Hiring for Key Accounts Manager

Roles:

Maximize 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  within the existing clients in order to maximize up-selling effect.

Manage the customer relationship throughout the client life cycle.

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.

- Maximize 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.

Skillset:

Industry:

- Credit insurance

Functional:

- Contract management (renewals, contract life cycle)