Sr. Manager - SME New Business Development
Bupa Arabia
مجموع سنوات الخبرة :18 years, 8 أشهر
• Manage regional objectives by forecasting, scheduling, analyzing & Initiating new sales initiatives according to the given KPl's.
• Develop business plans and sales strategies for the market that ensures attainment of company sales goals and profitability.
• Initiate and coordinate development of action plans to penetrate new market segments.
• Ensure premium collection in accordance to company credit control policy.
• Define training and development needs for team members so as to help them in perform better.
• Conduct regular training, coaching and counseling with team leader’s/branch executives/filed sales agents to build motivation and selling skills so as to help them perform better.
• Maintains accurate records of all pricings, sales, and activity reports submitted by sales team.
• Ensure that the staff performs to the acceptable levels of performance by motivating, coaching & engaging them on a regular basis.
• Ensure the targets are managed by maintaining a steady sales pipeline.
• Adheres to all SAMA, CCHI, government, company policies, procedures and business ethics codes and values and ensures that they are communicated and implemented within the team.
• Ensure that all team leaders exhibit strong work ethics that help the team perform as per company values.
• Ensures effective cost management of the regional budget including, training, travel, incentives and capital expenditures.
• Maintain the minimum required level of staff retention by accomplishing the regional human resources objectives.
• Screening, interviewing & approving recruitment of sales agents based on agreed criteria &
• qualifications.
• Ensure hiring the right talent as per the requirements of the role is done along with HR.
• Ensure all hired candidates are correctly oriented about the company, departments, the products, values, etc.
• Set and control action plans for the region by identifying market updates, sales force improvements & recommend implementing of changes.
• Work closely with other functions of the company to help resolve customer issues as per Bupa standards.
• Show pro-activeness by maintaining good level of relationship with key clients in the region to ensure high levels of client satisfaction
• Maintains accurate records of all sales, and activity reports, conduct periodic team sales meetings.
• Manage to retain standard levels of existing customers and identifying new customer opportunities.
• Promote Bupa Arabia product to achieve set and agreed personal and team target.
• Establish, build and maintain the relationship with clients / brokers.
• Understand the PMI (Private Medical Insurance) market dynamics and competition trends and present the yearly plan accordingly.
• Present market studies to prospect new opportunities that lead to company’s growth and targets.
• Maintain healthy proper balanced sales pipeline.
• Generate leads from all internal and external sources.
• Present Quarterly and yearly plan reflecting the funnel analysis and sales expectations.
• Prepare, explain and collect signed contracts from the new clients.
• Fulfill the whole process on the system (CRM) from Opportunity creation till invoice generation on Caesar.
• Prepare and collect signed KYC (Know your customer) form that’s required by SAMA (Saudi Arabian Monetary Agency).
• To remain accessible for clients 24/7 for 365 days even during vacations to help clients.
• Ensure client satisfaction by providing the best services demonstrating Bupa’s values and resolve complaint in timely manner.
• Lead the handover process with the Relationship team as per the company handover policy.
• Building and maintaining relationships with clients and key personnel within customer companies.
• Conducting business reviews to ensure clients are satisfied with their products and services.
• Alerting the sales team to opportunities for further sales within key clients.
• Letting customers know about other products the company offers.
• Attending meetings with clients to build relationships with existing accounts.
• Achieving client relationship targets and KPI’s as set by the Head of Sales.
• Working closely with Account Managers and Sales Consultants.
• Escalating and resolving areas of concern as raised by clients.
• Carrying out client satisfaction surveys and reviews.
• Monitoring company performance against service level agreements and flagging potential issues.
• Updating the CRM and ensuring account managers are aware of changes within clients.
• Passing leads to the sales team and following up on progress.
• Maintain sales performance expectations, and individual scorecard goals are consistent.
• Ensure delivery of excellent customer service throughout the Bank by adhering to sales.
• Assist in employee development through role plays and observation.
• Maintains knowledge of bank products to be able to recommend appropriate products/services to customers and refer business to the other areas within the Bank as appropriate.
• Distribute marketing materials to customers and discuss the Bank’s products and services with customers.
• Demonstrate a professional demeanor and promote positive customer relations.
• Facilitate branch meeting, and provide branch numbers at manager meetings.
• Understand and meet compliance expectations, and comply with all department and company policies, procedures and security.
• Engaged in one on one coaching by monitoring outbound phone calls, evaluating sales quality and customer service expectations.
• Coordinated and managed recruiting efforts including attending career and college fairs.
• Collaborated with project management and technical support teams to improve implementation strategies.
• Led the training group for 50 new Sales Representative by presenting the job expectations and role playing processes; created and provided training manuals and quick reference guides for their future use.
• Managing Performance monthly, quarterly and annual reviews for direct reports by evaluating sales and service results compared to expectations; effectively communicated those reviews and moved to performance improvement plans or other methods of additional coaching if necessary.
• Identify prospective clients within a defined market segment.
• Approve loans within specified limits, and refer loan applications outside those limits to management for approval.
• Meet with applicants to obtain information for loan applications and to answer questions about the process.
• Explain to customers the different types of loans and credit options that are available, as well as the terms of those services.
• Obtain and compile copies of loan applicants' credit histories, corporate financial statements, and other financial information.
• Submit applications to credit analysts for verification and recommendation.
Handle customer complaints and take appropriate action to resolve them.
• Keeps management informed by submitting activity and results reports, such as daily call reports, weekly work plans, and monthly and annual analyses.
• Monitors competition by gathering current marketplace information on pricing, products, new products, etc.
• Recommends changes in products, service, and policy by evaluating results and competitive developments.
• Present purchase offers to sellers for consideration.
• Act as an intermediary in negotiations between buyers and sellers, generally representing one or the other.
• Compare a property with similar properties that have recently sold to determine its competitive market price.
• Advise clients on market conditions, prices, legal requirements and related matters.
• Promote sales of properties through open houses, and participation in multiple listing services.
• Accompany buyers during visits to and inspections of property, advising them on the suitability and value of the homes they are visiting.
• Interview clients to determine what kinds of properties they are seeking.
• Generate lists of properties that are compatible with buyers' needs and financial resources.
• Obtains client information by answering telephone calls; verifying information.
• Determines eligibility by comparing client information to requirements.
• Establishes policies by entering client information; confirming information provided by client.
• Informs clients by explaining procedures; answering questions; providing information.
• Maintains communication equipment by reporting problems.
• Maintains and improves quality results by adhering to standards and guidelines; recommending improved procedures.
• Updates job knowledge by studying new product descriptions; participating in educational opportunities.
• Accomplishes sales and organization mission by completing related results as needed.