Global Sales Coordination Manager
Il y a 2 mois
Référence de l’offre
2300023N
Type de contrat
CDI
Niveau d'expérience
Expérimentés
Société du groupeGIE AXA
Famille métierFinance et stratégie
Localisation
PUTEAUX, Hauts-de-Seine
**Votre rôle et vos missions**:
GEM mission is to drive profitable growth for B2B business through bespoke 360° management of its key global customers & partners. The approach is the multi-faceted engagement with our ONE AXA global partners by leveraging all capabilities of our local entities and lines of business. Following 2 successful years, GEM’s mission is accelerating its impact within AXA by: 1/ growing number of strategic partners within portfolio, 2/ taking on brokers’ coordination and 3/ broadening the GEM’s community members within AXA entities and external stakeholders across the world.
The GEM’s partners portfolio is composed of 3 layers: 1/ high-touch for our most strategic ones, 2/ light for our second-tier multinationals and 3/ react for the 360°-view of are entities’ top ones. The **Global Sales Coordination Manager** is responsible to coordinate the relationship with our light partners.
More specifically, his/her missions are to:
- Proactively develop and maintain business global relationship with GEM’s light partners to identify and deliver, alongside our AXA entities, short and long-term growth opportunities.
- Support entities’ partnerships team, GEM Head of Sectors or other AXA functions with all related business pipeline, retention, sales pitches, RFPs and track progress accordingly.
Support timely and successful delivery of new programs and business renewals. Build, keep up-to-date and close opportunity pipelines across the entities for the light partners within the Salesforce CRM.
**Key figures on Global Enterprise Management (GEMs)**
- ~35 global accounts managed by GEMs - 2 Global Brokers to be managed in 2023
- With 6 business sectors: motor/mobility, consumer goods, payment services, banks, utilities/energy and tech/retail.
- Total portfolio managed around >€3bn of GWP/fees (excluding brokers).
- Across ~70 different countries.
- Across all AXA business Lines: P&C, L&S, Health, IM, Assistance, Climate and sustainability, etc.
- Across multiple distribution channels: B2B, B2B2C partnership distribution, B2B2E with employees
**KPIs for 2023**
- 1/ New business (incl. adequate profitability)
- 2/ Active retention
- 3/ Pipeline activity and growth
- 4/ Contact mapping C-level
- 5/ Beyond partnership
- 6/ Give value back to entities and collaboration
- 7/ Data automation and insights
Global Enterprise Management (GEMs) team is led by AXA Chief Commercial Officer and reporting into AXA CEO Office.
Fully focused on our most valued Global Partners, our mission is to build, expand and deliver revenue growth, high retention and client advocacy in the B2B space. This includes the development of B2B2Business, B2B2Customer, B2B2Employee across all AXA assets and capabilities. Our operating model relies on a single point of contact per account leveraging central, regional and local teams in a unified way and collaborating with all entities to diversify and deepen our GEMs portfolio for One AXA.
Our operating model relies on agility, flexibility and team spirit as our culture implies growth mindset, can-do attitude, and collaboration.
**Key accountabilities and major related actions**
**Operational commercial and contact execution of GEM’s light partners across the geographies**:
- Gather Information (Business, Strategy, Key contacts mapping, deal RFP process, etc.) on accounts and industry sector trends and innovation (identified with GEM’s heads of sector).
- Create internal network of stakeholders, notably entities account managers, and host sharing sessions.
- Build Business potential to grow the portfolio together with the Head of Deal Steering: growth opportunities, new wins, Business at Risk, Strategy; define Business Plan & Action Plan; identify “open doors” and cross-selling opportunities to pitch AXA’s value propositions to the light partners; anticipate contract renewals negotiations.
- Support the Head of Deal Steering to proactively develop and maintain a trusted global relationship with GEM Light partners and their brokers, and coordinate multi entities negotiations.
- Support GEM’s Sector Leaders for commercial activities, such as business pipeline building, and keep them fully updated of all activities related to their sector.
- Support, when deals require, the management of broker relationships to identify business opportunities with the entities’ products and services.
**Collaborate within AXA Group and GEM’s light partners to drive appropriate results**:
- In local entities: Local CDOs, Lines of Business, PMOs, Risk Management, product teams, partnership management and sales colleagues, Chief of staff and offices of CEOs.
- In Group / Markets departments: Lines of Business/Technical, Risk Management, Operations: Technology, Data, Tra
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