Senior Manager – New Business Development (Corporate Sales Riyadh)

The ideal candidate will promote and sell Bupa Arabia’s products through direct and intermediaries, by leading and managing the unit, adapting to the market dynamics, fulfilling  the customers  journey from  the prospecting stage  till the client receives  the activated cards & by providing all services within internal and external rules and regulations.

Responsibilities

Generating New Business

• Manage the new business Account Executives to achieve their AOP targets
• Plan to achieve the Unit AOP targets
• Develop profitable and sustainable sales growth at assigned Key Accounts.
• Maintains and expands customer base by collecting market and team feedback and building and maintaining rapport with key customers, identifying new customer opportunities.
• Distribute leads proportionally within the team of the unit
• Assists in the development and implementation of marketing plans as needed

Sales Forecasting

• Develops a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability
• Establishes sales objectives by creating a sales plan and quota for Unit in support of regional and national objectives.
• Prepares action plans by individuals as well as by team for effective search of sales leads and prospects.
• Gather market feedback to understand competitors and create trends to incorporate it in the sales plan

Strategic Function

• To contribute to strategy formulation and planning as a member of the Sales Management team
• To assist in company’s products development and enhancement
• Inter departmental involvement in various activities to improve company’s position in the market versus competition.
• Align and update unit about company strategy

Sales Administration

• Manage the day-to-day multiple sales Executives functions in terms of follow up , support and reporting
• Conduct weekly meeting with the unit to review progress on funnel and align team with business updates
• Ensures that CRM database is kept updated by area team on all sales activity, forecast and results. In addition to weekly/monthly reports on overall area performance
• Ensures all company policies are being followed and adhered by sales team
• Apply and comply with regulators policies and regulations and regularly follow up the updates to comply with industry requirements (Pass IFCE/ The Insurance Foundation Certificate exam conducted by SAMA/Saudi Arabian Monetary Agency)
• Provides timely feedback to senior management regarding performance and business updates
• Maintain a monthly win-loss activity report for self and the unit
• Work based on Bupa Arabia strategy and values

People Management

• Ensures that the set objectives with the unit team are followed and measured semi-annually and by year-end according to HR policy to evaluate each team member and gives feedback accordingly.
• Responsible for motivating and guiding the unit sales account executives 
• Conducts one to one review with all Sales Account Executives to build more effective communication, to understand training and development needs, and to provide insight for the improvement of sales team members and activity performance
• Maintain a talent profile for recruiting within the unit in terms of new recruits or replacements
• Manage head count phasing of the unit according to AOP

Qualifications

• University Graduate from a recognized University
• 5-7 years in sales management 
• Field Experience of working in a multi-national, multi-cultural environment, ideally in the Middle East
• Experience in the (medical) insurance field would be a plus
• Verbal and written Communication skills
• Managed a team