Senior Manager - Account Management

MISSION :

• Maximise revenue and retention of profitable clients, whilst taking into account the loss ratio and the WAP of the portfolio. 
• Provide customers with the highest level of service starting from the inception date of the contract in order to build trust and solid relationship with clients.
• Actively promote new products and solutions of Coface within the existing clients in order to maximize up-selling effect. 
• Manage the customer relationship throughout the client life cycle.

MAIN RESPONSIBILITIES:

Customer relationship management:

• Personally contact and secure existing customers accounts via regular and proactive communication.
• Build strong customer relationships and create a sense of mutual trust and beneficial reliance with existing clients.
• Make telephone calls and in-person visits and presentations to existing customers.
• Provide good customer service by responding swiftly to queries and concerns from clients.
• Consult on the most effective cover for a particular need.
• Prepare bids and price quotations.

Portfolio management:

• Deliver renewal revenue and achieve maximum sales profitability, growth and account penetration within an assigned portfolio of direct accounts.
• Prepare sales proposals and renewals with the contribution of internal stakeholders: risk underwriters, commercial underwriting; for the highest possible renewal rate and a high level of client satisfaction and develop cross-selling.
• Increase profitability of existing product lines by encouraging clients to use added value services wherever possible.
• Maximise the opportunities for all product lines, thereby maximising contribution.
• Monitor and report on performance against agreed sales targets, sometimes including monitoring the performance of other sales staff.
• Demonstrate products and services to existing customers and assist them in selecting those best suited to their needs

Market knowledge:

• Ensure credibility with clients by maintaining detailed knowledge of current market conditions and competitors' products.
• Maintain a sound understanding of all Coface products and ensure the proposition is developed through all appropriate sales channels.
• Keep detailed knowledge of new and existing products by liaising with colleagues.
• Introduce new products and promote them through regular visits and frequent communications.
• Work with Marketing teams in making the most effective use of the resource for campaigns/events, follow-up the customer survey.

Communication:

• Supply management with verbal and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
• 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 clients.

Underwriting savvy:

• Ensure prudent Commercial Underwriting of credit insurance business, adhering to Coface standards and delegations.
• Work with underwriters to amend policies where necessary in order to meet client demand.

Risk management and compliance:

• Take joint ownership of the loss ratio with the Risk department and deliver a profitable result to the business.
• Adhere to compliance standards set by Coface and external regulators.

Customer relationship management via the brokers:

• Personally contact and secure existing accounts via regular and proactive communication with the brokers in charge.
• Build strong relationships and create a sense of mutual trust and beneficial reliance with existing brokers.
• Make telephone calls and in-person visits and presentations to existing brokers.
• Provide good service by responding swiftly to queries and concerns from the brokers.
• Prepare renewal bids and price quotations to the brokers

Industry:

• Credit insurance 

Functional:

• Contract management (renewals, contract life cycle)
• Risk management

Coface specific:

• Coface's portfolio of products 
• Commercial tools

IT:

• Microsoft Office Applications: Outlook, Word, Excel

• Degree educated in Finance, Business Administration, Economics, Banking or equivalent.
• At least 7 years of sales ideally within a credit insurance, banking or factoring organization.

• Flexible working model after the first month of working from the office will be hybrid with at least 2 days per week work from office
• 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