Company Description
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 Global Account Manager position!
Job Description
ACCOUNTABILITIES
What you’ll be doing
- Leading Strategic Global Accounts: Take the lead on one or more Strategic Global Accounts and coordinate all Regional Account Managers (RAMs) involved in managing the portfolio globally.
- Identifying Account Potential: Identify the full potential of accounts and develop strategies to achieve this potential, drawing on regional, specialist, and service resources.
- Recommending Strategies: Recommend categories/segments for current, new, or prospective clients. Recommend 1-year sales targets and engagement plans for Strategic Global Accounts. Recommend pricing for new/prospective clients.
- Achieving Sales Targets: Perform on 1-year sales targets for Strategic Global Accounts.
Key Tasks and Responsibilities
- Revenue Growth: Drive overall SGA revenue growth for the portfolio/strategic global account and revenue growth from strategic priorities (account/initiative).
- Qualitative Assessment: Ensure decision discipline, effective teaming (coordination across countries, functions, RAMs, Solution Engineers, Marketing), and execution discipline.
- Account Management: Lead for X SGAs (amongst other SNA/Premium/Key accounts) and directly responsible for overall account management. Act as RAM for your own region for the Strategic Global Account.
- Collaboration: Collaborate effectively with RAMs globally who lead sales efforts in their respective regions to drive the overall client account plan.
- Client Relationships: Drive relationships with key clients in the SGAs (all channels). Identify and pursue sales opportunities for Coface BI products in SGAs and explore prospective accounts and client relationships.
- People Development: Support people development within the region.
Sales Strategy
- Implementing Strategy: Implement the strategy of acquiring new business information customers as defined by Coface with Key Accounts and Financial Institutions.
- Growing Clients: Grow existing Key Account clients.
- Prospecting and Qualification: Ensure the prospecting and qualification of opportunities with high-level contacts such as CFOs, Treasury Directors, and Credit Managers.
- Managing Responses: Manage responses to tenders, prepare proposals, and close deals with support from the Region and the Group.
- Building Relationships: Forge close links with prescribers (international brokers) to position Coface as a benchmark player in the large accounts and financial institutions segment.
Impact
- Revenue and Sales Targets: Directly impact the global company’s revenue and sales budget targets.
- Collaboration: Create a strong impression of Coface for group-level collaboration.
- Sales Strategies: Employ creative sales strategies while maintaining efficiency and integrity.
Liaison
- Implementation of Solutions: Ensure the proper implementation of solutions in partnership with internal teams, coordinating resources (Information, Risk, Legal, IT, etc.) to deliver quality service to customers.
Monitoring
- Monthly Monitoring: Provide monthly monitoring of actions undertaken, as well as regular reporting to the Region and the Group.
Qualifications
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.
What We Do
With over 75 years of experience and the most extensive international network, Coface is a leader in trade credit insurance & risk management, and a recognized provider of Factoring, Debt Collection, Single Risk insurance, Bonding, and Information Services. Coface’s experts work to the beat of the global economy, helping ~50,000 clients in 100 countries build successful, growing, and dynamic businesses. With Coface’s insight and advice, these companies can make informed decisions. The Group' solutions strengthen their ability to sell by providing them with reliable information on their commercial partners and protecting them against non-payment risks, both domestically and for export. In 2023, Coface employed ~4,970 people and registered a turnover of €1.868 billion.
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