Sales Manager

Job Description

MISSION:

The role focuses on promoting the company’s products, acquiring and developing local clients, and expanding the customer portfolio through new business and cross-selling opportunities. It also involves close collaboration with sales and internal teams to deliver high-quality customer service and ensure client requirements are effectively implemented.

MAIN RESPONSIBILITIES:

1. 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’s 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

2. 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

3. 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

4. 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

5. 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

ADDITIONAL QUALIFICATIONS

• Results-Driven: Commitment to achieving and exceeding sales targets while prioritizing client satisfaction and long-term relationships
• Time Management: Efficiently manage multiple client interactions, sales processes, and administrative tasks
• Client Relationship Management: Ability to build and nurture long-term client relationships. Understand client needs, provide tailored solutions, and offer ongoing support
• Solution-Oriented Approach: Capability to understand client challenges and provide innovative insurance solutions that align with their business objectives
• Presentation Skills: Effective presentation of complex insurance concepts in a clear and engaging manner
• Knowing how trade credit insurance works
• A clear understanding of current economic climate and how it affects the market
• Contract management - in depth familiarity and knowledge of various contract structures in order to know how best to negotiate between price and risk
• Risk management
• Microsoft Office Applications: Outlook, Word, Excel

EDUCATION

• Degree educated in Finance, Business Administration, Economics, Banking or equivalent is preferable

WORK EXPERIENCE

• 5+ years of B2B sales ideally within a credit insurance, banking, financial services or in the field of credit management

Additional Information

• Great place to work: central and modern office
• Opportunities to learn: budget every year for training, languages platform, e-learning platform, dedicated development program…
• Career opportunities: opportunity to build your career (both locally and internationally) in a large global company, one of the world leaders in its field
• Health & Wellness Program: supporting the physical and mental wellbeing of employees.