Sales Manager

MISSION :

• Prospect and acquire new clients to maximize sales opportunities, profitability, growth and account penetration by effectively selling the company’s products and related services to increase the revenue.
• 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’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.
• 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

Industry:

• Credit insurance 
• A clear understanding of current economic climate and how it affects the market

Functional:

• 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

Coface specific:

• Coface's portfolio of products 
• Sm@rt - Cofanet - CUBE

IT:

• Microsoft Office Applications: Outlook, Word, Excel

Skills and Personality Traits:

• Presentable with strong communication, negotiation and interpersonal skills
• Well-organized, meticulous and initiative
• Highly discipline and be a team player
• Willing to work beyond regular office hours, if necessary
• Able to work under pressure

5-7 years' of B2B sales ideally within a credit insurance, banking, factoring organization, financial services or in the field of credit management. 
B2C Direct Sales/Broker & partnership experience can also be considered.
Experience in Multicultural/international corporate environment will be a plus.
 

• Hybrid working model after the first month
• 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 care