MISSION :
Responsible for building and growing Coface's Debt Collection business in India. The role is a hands-on individual-contributor hunter position focused on developing the market from the ground up, originating and closing new mandates, and creating cross-selling opportunities with Credit Insurance, Business Information and other Coface solutions. The role combines local entrepreneurial ownership with the capabilities, brand and international network of a leading global Trade Credit Insurance organization.
MAIN RESPONSIBILITIES:
- Develop and execute the country go-to-market plan for Debt Collection in India, including priority segments, target accounts, channels and commercial actions.
- Act as a hunter: proactively identify, approach and convert new clients rather than relying primarily on an inherited portfolio or inbound opportunities.
- Build a qualified pipeline through direct prospecting, referrals, networking, events and partnerships with brokers, banks, financial institutions, law firms, trade associations and other relevant intermediaries.
- Manage the full sales cycle from lead generation and needs analysis through proposal, negotiation, contracting and handover for onboarding.
- Work closely with Credit Insurance, Business Information and other commercial teams to identify and convert cross-selling opportunities within Coface's existing client base.
- Translate client needs into commercially sound Debt Collection solutions in cooperation with local, regional and international operations, legal, compliance and finance stakeholders.
- Build trusted relationships with CFOs, Finance Directors, Credit Managers, business owners and other senior decision-makers.
- Maintain accurate pipeline, activity and forecast information in the relevant CRM and provide regular reporting on market development and results.
- Represent Coface as the local Debt Collection commercial ambassador and contribute market intelligence, competitor insights and client feedback.
- Ensure that all commercial activities comply with applicable laws, regulations, internal policies and Coface standards.
COUNTRY MARKET EMPHASIS :
- Prioritise banks, NBFCs, exporters, multinational corporations, large domestic companies and credit-management networks.
- Build scalable lead-generation and referral channels across India's major commercial centres.
- Leverage Coface's existing client base and international network for domestic and cross-border collection opportunities.
KEY PERFORMANCE INDICATORS :
- New Debt Collection clients and mandates acquired.
- Debt Collection revenue, collection volume and profitability against agreed targets.
- Qualified pipeline created and conversion rate.
- Cross-selling opportunities generated and converted with other Coface business lines.
- Strategic local partnerships and referral channels established.
- Quality of sales handover, client onboarding and internal collaboration.
- Bachelor's degree in Business, Finance, Law or a related discipline, or equivalent relevant professional experience
- Minimum 3-5 years of relevant B2B sales or business development experience
- Proven track record of prospecting, originating and closing new B2B business.
- Experience in Debt Collection, credit management, Trade Credit Insurance, banking, financial services, legal services or another relevant B2B solution environment is preferred.
- Entrepreneurial mindset and willingness to establish a new business activity with limited initial structure.
- Self-starter who is resilient, pragmatic and comfortable working independently while actively leveraging regional and global support.
- Strong consultative selling, negotiation, presentation and stakeholder-management skills.
- Commercial judgement and ability to balance growth, client value, operational feasibility, compliance and profitability.
- Fluent English; proficiency in relevant Indian language(s) is an advantage.
CORE BEHAVIOURS :
- Hunter mentality and strong bias for action.
- Entrepreneurial ownership and accountability.
- Client focus and commercial curiosity.
- Collaboration across products, countries and functions.
- Integrity, sound judgement and respect for compliance requirements.
- Persistence and comfort with ambiguity.
- Hybrid working model after the first month
- 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