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Commercial Head

3 weeks ago

Singapore COMPAGNIE FRANCAISE D'ASSURANCE POUR LE COMMERCE EXTERIEUR (COFACE) Full time

**Mission**:
Meet established sales and revenue goals for the whole product portfolio being offered in Singapore by:

- Driving and managing current business development opportunities
- Overseeing ongoing monitoring of clients portfolio performance
- Forecasting on prospects
- Developing network relationships with different distribution channels such as Brokers, Banks/Financial Institutions and structured Finance Co-ordinating activities with the CUW via their appropriate levels of delegation

**Key responsibilities:
**Implementation of the Commercial Blue Print**:

- Design an action plan to accomplish the current/new business strategy in order to meet objectives taking into account macro and micro economic forecasts. Develop procedures to ensure its effective implementation.
- Conduct needs assessment with key current and potential clients and decide upon appropriate actions and products to meet their individual needs, based on objectives and risk tolerance.
- Ensure entity meets established sales and revenue goals through resolute activity management while keeping expenses minimized.
- Analyze information feedback delivered by the sales force to identify market trends for expanding market size and opportunity newness. Provide recommendations to the Marketing department. Identify initiatives to improve the range and quality of products and services provided. Provide advice to the Marketing department.

**Management of sales forces in a collaborative environment**:

- Lead, direct, optimize and coach the acquisition, development and retention of clients through a constant sales of Coface products:

- Proactively market clients and prospects: provide support for field sales and regular advice on clients approach.
- Identify relevant business targets for the sales force and set individual and/or collective goals.
- Monitor meetings results with current and prospective clients about their financial needs and aspirations.
- Identify cross-selling opportunities.
- Source new high premium clients.
- Ensure full utilization of the customer management system.
- Oversee the process of identifying, pursuing, and closing sales opportunities for the whole range of products.
- Ensure that all credit insurance documentation is complete, accurate, verified, and complies with the company regulations.
- Pilot negotiations for major commercial accounts.
- Act as a lead in hiring, training, motivating and coaching the sales force in order to maximize team efficiency.
- Lead Agents network (where existing) and manage high level relationship with key brokers. Get actively involved in skills development programs for key staff.

**Customer service:
Mobilize resources, either from Commercial, and from Risk dept., to ensure client satisfaction via appropriate field activities (joint visits).

**Monitoring & reporting**:

- Ensure that all financial targets are met by continuously monitoring individual and collective business results.
- Ensure staff performance improvement by driving key activity and productivity metrics.
- Guarantee effective budgeting and cost control. Produce accurate and regular reports to the Senior Management team as required.

**Collaboration**:

- Collaborate with credit underwriting team on analysis of documentation requested to clients, and ensure team based approach to provide needs based credit insurance solutions.
- Organize links with other entities of the company and ensure responsiveness to changes in products and services to cope with changes in the external/internal environment.
- Promote and represent the interests of the company at senior levels, including key customers and heads of key intermediaries. Represent the company in the local business community to enhance Coface’s brand awareness and develop a network of referral sources.

**Risk and Compliance**:

- Ensure Commercial Underwriting of Credit Insurance Business, adhering to Group Standards.
- Take joint ownership of the loss ratio on the portfolio with the Risk Underwriting department and deliver a profitable result to the business.
- Ensure compliance with regulations and procedures as laid down by Coface and external regulators. Manage the PFU, EAV, budget and receivables, Know Your Customer (KYC) and Know Your Intermediary (KYI) processes in compliance with Group Rules (including authorization to approve and sign off the Enhanced Due Diligence Forms on behalf of the Country Manager).

**Requirements**:

- Degree educated in Business, Finance or equivalent
- Prior experience in trade credit insurance and multicultural/international corporate environment will be a plus Have a clear understanding of current economic climate and how it affects the market

At Coface, we provide adequate learning & development opportunities and adopt a flexible working environment.

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