Develop and execute the commercial cross-sell strategy for the APR region, collaborating with country managers, functional heads, and TCI teams.
Manage and lead the enterprise cross-sell sales team to achieve revenue targets and nurture broker relationships.
Define and implement go-to-market strategies, including account planning and regular communication with internal stakeholders and brokers.
Drive incremental Business Information revenue through new and existing broker relationships, ensuring accurate sales forecasting and pipeline management.
Collaborate with product teams to push for enhancements required for successful cross-selling in the APR region.
Represent Business Information solutions at external events and work with the marketing team to develop impactful content.
Ensure team members and partners are sufficiently trained and incentivized to sell Coface propositions effectively.
Monitor market trends, competitor activities, and client satisfaction, suggesting product improvements to maintain competitiveness.
Adhere to Group Standards for Commercial Underwriting of Credit Insurance Business and compliance standards set by Coface and external regulators.
Develop and maintain strategic partnerships with key industry players to expand market reach and create new revenue streams.
Conduct regular performance reviews and provide coaching to team members, fostering a high-performance sales culture.
Analyse sales data and market intelligence to identify new opportunities and optimize sales strategies.
Collaborate with the finance team to develop pricing strategies that balance competitiveness with profitability.
Implement and maintain a robust customer relationship management (CRM) system to track and manage client interactions effectively.
Participate in the development of long-term business plans and contribute to the overall growth strategy of the organization.
Qualifications
10-15 years of direct sales experience in data, SaaS platforms, financial services or risk management solutions
Proven track record of achieving and exceeding sales targets in a matrix organization
Experience in solution-based consultative selling and building strong client and partner relationships
Ability to present to and connect with executive-level audiences
Knowledge of the B2B information universe with experience in major/enterprise accounts
Leadership experience and knowledge of credit insurance and/or financing solutions is advantageous
