客户经理 / 客户主管
Account Manager / Account Executive
主要职责：
* 市场营销行动计划实施：
- 参与市场营销行动计划的设计与执行，包括目标市场的饱和计划。
- 在所有细分市场建立市场情报，并更新报告工具。
* 客户关系管理：
- 通过定期和主动的沟通，亲自联系并确保现有客户及其中介方的账户。
- 建立牢固的客户关系，与现有客户建立相互信任和互利依赖的关系。
- 对现有客户进行电话联系、实地拜访和演示。
- 通过迅速回应客户及其中介方的查询和关切，提供良好的客户服务。
- 就特定需求最有效的保障方案提供建议。
- 准备投标和报价。
* 组合管理：
- 成为客户和/或其中介方的积极中心联系人。
- 实现续保收入，并在指定的客户组合中实现最大的销售盈利、增长和客户渗透率。
- 在内部利益相关者（风险承保人、商业承保人）的协助下准备销售提案和续保方案，以实现最高的续保率和高水平的客户满意度，并推动交叉销售。
- 通过鼓励客户尽可能使用增值服务来提高现有产品线的盈利能力。
- 最大化所有产品线的机会，从而最大化贡献。
- 监控并报告与既定销售目标的绩效，有时包括监控其他销售人员的绩效。
- 向现有客户展示产品和服务，并帮助他们选择最适合其需求的产品。
- 在已投保集团的未投保实体中扩展现有业务（直接方式或通过中介方）。支持其他地区团队完成其业务的饱和。
* 市场知识：
- 通过保持对当前市场状况和竞争对手产品的深入了解，赢得客户的信任。
- 保持对Coface所有产品的深入了解，并通过所有适当的销售渠道发展产品方案。
- 引入新的CGS项目、产品和服务，并通过定期拜访和频繁沟通进行推广。
- 与市场团队合作，充分利用资源进行活动/事件，跟进工作。
查看英文原文
Main Responsibilities：
* Marketing Action Plan implementation:
- Collaborate in the design and execute the Marketing Action Plan, including the action plan on targets to be saturated.
- Build the Market Intelligence in all segment and update the reporting tool.
* Customer relationship management:
- Personally contact and secure existing customers and their intermediaries for 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 and their intermediaries.
- Consult on the most effective cover for a particular need.
- Prepare bids and price quotations.
*Portfolio management:
- Be the active central point of contact of the clients and/or its intermediary.
- Deliver renewal revenue and achieve maximum sales profitability, growth and account penetration within an assigned portfolio of accounts.
- Prepare sales proposals and renewal offers 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.
- Maximise 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 clients and assist them in selecting those best suited to their needs.
- Expand the existing business in saturating them to non-insured entities of the insured group (direct approach or through intermediaries. Support other region teams in saturating their business.
* 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.
- Introduce new CGS programs, products and services 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.
-Coordinate and steer the internal stakeholders (account and sales managers, back office, risk underwriting and other experts) to ensure a timely, efficient and global service to clients.
- Participate in external events organised within the Region representing the company in the best light for building new business contacts.
* 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.
At least 5 years of sales ideally within a credit insurance, financial institution, claims or factoring organization.
Previous experience in a multicultural/international environment will be a plus.
- Flexible working model after the 6th month
- Great place to work: central and modern office
- Opportunities to learn: budget every year for training, languages platform, e-learning platform, dedicated development program…
- Career opportunities: Opportunity to build your career (both locally and internationally) in a large global company, one of the world leaders in its field
- Health care
At Coface we make trade happen everyday
Our 5,200 experts representing 80+ nationalities in 58 countries are united by a shared purpose: helping companies navigate through uncertainty by empowering them to make the right decisions and trade smarter in a complex world.
With nearly 80 years of global experience, we offer companies a full range of solutions: Trade Credit Insurance, Business Information, Debt Collection, Single Risk insurance, Surety Bonds, Factoring — all driven by a unique data patrimony, cutting-edge technology, innovation and a deep understanding of the global economy.
Joining Coface means being part of a close-knit international organization, where your ideas matter. We foster a culture of learning, collaboration and inclusion where you are given responsibilities and can see the impact of your actions.
Shape the future of trade with us. Join our Happeners!
Originally posted on Himalayas