Regional Corporate Sales

Job Description

ROLE PURPOSE:
To develop & grow the regional business by retention of existing business and
development of new business in accordance with department strategy and overall
Bupa Arabia AOP by leading, managing, and developing the sales across multiple
functions and teams to achieve the Corporate Sales team's regional objectives,
financial targets, and gain maximum market share in a multi-billion riyal
private medical insurance (PMI) market.

KEY ACCOUNTABILITIES:
‎1 - Generating new business:
* Manage the new business teams achieve their AOP targets
* Plan to achieve the regional AOP targets
* Maintains and expands customer base by collecting market and team feedback and building and maintaining rapport with key customers, identifying new customer opportunities.
* Direct selling activities within the region, inclusive of resource deployment and customer interactions, prioritizes effectively and in accordance with corporate objectives
* Assists in the development and implementation of marketing plans as needed

‎2 - Manage Retention of Existing Business:
* Manage Relationship team ( Unit Managers/Senior Relationship Managers/Relationship Managers /Relationship Executives/Relationship Agents) to achieve the AOP targets
* Develops and maintains relationships with key and potential clients in the designated region.

‎3 - Sales Forecasting:
* Develops a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability
* Meets regional sales financial objectives by forecasting requirements, preparing an annual budget, scheduling expenditures, analysing variances, initiating corrective actions.
* Establishes sales objectives by creating a sales plan and quota for districts in support of 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

‎4 - Strategic function:
* To contribute to strategy formulation and planning as a member of the Management team
* To assist in company's products development and enhancement
* Promote and support a service culture environment
* Support and coordinate service operational excellence strategy
* Promote Bupa Arabia operational activities related to healthcare partnership strategy
* Continuous coaching and mentoring about Bupa Arabia strategy pillars and vision ‎2020 roadmap
* Evaluate market trends and gather competitive information, identify trends that effect current and future growth of regional sales and profitability. Disseminate information to sales team

‎5 - Administrative function:
* Manage the day-to-day multiple sales functions in terms of follow up , support and reporting
* 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
* Ensures sales team are always updated and complying with all regulators rules and regulations and periodic updates
* Ensures effective cost management of the regional budget including, training, travel, incentives and capital expenditures.
* Provides timely feedback to senior management regarding performance

‎6 - People Management:
* Leads the sales team, inclusive of managing performance, coaching, mentoring, and hiring
* Ensures that the set objectives with sales team are followed and measured half yearly and by end of the year to evaluate each team member and gives feedback accordingly.
* Manage Sales Support Team, Sales Support receivables and lead chasers
* Plan Head count and make sure it's met efficiently and effectively.
* Responsible for motivating and guiding the sales team
* Responsible for the sales team development through sharing experience and working with HR on appropriate trainings and build career path based on talent
* Responsible for recruiting the team members and choosing the relevant skills
* Conducts one-on-one review with all Sales team to build more effective communications, to understand training and development needs, and to provide insight for the improvement of sales team members and activity performance
* Maintain and promote a healthy and safe working environment
* Conduct weekly meeting with the team to discuss business updates

Skills

• Client Relationships


• Negotiation


• Sales Planning


• Leadership


• Business Development


• Market Knowledge


• Experience in the (Medical) insurance field would be considered as a plus.