MISSION:
Prospect and acquire new clients to maximize revenue from the allocated sales area. Introduce new Coface products to the market, while also seeking to maintain the commercial performance of existing products. Achieve the highest efficiency of the sales process by following group offering procedures with special care for precise targeting, well-tailored offers and cost control.
MAIN RESPONSIBILITIES:
Sales development and product marketing:
- Prospect for potential new clients within the allocated sales area such as cold calling, referrals from existing clients, Internet mining, social/professional networking sales and networking events or any other means of generating interest in Coface products.
- Demonstrate products and services to potential customers and assist them in selecting those best suited for their needs.
- Identify the decision makers within the prospect鈥檚 organization.
- Make telephone calls, in person visits and presentations to prospective customers.
- Identify new sales opportunities from new customers for proposing new products.
- Develop clear and effective written proposals/quotations to prospects with the contribution of internal stakeholders: commercial & risk underwriters, top management.
- Prepare regular forecasts to enable effective sales planning.
- Ensure that the sales potential is fully exploited to achieve annual sales targets.
- Collaborate in the design and execution of the Marketing Action Plan for products as defined by the Regional/Country Commercial and Marketing Director.
Negotiation, follow-up, reporting:
- Lead the commercial negotiation with prospects and intermediaries up to the signature of contractual documents.
- Monitor feedback from new clients to measure their satisfaction with company products and services.
- Maintain all required records of sales and any other relevant information in existing IT tools to enable performance to be measured and monitored.
Market monitoring:
- Have a clear view of new and lost clients to identify market trends, sales and other developments amongst competitors and report back to the appropriate stakeholders.
- Suggest improvements or modifications required to existing products to maintain their competitiveness in the market.
Communication:
- Establish and maintain communication links with other internal departments to identify all sales opportunities.
- Develop, maintain and lever strong relationships with intermediaries in order to increase the number of prospects.
- Participate in external events organised within the Region representing the company in the best light for building new business contacts.
- Work closely with the Commercial Support Functions to ensure a timely and efficient service to new and potential clients.
- Supply management with verbal and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
- Participate in trade shows, conventions and professional associations.
Risk & Compliance:
- Adhere to Group Standards for Commercial Underwriting of Credit Insurance Business.
- Take joint ownership of the loss ratio on the portfolio with the Risk department and deliver a profitable result to the business.
- Adhere to compliance standards set by Coface and external regulators.