SVP, Commercial Sales Leader, Financial Institutions

Equifax is where you can power your possible. If you want to achieve your true potential, chart new paths, develop new skills, collaborate with bright minds,  and make a meaningful impact, we want to hear from you.

Reporting directly to the Commercial General Manager, the SVP, Commercial Sales Leader, Financial Institutions,  is responsible for driving the direction of the new business development and growing existing revenue to ensure sales activity achieves revenue objectives and ultimately profitable growth.

The SVP, Commercial Sales Leader, Financial Institutions requires a solid grasp of sales cycle management, activity generation, sales contract planning and sales close forecasts. In addition a strong working knowledge of emerging industry trends in the Commercial credit and marketing segments is required. This role acts as a major input into future product development and marketing activities so a  “voice of client” to key internal functions, such as strategy, product management and product marketing is needed, to ensure Equifax remains competitive.  This role is responsible for training the Commercial sales team to leverage industry trends and/or best practices using a consultative sales approach.  This role is responsible for maintaining a high rate of activity among the team. The Senior Sales Leader will partner with Senior Sales Managers to establish relationships with new clients (new logos) and new stakeholders at existing clients (new hallways).  This leader will also be actively involved in the development of new go-to-market initiatives, assessing new markets, and analyzing strategic business opportunities. The leader must also be able to optimize the success of experienced sales professionals by enhancing sales effectiveness (new techniques, tools, focus, etc.) and improving their efficiency (with fewer non-sales activities).

The SVP, Commercial Sales Leader, Financial Institutions  must demonstrate the ability to identify client or market needs within the industry, collaborate with cross-functional COEs, and work to develop, design, and sell strong value-added solutions and/or value propositions. This role will drive sales teams to achieve revenue targets by embracing new product launches, increasing client wallet share, and protecting existing revenue streams with seamless execution. This leader will engage all relevant internal resources necessary so that our sales professionals can meet the client’s needs.

What you’ll do

• Develop distribution strategies and explore new opportunities for sustainable new business, driving market share, revenue and profit. Develop and execute sales plans to exceed business plan objectives. Support new market activities and new product launches. 

• Develop and clearly communicate goals for managing assigned account(s) along with logical strategies for meeting and exceeding those goals. Clearly communicate goals for the accounts by Line of Business and develop effective strategies to meet client and Equifax goals.   

• Enable team of sales professionals to accurately identify problems, recognize symptoms, and formulate effective solutions and alternatives.

• Provide market and "voice of customer" feedback to the COE teams regarding competitive offering and client needs to enhance product and solution development.

• Establish and maintain strong, enduring client and partner relationships, specifically at the senior leadership level.  Explore new solutions as well as ensure growth and retention of business.  Provide expert knowledge of products, distribution strategies, technology advances, competitive intelligence, and brand opportunities to relevant team members to ensure future business and strategy development. Bring industry perspective to the new business process and leverage personal experience and contacts.

• Represent the organization on industry boards, functions and conferences to ensure an active and visible profile in the industry.

• Recruit, develop and manage team performance,  ensuring the highest level of client satisfaction and achievement of assigned quotas in accordance with company goals, strategy, standards and policies.  Provide coaching and mentoring to team members to ensure a strong succession strategy is in place.  Maintain an effective structure that optimizes resources and skill sets to meet both the customers and the organization's objectives.

What experience you need

• Industry experience: A minimum of 10+ years of client-facing experience working in the Commercial lending, financial services, or credit bureau industry is required, with an intri