Debt Collection Sales Manager

Job Description

MISSION :

Responsible for building and growing Coface's Debt Collection business in Indonesia. The role is a hands-on individual-contributor hunter position focused on developing the market from the ground up, originating and closing new mandates, and creating cross-selling opportunities with Credit Insurance, Business Information and other Coface solutions. The role combines local entrepreneurial ownership with the capabilities, brand and international network of a leading global Trade Credit Insurance organisation.

MAIN RESPONSIBILITIES:

• Develop and execute the country go-to-market plan for Debt Collection in Indonesia, including priority segments, target accounts, channels and commercial actions.
• Act as a hunter: proactively identify, approach and convert new clients rather than relying primarily on an inherited portfolio or inbound opportunities.
• Build a qualified pipeline through direct prospecting, referrals, networking, events and partnerships with brokers, banks, financial institutions, law firms, trade associations and other relevant intermediaries.
• Manage the full sales cycle from lead generation and needs analysis through proposal, negotiation, contracting and handover for onboarding.
• Work closely with Credit Insurance, Business Information and other commercial teams to identify and convert cross-selling opportunities within Coface's existing client base.
• Translate client needs into commercially sound Debt Collection solutions in cooperation with local, regional and international operations, legal, compliance and finance stakeholders.
• Build trusted relationships with CFOs, Finance Directors, Credit Managers, business owners and other senior decision-makers.
• Maintain accurate pipeline, activity and forecast information in the relevant CRM and provide regular reporting on market development and results.
• Represent Coface as the local Debt Collection commercial ambassador and contribute market intelligence, competitor insights and client feedback.
• Ensure that all commercial activities comply with applicable laws, regulations, internal policies and Coface standards.

COUNTRY MARKET EMPHASIS: 

• Prioritise domestic and international businesses, banks, leasing and finance companies, exporters and relevant industry groups.
• Develop referral partnerships with brokers, legal firms, trade associations and chambers of commerce.
• Build awareness of Coface's domestic and international recovery capabilities and create a sustainable local pipeline.

Qualifications

• Minimum 3 - 5 years of relevant B2B sales or business development experience
• Proven track record of prospecting, originating and closing new B2B business.
• Experience in Debt Collection, credit management, Trade Credit Insurance, banking, financial services, legal services or another relevant B2B solution environment is preferred.
• Entrepreneurial mindset and willingness to establish a new business activity with limited initial structure.
• Self-starter who is resilient, pragmatic and comfortable working independently while actively leveraging regional and global support.
• Strong consultative selling, negotiation, presentation and stakeholder-management skills.
• Commercial judgement and ability to balance growth, client value, operational feasibility, compliance and profitability.
• Professional working proficiency in English and Bahasa Indonesia language, with the ability to communicate effectively with local market stakeholders and international teams
• Bachelor's degree in Business, Finance, Law or a related discipline, or equivalent relevant professional experience.

Additional Information

• Hybrid working model after the first 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