ACCOUNTABILITIES

What you’ll be doing

• Leading Strategic Global Accounts: Take the lead on one or more Strategic Global Accounts and coordinate all Regional Account Managers (RAMs) involved in managing the portfolio globally.
• Identifying Account Potential: Identify the full potential of accounts and develop strategies to achieve this potential, drawing on regional, specialist, and service resources.
• Recommending Strategies: Recommend categories/segments for current, new, or prospective clients. Recommend 1-year sales targets and engagement plans for Strategic Global Accounts. Recommend pricing for new/prospective clients.
• Achieving Sales Targets: Perform on 1-year sales targets for Strategic Global Accounts.

Key Tasks and Responsibilities

• Revenue Growth: Drive overall SGA revenue growth for the portfolio/strategic global account and revenue growth from strategic priorities (account/initiative).
• Qualitative Assessment: Ensure decision discipline, effective teaming (coordination across countries, functions, RAMs, Solution Engineers, Marketing), and execution discipline.
• Account Management: Lead for X SGAs (amongst other SNA/Premium/Key accounts) and directly responsible for overall account management. Act as RAM for your own region for the Strategic Global Account.
• Collaboration: Collaborate effectively with RAMs globally who lead sales efforts in their respective regions to drive the overall client account plan.
• Client Relationships: Drive relationships with key clients in the SGAs (all channels). Identify and pursue sales opportunities for Coface BI products in SGAs and explore prospective accounts and client relationships.
• People Development: Support people development within the region.

Sales Strategy

• Implementing Strategy: Implement the strategy of acquiring new business information customers as defined by Coface with Key Accounts and Financial Institutions.
• Growing Clients: Grow existing Key Account clients.
• Prospecting and Qualification: Ensure the prospecting and qualification of opportunities with high-level contacts such as CFOs, Treasury Directors, and Credit Managers.
• Managing Responses: Manage responses to tenders, prepare proposals, and close deals with support from the Region and the Group.
• Building Relationships: Forge close links with prescribers (international brokers) to position Coface as a benchmark player in the large accounts and financial institutions segment.

Impact

• Revenue and Sales Targets: Directly impact the global company’s revenue and sales budget targets.
• Collaboration: Create a strong impression of Coface for group-level collaboration.
• Sales Strategies: Employ creative sales strategies while maintaining efficiency and integrity.

Liaison

• Implementation of Solutions: Ensure the proper implementation of solutions in partnership with internal teams, coordinating resources (Information, Risk, Legal, IT, etc.) to deliver quality service to customers.

Monitoring

• Monthly Monitoring: Provide monthly monitoring of actions undertaken, as well as regular reporting to the Region and the Group.

ESSENTIAL EXPERIENCE, SKILLS, AND KNOWLEDGE

Experience

• A minimum of 10-15 years of experience in the sale of services and/or complex solutions over long cycles to the finance departments of major international accounts.
• Knowledge of the B2B information universe is a prerequisite, with proven experience with major/enterprise accounts in industry and services, as well as in the financial institutions sector.
• Knowledge of credit insurance and/or financing solutions.
• Higher education degree level (business school or university).
• A good network and a strong ability to develop relationships with large companies across various sectors.
• Ability to thrive in an international and matrix environment with a strong interest in project-based work.