Job Description

Mission: Reporting to the Commercial Head, the jobholder will maximise revenue and retention of profitable clients by providing 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. He/she actively promotes new products and solutions of Coface within the existing clients in order to maximize up-selling effect.

Job Duties: 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.

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.
  

• Minimum 5-7 years' solid experience in account /relationship management/ business development
• Prior experience in Financial/ TCI industry and multicultural/international corporate environment will be a plus.
• Good command of English. Ability to converse in Mandarin is desired but not essential
• Strong communication and interpersonal skills with good analytical ability
• University graduate in Finance, Business Administration, Economics, Banking or equivalent