Corporate Sales Relationship Management

**Role Purpose**

To manage a portfolio of clients with a client size base of 30000 lives and / or revenue of 40-60 million SR and maintain a 80% retention in order to achieve profitability within BA strategy and values.

**Key Accountabilities**:
**1-** Consistently Achieve retention as per AOP:

- Building, maintaining and enhancing relationship with clients to develop long term satisfaction
- 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
- Conduct client web training for all Bupa Arabia online services including membership training
- 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.
- Discuss 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 improve 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
- Support in ad-hoc projects assigned

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 outside 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
- Be IFCE certified (Insurance Foundation Certification Exam

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

**Skills**:

- Attended Sales and Negotiation courses
- Must have excellent self-management, team-management, motivational, negotiation, communication and presentation skills.
- Must be fluent in spoken and written English and Arabic.