To expand Coface BI market share in assigned territories by evaluating sales opportunities with the objective to grow the revenue through different channels including direct sales, partnerships and cross-sell.
Key aspects of the role include:
- Formulating and executing an effective Go-To-Market(GTM) strategy
- GTM covering all channels – direct, partnerships, introducers/brokers, x-sell and sell-through channels including trade-tech platforms. A clear understanding of the competitive landscape and strategy to win in market.
- Stakeholder management – to ensure strategy, plan and progress is well communicated to get support
- To feedback on product imnprovements required to address specific market requirements and is compliant with regulations by working closely with partners and Coface product teams
- Plan for BI team expansion to drive BI Sales (future)
- To ensure client NPS scores meet or exceed global benchmark.
Main Tasks
- Develop and execute on Coface Group’s Business Information strategy with medium term objectives and long term vision
- Clear definition and excution of GTM strategy
- Guide and nurture other BI sales team members as the market grows to execute the strategy and deliver results
- Drive incremental Coface BI revenue through new and existing channel partnerships
- Provide progress updates and sales forecast
- Work closely with Coface product teams to push for any product enhancements required to be successful in the market
- Build presence in targeted industries through events and association presence and presentations
- Collaborate with regional and global management stakeholders to developing business and account plans and go-to-market strategy and tactics
- Manage a steady stream of sales pipeline, ensure CRM displine and hygeine
- Running cadence with regional team and partners to ensure there is a strong path to meet and exceed the revenue commitments
- Represent Business Information and our solutions at external events and work closely with marketing team to build impactful content for the market
- Ensure team members and partners are enabled and trained sufficiently to sell Coface propositions in the market.
- Act as a first escalation point for any issues in the region