Prime SMB Manager

About the company

Experian is a global data and technology company, powering opportunities for people and businesses around the world. We operate across a range of markets, from financial services to healthcare, automotive, agribusiness, insurance, and many more. Experian invests in people and new advanced technologies to unlock the power of data. We have an amazing team of 25,200 people in 32 countries.

Our uniqueness is that we celebrate yours. Experian's people first, inclusive and purpose driven culture is multi award-winning; World's Best Workplaces™ 2025 (Fortune Global Top 25), Great Place To Work™ in 26 countries to name a few. Check out Experian Life on social or explore our Careers Site to understand why. Experian is also proud to be an Equal Opportunity and Affirmative Action employer. If you have a disability or special need that requires accommodation, please let us know at the earliest opportunity.

Your tasks

This is the person responsible for leading the deepening and relationship strategy for the Prime segment of the SMB. Their central mission is to leverage the achievement of the Prime SMB revenue goal, managing a team of Prime Executives.

The Prime Manager must ensure that these clients expand their portfolio of contracted products, reduce churn, strengthen relationships, and position themselves as a strategic business partner. Additionally, they must generate synergies with the B2C and Large Accounts business units to maximize the value delivered to the client and capture cross-sell and up-sell opportunities.

• Lead and manage the team of Prime Executives, ensuring the fulfillment of individual and collective goals for revenue, retention, and portfolio expansion.
• Design and implement deepening plans per client, with differentiated strategies by industry and growth potential, to leverage the goal of doubling SMB segment revenue.
• Reduce churn in the Prime segment through loyalty strategies, proactive follow-up, and the generation of tangible value for the client portfolio.
• Promote and close sales opportunities for the innovation products of the SMB portfolio: Fraud Prevention and Identity Validation, Platforms, Automation and Digitalization, Consulting, Origination, and Collections.
• Establish a high-value relationship model with the decision-makers of Prime clients, transcending the operational level to reach the executive and strategic level.
• Generate synergies with the ECS (Experian Consumer Services) and Large Accounts business units, identifying joint opportunities for client service and development.
• Develop portfolio prioritization plans based on industry potential, investment history, portfolio affinity, and the stage in the client lifecycle.
• Build high-value commercial proposals that include innovative solutions, industry success stories, and ROI arguments aligned with the client's strategic challenges.
• Keep the management record updated in Salesforce and coordinate with internal areas (SAC, Billing, Collections, Implementation) to guarantee excellence in the customer experience.
• Monitor and manage the team's KPIs: recurring revenue, churn rate, portfolio coverage, productivity per executive, transactionality, and renewal.
• Understand the value chain of Prime clients, their main market differentiators, and the strategic challenges of the sector, to position Experian as a transformation ally.

Requirements

• Professional in administrative, financial, industrial engineering, economics, or related careers. Desirable specialization or postgraduate degree in Commercial Management, Marketing, MBA, or related areas.
• Minimum 5-10 years in high-value commercial roles, Key Account Management (KAM), or sales management in the B2B business segment.
• Minimum 5 years leading commercial teams.
• Required technical knowledge:
• Commercial management of key accounts and loyalty and retention strategies for business clients.
• Knowledge of the solution portfolio in fraud prevention, identity validation, digital platforms, automation, and credit services.
• Management of Salesforce CRM, pipeline analysis, and commercial metrics.
• Ability to develop value propositions, executive presentations, and ROI argumentation.
• Understanding of SMB segment business models and enterprise digital transformation trends.
• Languages: Intermediate-advanced English.
• Competencies:
• Leadership of high-performance commercial teams.
• Orientation toward achievement and fulfillment of revenue goals.
• Strategic thinking and business vision.
• Negotiation and influence skills at the executive level.
• Management of long-lasting relationships with high-value clients.
• Analytical capacity to interpret data and design deepening strategies.
• Cross-functional collaboration and generation of synergies between business units.