At Coface, we make trade happen everyday.
Our 5,200 experts representing 80+ nationalities in 58 countries are united by a shared purpose: helping companies navigate through uncertainty by empowering them to make the right decisions and trade smarter in a complex world.
With nearly 80 years of global experience, we offer companies a full range of solutions: Trade Credit Insurance, Business Information, Debt Collection, Single Risk insurance, Surety Bonds, Factoring — all driven by a unique data patrimony, cutting-edge technology, innovation and a deep understanding of the global economy.
Joining Coface means being part of a close-knit international organization, where your ideas matter. We foster a culture of learning, collaboration and inclusion where you are given responsibilities and can see the impact of your actions.
Shape the future of trade with us. Join our Happeners!
Job DescriptionTo expand Coface BI market share in assigned territories by evaluating sales opportunities with the objective to grow the revenue through different channels including direct sales, partnerships and cross-sell.
Key aspects of the role include:
- Formulating and executing an effective Go-To-Market(GTM) strategy
- GTM covering all channels – direct, partnerships, introducers/brokers, x-sell and sell-through channels including trade-tech platforms. A clear understanding of the competitive landscape and strategy to win in market.
- Stakeholder management – to ensure strategy, plan and progress is well communicated to get support
- To feedback on product imnprovements required to address specific market requirements and is compliant with regulations by working closely with partners and Coface product teams
- Plan for BI team expansion to drive BI Sales (future)
- To ensure client NPS scores meet or exceed global benchmark.
Main Tasks
- Develop and execute on Coface Group’s Business Information strategy with medium term objectives and long term vision
- Clear definition and excution of GTM strategy
- Guide and nurture other BI sales team members as the market grows to execute the strategy and deliver results
- Drive incremental Coface BI revenue through new and existing channel partnerships
- Provide progress updates and sales forecast
- Work closely with Coface product teams to push for any product enhancements required to be successful in the market
- Build presence in targeted industries through events and association presence and presentations
- Collaborate with regional and global management stakeholders to developing business and account plans and go-to-market strategy and tactics
- Manage a steady stream of sales pipeline, ensure CRM displine and hygeine
- Running cadence with regional team and partners to ensure there is a strong path to meet and exceed the revenue commitments
- Represent Business Information and our solutions at external events and work closely with marketing team to build impactful content for the market
- Ensure team members and partners are enabled and trained sufficiently to sell Coface propositions in the market.
- Act as a first escalation point for any issues in the region
- 関連分野の学士号、MBA優遇
- 10～15年のチャネルセールスまたはパートナーシップセールスの職務経験、少なくとも3～5年は新製品、新市場、新顧客セグメントの創造を要求されるポジションでの経験
- 提案の共同創造とGTM戦略の定義と規律ある実行における実績のある経験
- データ・サービス・プロバイダーまたはリスク管理ソリューション・プロバイダーでの営業または営業リーダー経験
- データエコシステムとビジネス情報サービスにおけるその応用に関する深い理解
- 日本市場および関連業界における確立されたネットワーク
- 日本語と英語に堪能で、両言語での優れたコミュニケーション能力
- プレゼンテーション、交渉、関係構築のスキル
- CRMシステムおよび営業分析ツールに精通していること
- ペースの速い環境で営業チームをリードし、モチベーションを高める実証済みの能力
- データ主導の意思決定を重視する分析的思考
- 市場機会を特定し、革新的な販売戦略を開発する先見的アプローチ
- 強い組織力と細部へのこだわり
- 顧客のニーズを理解し、効果的に対応できる顧客重視の考え方
- Flexible working model after the first month of working from the office will be hybrid
- Great place to work: central and modern office
- Opportunities to learn: budget every year for training, languages platform, e-learning platform, dedicated development program
- Career opportunities: Opportunity to build your career (both locally and internationally) in a large global company, one of the world leaders in its field
- Health care
Skills Required
- Bachelor's degree in a related field or MBA preferred
- 10-15 years in channel sales or partnership sales
- 3-5 years experience in new product and market creation
- Sales or sales leadership experience in data or risk management
- Deep understanding of data ecosystem and business information services
- Established network in the Japanese market and related industries
- Fluent in Japanese and English, excellent communication skills
- Skilled in presentations, negotiation, and relationship building
- Familiarity with CRM systems and sales analytics tools
- Proven ability to lead and motivate sales teams in fast-paced environments
- Analytical thinking with a focus on data-driven decision-making
- Proactive approach to identify market opportunities and develop strategies
- Strong organizational skills and attention to detail
- Customer-focused mindset with the ability to understand and respond to needs
What We Do
With over 75 years of experience and the most extensive international network, Coface is a leader in trade credit insurance & risk management, and a recognized provider of Factoring, Debt Collection, Single Risk insurance, Bonding, and Information Services. Coface’s experts work to the beat of the global economy, helping ~50,000 clients in 100 countries build successful, growing, and dynamic businesses. With Coface’s insight and advice, these companies can make informed decisions. The Group' solutions strengthen their ability to sell by providing them with reliable information on their commercial partners and protecting them against non-payment risks, both domestically and for export. In 2023, Coface employed ~4,970 people and registered a turnover of €1.868 billion.
