Sr. Officer - Relationship Management (Corporate Sales)

Role Purpose

To manage a portfolio of clients with a client size base of  15000 lives and / or revenue of 30 million SR and maintain a 80% retention in order to achieve profitability within Bupa Arabia 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

·          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

·          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. Disucss 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 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 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 outsdie 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

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

Person Specification

Education

·         University Graduate

Experience Fields

·         Field Experience is a must

·         Verbal and written Communication skills

Years of Experience 

·         Minimum 3 years in Sales Experience

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