Enterprise Sales Manager

4 days ago

London UK, UK, United Kingdom Coface Full time

About Us

Coface is a team of 4,500 people of 78 nationalities across nearly 60 countries, all sharing a corporate culture across the world. Together, we work towards one objective: facilitating trade by helping our 50,000 corporate clients develop their businesses.

With 75 years of experience, Coface is a leader in the credit insurance and risk management market. We have also developed a range of other value-added services, including factoring, debt collection, Single Risk insurance, bonding, and information services.

As a close-knit, international organization at the core of the global economy, Coface offers an enriching work experience on several levels: relational, professional, and cultural.

Every day, our teams are making trade happen. Join us


We are looking for a new colleague for the Enterprise Sales Manager position


ACCOUNTABILITIES


What you’ll be doing


  • Acting as a trusted advisor to prospects and newly joined customers in the large account space, helping them understand how Coface Business Information solutions can help them make informed decisions to manage risk and grow their business.
  • Actively promoting Coface’s Business Information capabilities, increasing coverage, and building networks to partner across the group and into regions.
  • Acting as the relationship manager for clients with Business Information contracts and securing long-term profitable relationships with them.
  • Partnering with Financial Institutions, Business Information regional teams, and EICC Departments to ensure prudent product delivery adhering to Group Rules and Standards.
  • Developing interest and awareness within Coface of our product suite to secure new and continued profitable business for Coface.
  • Supporting the creation of a direct pipeline through marketing material to promote Coface's capabilities in this space.
  • Working closely with the Marketing Department in managing leads and providing feedback on activity results.
  • Partnering with Project and Product stakeholders to identify and specify functional system requirements, processes, and non-functional requirements during the initial and ongoing sales process.


Key Tasks and Responsibilities


  • Delivering budgeted targets for Information sales.
  • Generating and following up on leads and appointments through networking and proactive prospecting, as well as using Coface marketing resources.
  • Building Global Programs with large corporates.
  • Cross-selling within the segment of large accounts in the business line of credit insurance.
  • Designing solutions and providing thought leadership to customers and their technical teams.
  • Developing and drafting creative High-Level Design (HLD) documents as part of Pre-Sales engagements through customer interactions (discussions, workshops, etc.) to help customers understand how data can be deployed to achieve their business goals.
  • Updating and maintaining the CRM system for accurate pipeline management.
  • Managing relationships with prospects, partners, and brokers.
  • Managing relationships with internal stakeholders.
  • Producing accurate contract documentation.

Sales Strategy

  • Implementing the strategy of acquiring new business information customers as defined by Coface with Key Accounts and Financial Institutions.
  • Growing existing Key Account clients.
  • Ensuring the prospecting and qualification of opportunities with high-level contacts such as CFOs, Treasury Directors, and Credit Managers.
  • Managing responses to tenders, preparing proposals, and closing deals with support from the Region and the Group.
  • Forging close links with prescribers (international brokers) to position Coface as a benchmark player in the large accounts and financial institutions segment.

Impact

  • Directly impacting the global company’s revenue and sales budget targets.
  • Creating a strong impression of Coface for group-level collaboration.
  • Employing creative sales strategies while maintaining efficiency and integrity.

Liaison

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

Monitoring

  • Providing 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.

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