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
- 関連分野の学士号、MBA優遇
- 10～15年のチャネルセールスまたはパートナーシップセールスの職務経験、少なくとも3～5年は新製品、新市場、新顧客セグメントの創造を要求されるポジションでの経験
- 提案の共同創造とGTM戦略の定義と規律ある実行における実績のある経験
- データ・サービス・プロバイダーまたはリスク管理ソリューション・プロバイダーでの営業または営業リーダー経験
- データエコシステムとビジネス情報サービスにおけるその応用に関する深い理解
- 日本市場および関連業界における確立されたネットワーク
- 日本語と英語に堪能で、両言語での優れたコミュニケーション能力
- プレゼンテーション、交渉、関係構築のスキル
- CRMシステムおよび営業分析ツールに精通していること
- ペースの速い環境で営業チームをリードし、モチベーションを高める実証済みの能力
- データ主導の意思決定を重視する分析的思考
- 市場機会を特定し、革新的な販売戦略を開発する先見的アプローチ
- 強い組織力と細部へのこだわり
- 顧客のニーズを理解し、効果的に対応できる顧客重視の考え方
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Flexible working model after the first month of working from the office will be hybrid
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Great place to work: central and modern office
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Opportunities to learn: budget every year for training, languages platform, e-learning platform, dedicated development program
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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
