MISSION
Responsible for the retention and development of ongoing relationships between Coface and its key clients and their intermediairies in order to:
- Maximise revenue and retention of profitable clients under their “CGS portfolio”, whilst taking
into account the loss ratio and the RWE.
- Play a key role in increasing customer experience of Coface Products and therefore increasing
the customer shopping cart by selling additional services /products to existing clients.
MAIN RESPONSIBILITIES
CGS Marketing Action Plan implementation:
- Collaborate in the design and execute the Marketing Action Plan, including the action plan on CGS targets to be saturated.
- Build the Market Intelligence in the CGS segment and update the reporting tool.
Customer relationship management:
- Personally contact and secure existing customers and their intermediaries for CGS accounts via regular and proactive communication.
- Build strong customer relationships and create a sense of mutual trust and beneficial reliance with existing clients.
- Make telephone calls and in-person visits and presentations to existing customers.
- Provide good customer service by responding swiftly to queries and concerns from clients and their intermediaries.
- Consult on the most effective cover for a particular need.
- Prepare bids and price quotations.
Portfolio management:
- Be the active central point of contact of the clients and/or its intermediary.
- Deliver renewal revenue and achieve maximum sales profitability, growth and account penetration within an assigned portfolio of CGS accounts.
- Prepare sales proposals and renewal offers with the contribution of internal stakeholders: risk underwriters, commercial underwriting; for the highest possible renewal rate and a high level of client satisfaction and develop cross-selling.
- Increase profitability of existing product lines by encouraging clients to use added value services wherever possible.
- Maximise the opportunities for all product lines, thereby maximising contribution.
- Monitor and report on performance against agreed sales targets, sometimes including monitoring the performance of other sales staff.
- Demonstrate products and services to existing clients and assist them in selecting those best suited to their needs.
- Expand the existing programs in saturating them to non-insured entities of the insured group (direct approach or through intermediaries. Support other region teams in saturating their Programs.
Market knowledge:
- Ensure credibility with clients by maintaining detailed knowledge of current market conditions and competitors' products.
- Maintain a sound understanding of all Coface products and ensure the proposition is developed through all appropriate sales channels.
- Introduce new CGS programs and promote them through regular visits and frequent communications.
- Work with Marketing teams in making the most effective use of the resource for campaigns/events, follow-up the customer survey.
Communication:
- Supply management with verbal and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
-Coordinate and steer the internal stakeholders (account and sales managers, back office, risk underwriting and other experts) to ensure a timely, efficient and global service to clients within their CGS Program.
- Participate in external events organised within the Region representing the company in the best light for building new business contacts.
Underwriting savvy:
- Ensure prudent Commercial Underwriting of credit insurance business, adhering to CGS Coface standards and delegations.
- Work with underwriters to amend policies where necessary in order to meet client demand.
Risk management and compliance:
- Take joint ownership of the loss ratio with the Risk department and deliver a profitable result to the business.
- Adhere to compliance standards set by Coface and external regulators.
EDUCATION
Degree educated in Finance, Business Administration, Economics, Banking or equivalent desired
EXPERIENCE
- At least 5 years of sales or account management ideally within a credit insurance, banking, claims or factoring organization.
- Previous experience in a multicultural/international environment will be a plus.
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