Manager – Corporate Sales Relationship Management (Pipeline)

Job Description

Role Purpose

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.

Key Accountabilities:

1- Consistently Achieve retention as per AOP:

• Building, maintaining and enhancing relationship with clients to develop long term satisfaction
• Conduct 3 meetings daily
• Handle customer needs with reliability and be responsive in providing prompt service
• Use proactive communication and effectively seek a resolution for a bad experience
• Present Service Presentation
• Conduct client web training for all Bupa Arabia online services including membership training
• Provide Focus Group for clients through delivering interactive session for audience response to acquire feedback, towards our product and services

2- Maintain a positive contribution in profits to the overall revenue:

• Renew with the proposed prices (increase) to ensure we have a positive contribution
• Manage and Monitor Loss Ratio during the year by monitoring FUR (Frequent user report) and MIS (Management information system) and raise alerts to clients.
• Discuss the MIS and FUR in details and present it in the form of presentation
• Propose (different possible solutions) (product change) that can offer price relief to clients and improve value proposition
• Analyze and understand commercial and technical results to negotiate with clients price increase

3- Sales & CRM Administration:

• Manage the entire sales process in line with the sales strategy and in strict adherence to the defined stages of the sales pipeline.
• Ensure full compliance with all internal processes including accurate and timely maintenance of CRM records (SAGE)
• Liaise with other internal departments as required to ensure smooth running of all interactions that the customer has
• Provide accurate reports and forecasts on activity and sales performance as and when required by management
• Support in ad-hoc projects assigned

4- Understand Market and competitor activity:

• Maintain customer interaction and other applicable sources like SAMA (Saudi Arabian Monetary Agency) and CCHI (Corporate Council for health insurance)
• Go online regularly to SAMA and CCHI and stay up to date about market updates and PMI industry
• Look at competitors websites to compare against ours and identify gaps
• Follow SAMA and CCHI rules and regulation
• Understand Trends and market evolution

5- Relationship and Communication:

• Build effective relationships both within and outside the department
• Seek input from and maintain effective ongoing communication with others
• Manage conflict to ensure least disruption to organization
• Update clients on promotions, and new products

6-Compliance:

• Comply 100% with the rules and regulation of SAMA and CCHI
• Update clients with all changes in the PMI (Private Medical Industry) industry rules, regulations and product
• Comply with company internal rules and regulation
• 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
• Be IFCE certified (Insurance Foundation Certification Exam

7- Manage Debtor Book of the portfolio:

• 100% compliance with Bupa Arabia credit control policy
• Print Debtor report on weekly basis to ensure appropriate planning for unpaid debt to avoid suspension
• Ensure premiums are collected and support collection team in communication with clients
• Align customer financial position with collection team and Finance

Skills

• Attended Sales and Negotiation courses
• Must have excellent self-management, team-management, motivational, negotiation, communication and presentation skills.
• Must be fluent in spoken and written English and Arabic.