WHO WE ARE

Coface is a team of 4,500 people of 78 nationalities across nearly 60 countries, all sharing a corporate culture across the world. Together, we work towards one objective: facilitating trade by helping our 50,000 corporate clients develop their businesses.

With 75 years of experience, Coface is a leader in the credit insurance and risk management market. We have also developed a range of other value-added services, including factoring, debt collection, single risk insurance, bonding, and information services.

As a close-knit, international organization at the core of the global economy, Coface offers an enriching work experience on several levels: relational, professional, and cultural. Every day, our teams are making trade happen. Join us!

THE JOB

Territory Sales Manager, Canada (Toronto / Ontario) – Flexplace (2 days onsite, 3 days remote)

Reporting to the Sales Manager in Canada, the Territory Sales Manager’s primary responsibilities include driving revenue through targeting and presales. The successful candidate will be comfortable working with and selling to decision makers and influencers and leading a team of direct sales professionals. This person will be hybrid to our Toronto HQ 2 days onsite, 3 days remote but responsibilities will be throughout Canada.

Additional responsibilities include:

Implementation of Power The Core plan which focuses on strengthening our middle market direct sales teams:

• Hands-on approach in helping team members sell, negotiate and close deals.
• Demonstrates understanding of prospects, customers, partners and our overall market to define, develop, and deliver a sales strategy in line with the company’s goals.
• Manages a result-oriented team to achieve team and company goals in a cost-effective manner.
• Takes ownership of sales outcomes including results, staffing / retention, and pipeline management / forecasting integrity.
• Develops and maintains key internal relationships with other team members to enhance and support sales efforts.
• Continuous evaluation of team structure and process to ensure alignment of corporate and product strategy.
• Works closely with marketing to drive lead generation and communication of a compelling value proposition to customers and channel partners.
• Develops a high performing sales culture focused on learning, development and collaboration that attracts, retains and motivates a diverse group of employees

Management of sales force in a collaborative environment:

• Leads the efforts on acquisition, development and retention of clients through a constant sales of Coface service and products.
• Proactively markets clients and prospects: provide support for field sales and regular advice on client engagement.
• Identifies relevant business targets for the sales force and set individual and / or collective goals.
• Conducts and monitors meetings with current and prospective clients about their financial needs and aspirations.
• Identifies cross-selling opportunities.
• Sources new high premium clients and partnerships.
• Ensures full utilization of the CRM.
• Oversees the process of identifying, pursuing, and closing sales opportunities.
• Leads negotiations for major commercial accounts.
• Acts as a lead in training, motivating and coaching the sales force in order to maximize team efficiency.
• Maintains good working relationship with key brokers.
• Active involvement in skill development programs for key staff.

Monitoring & reporting:

• Ensures that all financial targets are met by continuously monitoring individual and collective business results.
• Ensures staff performance improvement by driving key activity and metrics.
• Guarantees effective budgeting and cost control.
• Produces accurate and regular reports to the Senior Management team as required.

THE CANDIDATE

Job Skills:

• Credit Insurance industry knowledge is preferred.
• Strong operational focus with tracking of weekly, monthly and quarterly KPI’s.
• Strong written and verbal communication skills and professionalism.
• Experience leading diverse teams.
• Strong leadership and talent development.
• Previous experience in a multicultural / international corporate environment is a plus.
• Microsoft applications experience (Outlook, Word, Excel, SharePoint).
• Knowledge of CRM is a plus.
• Bilingual in French a plus but not required.

Education and Experience

• Degree in Finance, Business Administration, or equivalent preferred.
• At least 8 years of experience of credit insurance commercial experience or equivalent experience in a similar industry.
• At least 5 years of B2B management experience.

Travel

• Ability to travel within Canada and potentially internationally from time to time.

Salary

135,000-150,000 base CAD + bonus