Manager – Corporate Sales Relationship Management

Job Description

<strong>Job Description</strong><p><br></p><strong>Role Purpose</strong><p><br></p>To manage a portfolio of clients with a client size base of 30000 lives and / or revenue of 40-60 million SR and maintain a 80% retention in order to achieve profitability within BA strategy and values.<p><br></p><strong>Key Accountabilities:</strong><p><br></p><strong>1-</strong> Consistently Achieve retention as per AOP:<p><br><br></p><ul><li>Building, maintaining and enhancing relationship with clients to develop long term satisfaction</li><li>Conduct 3 meetings daily</li><li>Handle customer needs with reliability and be responsive in providing prompt service</li><li>Use proactive communication and effectively seek a resolution for a bad experience</li><li>Present Service Presentation</li><li>Conduct client web training for all Bupa Arabia online services including membership training</li><li>Provide Focus Group for clients through delivering interactive session for audience response to acquire feedback, towards our product and services<br></li></ul><p><br></p>2- Maintain a positive contribution in profits to the overall revenue:<p><br><br></p><ul><li>Renew with the proposed prices (increase) to ensure we have a positive contribution</li><li>Manage and Monitor Loss Ratio during the year by monitoring FUR (Frequent user report) and MIS (Management information system) and raise alerts to clients.</li><li>Discuss the MIS and FUR in details and present it in the form of presentation</li><li>Propose (different possible solutions) (product change) that can offer price relief to clients and improve value proposition</li><li>Analyze and understand commercial and technical results to negotiate with clients price increase<br></li></ul><p><br></p>3- Sales &amp; CRM Administration:<p><br><br></p><ul><li>Manage the entire sales process in line with the sales strategy and in strict adherence to the defined stages of the sales pipeline.</li><li>Ensure full compliance with all internal processes including accurate and timely maintenance of CRM records (SAGE)</li><li>Liaise with other internal departments as required to ensure smooth running of all interactions that the customer has</li><li>Provide accurate reports and forecasts on activity and sales performance as and when required by management</li><li>Support in ad-hoc projects assigned<br></li></ul><p><br></p>4- Understand Market and competitor activity:<p><br><br></p><ul><li>Maintain customer interaction and other applicable sources like SAMA (Saudi Arabian Monetary Agency) and CCHI (Corporate Council for health insurance)</li><li>Go online regularly to SAMA and CCHI and stay up to date about market updates and PMI industry</li><li>Look at competitors websites to compare against ours and identify gaps</li><li>Follow SAMA and CCHI rules and regulation</li><li>Understand Trends and market evolution<br></li></ul><p><br></p>5- Relationship and Communication:<p><br><br></p><ul><li>Build effective relationships both within and outside the department</li><li>Seek input from and maintain effective ongoing communication with others</li><li>Manage conflict to ensure least disruption to organization</li><li>Update clients on promotions, and new products<br></li></ul><p><br></p>6-Compliance:<p><br><br></p><ul><li>Comply 100% with the rules and regulation of SAMA and CCHI</li><li>Update clients with all changes in the PMI (Private Medical Industry) industry rules, regulations and product</li><li>Comply with company internal rules and regulation</li><li>Prepare client agreements and KYC (Know your customer) and make sure they are signed and stamped from client and properly handed over to sales operation team for archiving and auditing</li><li>Be IFCE certified (Insurance Foundation Certification Exam<br></li></ul><p><br></p>7- Manage Debtor Book of the portfolio:<p><br><br></p><ul><li>100% compliance with Bupa Arabia credit control policy</li><li>Print Debtor report on weekly basis to ensure appropriate planning for unpaid debt to avoid suspension</li><li>Ensure premiums are collected and support collection team in communication with clients</li><li>Align customer financial position with collection team and Finance<br></li></ul><p><br></p><strong>Skills</strong><p><br><br></p><ul><li>Attended Sales and Negotiation courses</li><li>Must have excellent self-management, team-management, motivational, negotiation, communication and presentation skills.</li><li>Must be fluent in spoken and written English and Arabic.<br></li></ul>