The role holder is responsible for supporting sales in Egypt for certain products in general by bringing new customers and upselling cross selling activities with existent clients within the country 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 Egypt he/she is operating, IsDB Group and other stakeholder to explore new business opportunities to enhance ICIEC sales within the country.

The role holder may be assigned underwriting responsibilities for policyholders where the risk is within the MENA region pertaining to commercial and/or political risks by analyzing and screening proposals, performing risk analysis and due diligence, managing credit limit applications and documentation of approved policies and timely preparation of requisite reports. This role holder is also responsible for presenting information and data collated about the potential customer to the Underwriting and Claims Committee to assist in making an informed decision. The role holder will provide inputs to policy administration database to ensure effective management of policy and safeguarding the corporation’s financial health.

Business Development

• Ensures implementation of the business development plan as per the guidelines defined by the Division Manager of region.

• Pursues all leads identified in close coordination with the Division Manager of the 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, ECAs, 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 Division Manager of the 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 Division Manager of the region.

Market Intelligence

• Liaises with the Division Manager of the region to develop understanding of the target Member Countries by staying up to date with economic, political developments, national development plan and macro-economic trends to provide input 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 themselves 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 Division Manager of the Region and in coordination with underwriting function.

Underwriting (on ad-hoc basis)

• Responsible in underwriting operations pertaining to commercial and political risks for policyholders where the risk is within the MENA 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, analyses 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 Legal Affairs 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 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.

• Reports on technical underwriting matters to the concerned manager in the Underwriting Department.

• Manages the collection process and follows up on the outstanding receivables in coordination with Finance with a strong focus on reducing the customer outstanding balance.

• Conducts regular monitoring/review of outstanding accounts and potential collection problems.

• Recommends appropriate measures for collection issues in close coordination with the concerned Business Development and Finance Teams to resolve client discrepancies and facilitate collections.

• Ensure that NPLs are well managed and coordinates closely with the claims division in minimizing loss.

Reporting

• Prepares weekly reports providing details about - number of potential customers approached, status of the negotiation, business insured, sales progress against established plan etc. to the Division Manager of the region  to track progress against established plan.

• Prepares monthly reports providing details about – new business insured, policy issued, premium and prospective pipeline to the Division Manager of the region to track performance against established plan and undertake course correction if required.

Other Responsibilities

• The role holder will also perform duties pertinent to the Department/Division/Function as assigned by the supervisor.

Field of Study

• Marketing, Business Administration, Finance, Economics

Academic Qualifications and Relevant Experience

Qualification Level

High School Diploma

Bachelor’s Degree

Master’s Degree

Doctorate

Experience

5-8 years

2 years

Ø

Nature of Experience

• Prior experience in Marketing or Underwriting, in Business Development and/or Customer Relations, preferably in the Export Credit/ Banking Industry.

Professional Certifications (as applicable)

• N/A

Business Language Skills

• Very good command of written and spoken English essential. Knowledge of either Arabic or French is an added advantage.

Key Performance Indicators

• Revenue (premium, commissions and fees) generated from the clients

• Business insured from the clients

• Number of new Policies issued

• Renewal rate

• Response time in reverting to customers

• Quality of underwriting:  Claims Ratio, NPLs Outstanding

• Acceptance Ratio

• Premium generated from existing policyholders

Core Competencies

Competency

Proficiency

Focus on Customers

Applying

Drive Results

Applying

Collaborate as One Team

Applying

Strive for Continuous Improvement

Applying

Serve and Respect All

Applying

Technical Competencies

Core Competencies

Competency

Proficiency

Business Prospecting and Origination

Intermediate

Knowledge of Sales Tools

Advanced

Knowledge of Market Intelligence Techniques

Intermediate

Industry and Market Knowledge

Intermediate

Knowledge of Product Development Principles

Intermediate

Marketing and PR Skills

Intermediate

Event Management Skills

Intermediate

Networking Skills

Advanced

ICIEC Business Knowledge

Advanced

ICIEC Product Knowledge

Advanced

Awareness of Member Countries

Advanced

Knowledge Sharing

Intermediate

Communication and Presentation Skills

Intermediate

Knowledge of political risk analysis

Advanced

Technological Adaptability

Advanced

Business Acumen

Advanced

Risk Management

Intermediate

Knowledge of Insurance Information Management System (IIMS)

Intermediate

Consultative Solutioning

Intermediate

Required Level of Interaction

• Influence - Adapts style and uses persuasion in delivering messages. Issues may be complex, or audience perspectives may be divergent, or information may be non-routine in nature.

Location

• Egypt/Cairo Regional Hub

Travel Needed

• Yes