Head of Sales CGS & FI

Job Description

MISSION :

This position has been created with the primary purpose of driving Sales of CGS & FI - India iand would also require the incumbunt to handle designated existing accounts across all 3 segments of our business.

For sales development incumbunt is responsible for supporting and developing Coface's Global Solutions (CGS) and Financial Institutions (FI) business in India. The role drives profitable growth through strategic partnerships, broker and intermediary management, and development of multinational and financial institution relationships. The incumbent is accountable for commercial performance, market expansion, customer retention, and portfolio profitability while ensuring alignment with Coface Group standards, risk appetite, and compliance requirements.

For the account management function the incumbent is responsible to maximise revenue and retention of profitable clients, whilst taking into account the loss ratio and the WAP of the portfolio.

Provide customers with the highest level of service starting from the inception date of the contract in order to build trust and solid relationship with clients.

MAIN RESPONSIBILITIES:

1. Business Growth & Commercial Strategy (CGS & FI)

• Develop, support and execute CGS and FI growth strategy in alignment with regional and global business objectives.
• Achieve annual revenue, new business, retention, and profitability targets for the CGS and FI portfolios.
• Identify and secure new business opportunities within multinational corporates, large domestic corporates, banks, non-banking financial institutions, and other financial sector players.
• Drive market penetration and increase Coface's share of wallet within targeted industry segments.
• Collaborate and support regional and global CGS and FI teams to pursue cross-border business opportunities and multinational programs.
• Actively promote new products and solutions of Coface within the existing clients in order to maximize up-selling effect.

2. Client Relationship Management

• Build long-term trusted advisor relationships with senior client stakeholders, including CFOs, Treasurers, Credit Managers, Risk Managers, and Banking Relationship Heads.
• Ensure successful onboarding and transition of new clients to implementation and account management teams.
• Monitor customer satisfaction and retention levels.
• Proactively address client concerns and identify opportunities to enhance customer value and engagement.
• Support key account reviews and strategic client development initiatives.

3. Customer Relationship Management

• Personally contact and secure existing customers 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.
• Consult on the most effective cover for a particular need.
• Prepare bids and price quotations.

4. Market Intelligence & Business Development

• Continuously monitor market trends, economic developments, competitor activities, and customer needs.
• Develop actionable market intelligence to identify growth opportunities and emerging risks.
• Provide insights and recommendations on product enhancements, market positioning, and commercial strategies.
• Maintain accurate customer, partner, and pipeline information within CRM systems.
• Supply management with periodic reports on market developments, sales performance, and strategic opportunities.

5. Risk, Governance & Compliance

• Work closely with the Risk and Underwriting teams to ensure sustainable and profitable portfolio growth.
• Take joint ownership of portfolio profitability and loss ratio performance.
• Ensure all business is conducted in accordance with Coface Group standards, policies, and regulatory requirements.
• Maintain high standards of governance, compliance, and commercial underwriting discipline.
• Ensure robust contract management and adherence to internal approval processes.

6. Leadership & Stakeholder Management

• Lead, coach, and develop team members where applicable.
• Foster collaboration across Sales, Marketing, Underwriting, Claims, Risk, and Operations functions.
• Act as the senior CGS and FI representative for India with regional and global stakeholders.
• Promote a high-performance, customer-centric, and partnership-oriented culture.
• Contribute to strategic projects and regional initiatives supporting business growth.

KEY STAKEHOLDERS

Key External Stakeholders

• Corporate Clients
• Multinational Corporations
• Banks and Financial Institutions
• Insurance Brokers and Intermediaries
• Trade Associations
• Strategic Partners
• Regulators and Industry Bodies

Key Internal Stakeholders

• Regional CGS Team
• Regional FI Team

Qualifications

WORK EXPERIENCE (e.g.at least 3 years of professional experience in management of key accounts…)

EDUCATION (e.g. master’s degree in economics or related, . . .)

• Bachelor's Degree in Finance, Business Administration, Economics, Banking, Commerce, Risk Management, or a related discipline.
• Master's Degree (MBA or equivalent) preferred

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