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Manager, Outbound Sales

4 months ago

Burlington, Canada TransUnion Full time

TransUnion's Job Applicant Privacy Notice

What We'll Bring:

At TransUnion, we are dedicated to finding ways information can be used to help people make better and smarter decisions. As a trusted provider of global information solutions, our mission is to help people around the world access the opportunities that lead to a higher quality of life, by helping organizations optimize their risk-based decisions and enabling consumers to understand and manage their personal information. Because when people have access to more complete and multidimensional information, they can make more informed decisions and achieve great things.

Every day TransUnion offers our employees the tools and resources they need to find ways information can be used in diverse ways. Whether it is helping businesses better manage risk, providing better insights so a consumer can qualify for his first mortgage or working with law enforcement to make neighborhoods safer, we are improving the quality of life for individuals, families, communities and local economies around the world.

What You'll Bring:

  • A minimum of 10+years of leading B2B sales teams and expertise in credit reporting or related industry plus in depth experience either in banking, Credit Union, retail credit, Insurance or Telcos.
  • 7+ years of managing outbound sales team experience and ability to manage a team remotely.
  • Previous track record of success and proven results with managing a sales team charged with generating growth in new revenue.
  • A demonstrated ability to leverage CRM tools, dashboards, metrics, analytics and effective client segmentation to drive improved selling capability through teams.
  • A demonstrated ability to prospect new business, oversee and execute outbound call strategies and work revenue opportunities collaboratively with various partners across a company matrix.
  • Ability to execute to strategic prospecting and sales goals within defined milestones. Collaboration with sales leadership on key sales issues that may influence strategic goals or outcome.
  • French language capabilities - an asset.

Impact You'll Make:

  • Responsible for the overall outbound sales team strategy for at TransUnion.
  • Responsible for management of an outbound sales team and their prospecting and outbound sales efforts. Measured against a revenue plan with responsibility for the aggregate revenue generated by your sales team, along with pipeline management and related metrics.
  • Manage and coach up to 4-7 callers/sellers.
  • Achieve team revenue growth, target win rates, pipeline development and sales targets by successfully managing the sales team.
  • Contribute to the creation of and drive individual and team level KPI's to include (talk time, outbound call activity, prospecting selling activity, closed wins and new opportunity creation).
  • Monitor and review phone calls through active coaching for sales effectiveness.
  • Manage pipeline acumen, pipeline health including new opportunity growth, closed wins and pipeline revenue growth – through salesforce.com. Manage inbound lead activity.
  • Manage daily activity to ensure sales associates meet or exceed expected sales activity (conference call meetings, internal meetings etc.).
  • Responsible for ongoing Performance Management and Performance Reviews.
  • Help sales associates with sales deal structure oversight and exception approvals.
  • Drive the effective use of business planning with select clients and structured sales plans by sales associates. 
  • Drive effective account segmentation to optimize customer touch frequency, Pipeline Management and Revenue/New Product Initiative growth.
  • Effectively partner with internal leadership/partners to include the sales operations leader/team, memberships and onboarding, GT and others who support the success of the sales organization.
  • Own recruiting, objectives setting, coaching and performance monitoring of sales representatives.
  • Promote strong, long-lasting customer relationships by partnering with them and understanding their needs.
  • Performs other duties as required.
This is a hybrid position and involves regular performance of job responsibilities virtually as well as in-person at an assigned TU office location for a minimum of two days a week.

Accommodation is available, including for applicants with disabilities, in accordance with applicable laws.

TransUnion's Internal Job Title:

Sales Mgr, Sales Management

TransUnion is a global information and insights company with over 12,000 associates operating in more than 30 countries. We make trust possible by ensuring each person is reliably represented in the marketplace.

We do this with a Tru picture of each person: an actionable view of consumers, stewarded with care.

Through our acquisitions and technology investments we have developed innovative solutions that extend beyond our strong foundation in core credit into areas such as marketing, fraud, risk and advanced analytics.

As a result, consumers and businesses can transact with confidence and achieve great things. We call this Information for Good — and it leads to economic opportunity, great experiences and personal empowerment for millions of people around the world.

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