones con clientes basadas en el valor generado a partir de una combinación de conocimiento del negocio de los clientes asignados, mercado y productos, estructurar y liderar una transición a métricas de productividad, fortalecimiento en ventas estratégicas y técnicas y foco en conectar capacidades para desarrollar una oferta integrada de soluciones. Impulsar una cultura de excelencia, innovación y alto rendimiento, promoviendo la adopción de soluciones disruptivas que fortalezcan la posición de Experian como socio estratégico. Diseñar e implementar una planificación comercial integral, alineada al modelado de regiones y verticales del segmento cubriendo forecast a corto, mediano y largo plazo, y el seguimiento de indicadores tácticos y objetivos estratégicos.
Responsabilidades del cargo:
· Diseñar y ejecutar la estrategia comercial del segmento, con foco en nuevas oportunidades, diversificación de ingresos, profundización de clientes y cumplimiento de metas.
· Implementar estrategias alineadas con las tendencias regulatorias, tecnológicas y competitivas de los sectores a cargo.
· Planificación y forecast: Definir metas por regionales y verticales, manejar pipeline rigurosamente, establecer procesos de revisión semanales y mensuales usando Salesforce
· Acompañar al equipo de manera estratégica para asegurar la disciplina de seguimiento a pipeline, forecast vs presupuesto y cierres de venta.
· Análisis de oportunidades pérdidas para asegurar que se retroalimenten los procesos, oferta de valor y pricing
· Garantizar el cumplimiento de los indicadores clave del área (cartera, visitas, reportes, planes de cuenta, consumo, renovaciones, precios y rentabilidad).
· Gestión de métricas de productividad: Número de reuniones con clientes, tasa de conversión y ciclo de venta a través de Salesforce
· Mejora continua de productividad: capacidad para identificar cuellos de botella en el funnel, diseñar mejoras para acelerar el ciclo de venta e implementarlas influenciando a las áreas responsables de cada proceso.
· Optimización de procesos comerciales escalables: Asegurar a través del trabajo en equipo con el área de Marketing y Producto el desarrollo de playbooks, herramientas de ventas, metodologías best in class para masificar ofertas empaquetadas.
· Gestión de incentivos y compensación al equipo: Trabajar en equipo con el área de compensaciones para implementar planes de incentivos alineados a las nuevas dinámicas del mercado y los objetivos estratégicos de profundización de productos de innovación, plataformas de software, analytics y prevención de fraude.
· Construir y mantener relaciones sólidas con los lideres del sector cooperativo, microfinanzas, real, libranzas, fondos de pensiones y aseguradoras , promoviendo la confianza y visión de largo plazo.
· Expandir el relacionamiento a diferentes áreas de los clientes en las cuales las soluciones de Experian puedan generar valor.
· Proponer alternativas y nuevas formas de aproximar a los clientes para cumplir los objetivos de presupuesto
· Asegurar que los clientes obtienen el mejor servicio posible y que los productos que adquieren cumplen con su promesa de valor
· Movilizar y alinear a las áreas internas para el cumplimiento de los compromisos contractuales adquiridos con los clientes
· Identificar oportunidades para integrar y conectar las capacidades de Experian (data, software, Analytics, consultoría) en propuestas de alto valor.
· Liderar las negociaciones con los clientes asegurando la correcta estructuración para obtener ingresos que cubran las metas de corto plazo y asegurar el crecimiento en el largo plazo así como la sostenibilidad del negocio.
· Identificar y gestionar los riesgos derivados de la gestión comercial y los relacionados a los ingresos y operación de los clientes
· Liderar la transformación de la fuerza de ventas hacia roles híbridos (Account Management + New Business), más especializados y consultivos, impulsando la adopción de métricas y la cobertura suficiente de pipeline.
· Analizar continuamente tendencias del mercado, acciones de la competencia y necesidades del cliente para ajustar estrategias.
· Experiencia gestionando planes de go-to-market
· Asegurar la adquisición y actualización de data de clientes y no clientes.
· Participar activamente en el desarrollo de productos y servicios con perspectiva del cliente.
Experian is a global data and technology company, powering opportunities for people and businesses around the world. We help to 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 to realize their financial goals and help them save time and money.
We operate across a range of markets, from financial services to healthcare, automotive, agribusiness, insurance, and many more industry segments.
We invest in people and new advanced technologies to unlock the power of data. As a FTSE 100 Index company listed on the London Stock Exchange (EXPN), we have a team of 22,500 people across 32 countries. Our corporate headquarters are in Dublin, Ireland. Learn more at experianplc.com.
Qualifications
- • Habilidad probada para liderar, motivar y transformar equipos hacia objetivos ambiciosos. • Capacidad para construir relaciones sólidas con clientes altamente exigentes en sectores regulados y competitivos. • Enfoque disciplinado en ejecución, con habilidades de liderazgo e influenciación. • Fuertes habilidades analíticas y consultivas, con visión estratégica y orientación a resultados. • Experiencia en liderar procesos de cambio en la fuerza de ventas (especialización, métricas recurrentes, ventas técnicas). • Capacidad de persuación y negociación
- Educacion: Profesional en áreas Administrativas, Ingenierías, Economía o afines.
- Conocimientos técnicos requeridos: Ciclo de riesgo de crédito, SARLAFT, plataformas de software para automatización de procesos de originación de crédito y optimización de la operación. Comprensión de modelos de compensación comercial. Excel, PowerPoint, Word.
- Idiomas: Ingles Intermedio
Our uniqueness is that we celebrate yours. Experian's culture and people are important differentiators. We take our people agenda very seriously and focus on what matters; DEI, work/life balance, development, authenticity, collaboration, wellness, reward & recognition, volunteering... the list goes on. Experian's people first approach is award-winning; World's Best Workplaces™ 2024 (Fortune Top 25), Great Place To Work™ in 24 countries, and Glassdoor Best Places to Work 2024 to name a few. Check out Experian Life on social or our Careers Site to understand why.
Experian is proud to be an Equal Opportunity and Affirmative Action employer. Innovation is an important part of Experian's DNA and practices, and our diverse workforce drives our success. Everyone can succeed at Experian and bring their whole self to work, irrespective of their gender, ethnicity, religion, colour, sexuality, physical ability or age. If you have a disability or special need that requires accommodation, please let us know at the earliest opportunity.
Experian Careers - Creating a better tomorrow together
Find out what its like to work for Experian by clicking here
Explora la reconocida cultura de Experian, donde “las personas son lo primero”
Ser parte de Experian es emocionante. Cada día trae nuevos desafíos, oportunidades y formas de hacer lo que mejor sabemos: aprovechar nuestras tecnologías innovadoras y datos para trabajar de maneras nuevas y sorprendentes. Todo reunido en un solo pensamiento: Descubre lo inesperado.
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