To expand Coface Business Information (BI) market share in assigned territories by evaluating sales opportunities with the objective of growing the revenue.
MAIN RESPONSIBILITIES:
Identify and nurture prospects in assigned customer segments
Creation of a healthy pipeline of prospects to sell Coface BI solutions
Developing a thorough understanding of key clients' needs and requirements and preparing customized solutions, accurate pricing & quotation process
Drive product / technical knowledge for commercial use and prepares estimates and tenders in accordance with sales and pricing policy
Organizing pricing sheets, signed contract documents, customer details to back office for seamless new business set up
Complete end-to-end new business process of customer and activate the account
Preparation and updates to a‘living’sales plan to meet the sales objectives
Maintain CRM hygiene to keep the pipeline updated and accurate
Create close plans for key accounts in pipeline
Work with internal stakeholders to get necessary support and approvals to win opportunities that make commercial sense for Coface
Provide accurate sales forecasts by month
Maintain and strengthen Coface’s differentiated value proposition, driving year on year growth through cross selling into the existing Trade Credit Insurance (TCI) customer portfolio and developing strategies to acquire new customers via the broker channel.
Maintain and deepen key customer relationships, while designing and executing strategies that expand our current client base across priority segments.
Lead and deliver BI focused sales enablement campaigns for the internal Coface salesforce and key broker partners, ensuring consistent messaging, capability uplift, and increased opportunity generation.
Define and implement strategic sales plans for top target accounts, including tailored account plans aligned with regional and country level opportunities.
Build and manage a named account “strike list” of regional MNCs and large enterprises, working closely with brokers and internal stakeholders to drive coordinated origination and conversion efforts.
Conduct executive level engagements, leading discovery conversations with C suite, Finance, Risk, and Data leaders to articulate BI’s value—supported by case studies, data insights, and underwriting developed risk intelligence.
Orchestrate regional, multi market deals, aligning with country teams, product, delivery, and legal to structure scalable solutions and oversee seamless implementation across borders.