Head of Commercial Indonesia

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!

MISSION :

Meet established sales and revenue goals for the whole product portfolio being offered in the country under responsibility by:

• Driving and managing current business development opportunities 
• Overseeing ongoing monitoring of clients portfolio performance
• Forecasting on prospects
• Developing network relationships with different distribution channels: Brokers, factors, Banks and structured Finance

 

MAIN RESPONSIBILITIES:

Implementation of the Sales Strategy:

• Design an action plan to accomplish the current/new business strategy in order to meet objectives taking into account macro and micro economic forecasts.  Develop procedures to ensure its effective implementation. 
• Conduct needs assessment with key current and potential clients and decide upon appropriate actions and products to meet their individual needs, based on objectives and risk tolerance. 
• Ensure entity meets established sales and revenue goals through resolute activity management while keeping expenses minimized.
• Analyze information feedback delivered by the sales force to identify market trends for expanding market size and opportunity newness. Provide recommendations to the Marketing department.
• Identify initiatives to improve the range and quality of products and services provided. Provide advice to the Marketing department.

Management of sales forces in a collaborative environment:

• Lead, direct, optimize and coach the acquisition, development and retention of clients through a constant sales of Coface products: 
• Proactively market clients and prospects: provide support for field sales and regular advice on clients approach. 
• Identify relevant business targets for the sales force and set individual and/or collective goals.      
• Monitor meetings results with current and prospective clients about their financial needs and aspirations.
• Identify cross-selling opportunities.
• Source new high premium clients. 
• Ensure full utilization of the customer management system.
• Oversee the process of identifying, pursuing, and closing sales opportunities for the whole range of products. 
• - Ensure that all credit insurance documentation is complete, accurate, verified, and complies with the company regulations.
• Pilot negotiations for major commercial accounts. 
• Act as a lead in hiring, training, motivating and coaching the sales force in order to maximize team efficiency.  
• Lead Agents network (where existing) and manage high level relationship with key brokers. 
• Get actively involved in skills development programs for key staff. 

Customer service:

• Mobilize resources, either from Commercial, and from Risk dept., to ensure client satisfaction via appropriate field activities (joint visits).

Monitoring & reporting:

• Ensure that all financial targets are met by continuously monitoring individual and collective business results. 
• Ensure staff performance improvement by driving key activity and productivity metrics.
• Guarantee effective budgeting and cost control.
• Produce accurate and regular reports to the Senior Management team as required. 

Collaboration:

• Collaborate with credit underwriting team on analysis of documentation requested to clients, and ensure team based approach to provide needs based credit insurance solutions.
• Organize links with other entities of the company and ensure responsiveness to changes in products and services to cope with changes in the external/internal environment.
• Promote and represent the interests of the company at senior levels, including key customers and heads of key intermediaries.
• Represent the company in the local business community to enhance Coface’s brand awareness and develop a network of referral sources.

Risk and Compliance:

• Ensure credit commercial Underwriting of Credit Insurance Business, adhering to Group Standards.
• Take joint  ownership of the loss ratio on the portfolio with the Risk department and deliver a profitable result to the business.
• Ensure compliance with regulations and procedures as laid down by Coface and external regulators.

 

• Degree educated in Business, Finance or equivalent.
• At least 8 years of credit insurance commercial experience.
• At least 5 years of management experience.

• 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