Sr. Officer – SME Relationship (Tele)

Role Purpose

To manage a portfolio of clients with a client size base of  6000 lives and / or revenue of 10 million SR and maintain a 80% retention in order to achieve profitability within BA strategy and values

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Key Accountabilities

Key Activities / Decision Areas

1

Consistently Achieve retention as per AOP

·         Building , maintaining and enhancing relationship with clients to develop long term satifaction

·         Meet weekly sales calls and complete reporting in a timely manner

·         Handle customer needs with reliability and be responsive in providing prompt service

·         Use proactive communication and effectively seek a resolution for a bad experience

2

Maintain a positive contribution in profits  to the overall revenue

·         Renew with the proposed prices (increase) to ensure we have a positive contribution

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·         Propose (different possible solutions) (product change) that can offer price relief to clients and impove 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

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

·         Look at competitors websites to compare against ours and identify gaps

·         Follow SAMA and CCHI rules and regulation

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5

Relationship and Communication

·         Build effective relationships both within and outsdie the department

·         Seek input from and maintain effective ongoing communication with others

·         Manage conflict to ensure least disruption to organization

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

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