Job Description

Job Title Country Manager

Description

IDB2699 - Country Manager, Dubai Representative Office (Local)
Business Unit: ICIEC

Department: Business Development Department

Country: United Arab Emirates

Location: UAE - Dubai
JOB PURPOSE: The role holder is responsible for supporting sales in specified countries within the Middle East & North Africa Region including Member Countries (or non-Member Countries for certain products in general by bringing new customers and upselling cross selling activities with existent clients within the region in order to increase business insured and premium income through implementation of a country/region specific sales strategy for the overall benefit of the Corporation. This role will pursue identified leads, generate business through new and existent customers, ensure quality of business insured is maintained, assist customer in familiarization with the new policy and develop strong market intelligence to provide inputs for improvement of existing products.
The role holder will manage and maintain the relationships with clients in the respective region he/she is operating, IsDB Group and other stakeholder to explore new business opportunities to enhance ICIEC sales within the region.
KEY RESPONSIBILITIES:
Business Development:
Ensures implementation of the business development plan as per the guidelines defined by the Manager, Middle East & North Africa Region.
Pursues all leads identified in close coordination with the Manager, Middle East & North Africa Region by interacting with potential customers, understanding their requirements, offering products to address their needs and hence convert them into customers for ICIEC to enhance business insured and premium income for ICIEC.
Initiates meetings to identify opportunities to sell to individual exporters, suppliers, banks, and investors to identify their needs and recommend solutions thus generating business for ICIEC.
Conducts meetings with identified clients on a periodic basis to pursue potential business opportunities to generate sales through new customers and hence increase revenue.
Adheres to the guidelines to manage the risks prudently by understanding the customers and their financial dealings better.
Ensures achievement of established targets (number of clients, business insured, premium etc.) and ensures maintenance of portfolio through balancing sales between short term, medium terms and long-term products.
Ensures product and segment profitability, pricing strategy to recommend changes to the sales plan if needed in coordination with the Manager, Middle East & North Africa Region.
Ensures adherence to risk management guidelines in bringing in new business to minimize the number of claims submitted to ICIEC.
Supports the Public relations team to launch media and advertising coupling and organizing promotional seminars.
Dealing with Brokers and other potential distribution channels available in the market to develop new business for the Corporation.
Adheres to the guidelines to manage the risks prudently by understanding the customers and their financial dealings better.
Ensures product and segment profitability, pricing strategy to recommend changes to the sales plan if needed in coordination with the Manager, Middle East & North Africa Region.
Liaises with the Manager, Middle East & North Africa Region to develop understanding of the target Member Countries by staying up to date with economic, political developments and macro-economic trends to provide inputs to key stakeholders such as Underwriters, Senior Underwriters etc. and evaluates the impact of external trends on product sales.
Liaises with identified external market research agencies, private and public stakeholders and utilizes other sources to collate information about competitor activities to ensure development of competitive sales strategy for enhancing ICIEC sales.
Supports the development of new products and the improvement of existing products based on market trends, competitor offerings and customer feedback from the country of operation to enhance market penetration.
Customer Relationship Management:
Liaises with customers after the policy has been issued by ICIEC, to assist the customer in familiarizing with various facets of the policy such as terms, processes etc.
Understands the guiding principles and rules pertaining to KYC and ensures adherence to the same.
Maintains good relations with the existing and new customers to identify new deals and generate business opportunities for ICIEC.
Negotiates with potential clients, ensures preparation of concept notes, issuance of NBIs, offers, insurance policy, etc. as per the authority delegated to him by the Manager, Middle East & North Africa Region and in coordination with underwriting function
Responsible in underwriting operations pertaining to commercial and political risks within the region in directing the policy portfolio by conducting requisite underwriting analysis to determine the risks associated with potential transactions and obligors.
Conducts in-depth financial analysis of the involved buyers/importers/importer's bank through analysis of business plans, financial model, cash flow statements, assets, projected cash flows and other sources to determine the credit worthiness of the buyer/bank involved in the transaction.
Conducts due diligence by conducting meetings with the obligor to understand various aspects of their business plan, assess value of securities, analyze governance structure of the business etc. to evaluate the potential risk in the transaction including risks associated with contract frustration and performance risk.
Utilizes different sources of information to identify any legal issues associated with the transaction/importer and involves the General Legal Counsel in evaluation of default risk from a legal perspective.
Conducts meetings with local banks, financial authorities and local financial institutions to ensure the due diligence about the transaction and buyer /bank is done thoroughly to minimize the risk of claims.
Presents insurance proposals to the Underwriting Committee for approval and provides information about all the facts of the case, as well as his/her point of view in order to assist the Underwriting Committee to take an informed decision.
Provides inputs on recommended premiums, reinsurance support required and coverage for risks after complete analysis and consideration of applicant documentation, business factors and competitive situations.
Field of Study: Marketing, Business Administration, Finance, Economics
Qualifications:
High School Diploma

Bachelor's Degree

Master's Degree

Doctorate

Experience

5-8 years

2 years
Prior experience in Marketing or Underwriting, in Business Development and/or Customer Relations, preferably in the Export Credit/ Banking Industry.
Business Language Skills: Good command of written and spoken English is required. Knowledge of either Arabic or French is preferable.

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