Sales Director

hace 2 semanas

Ciudad de México AXA A tiempo completo

AXA Partners México is looking for its new Sales Director.

Something about the role:
Oversee profitable growth ambition for AXA Partners Mexico from strategy definition to execution, managing a team of sales (hunters, farmers & support) to achieve AXA Partners Mexico ambition in Motor, Travel, Health, Home, Credit Lifestyle & Protection (CLP).

Define the end-to-end sales strategy & steer the sales activity on a daily basis.

Build strategic partnerships with key market players in each line of business (AXA Seguros, Insurance companies, Banks, OEMs, Airlines, OTAs, Utilities, pharma Co, etc.)

Launch new innovative assistance services to maintain a competitive advantage against the competition.

Define key priorities in line with the entity start plan & the ‘go-to-market’ strategy to maximize AXA Partners positioning in the value chain targeting the highest possible margins.

Specific projects to manage: Strategic review, Health positioning/redefinition of AP Mexico strategy, AXA Seguros relationship review, new business model for Motor. B2C Travel. Travel Agents distribution

Key Responsibilities

Strategic vision: Define & formalize the business development strategy including targets & key partners. Focus on large tickets with the higher return. Ensure a selective growth approach to divest from unprofitable & small contracts.

Business development: develop a commercial plan & pipeline with a continuous monitoring to assess progress vs. targets & boost profitable growth.

Steering of the business: coordinate progress of the sales activity vs. Targets in terms of New Business, Goss Written Premiums, and profitability. Coordinate progress of deal implementation with key AXA interlocutors (inside & outside the company)

Innovation: constantly look for innovative services to increase value of our solutions

Team work & matrix organization: articulate efforts with the other Excom members, transversal functions and all professional familities that can have a regional or central reporting line. Prepare deal presentations for validation with the different instances & Committees at regional and central levels (Underwriting, IT, Risks, etc.,)

Compliance with group standards ensure a zero default compliance with all group norms and standards in terms of level of commissions/remuneration. Internal control, compliance, deal implementation process & contract formalization.

**Su Perfil**

Skills And Experience

Deep understanding of the Mexican market (insurance, assistance & services, credit) including key figures, metrics, macroeconomics, key strategic changes happening, the regulation, the competition & the fast-changing context (regulatory, business, economy).

Business development
- Be able to build partnerships looking for win-win strategies to align incentives with distribution partners.
- Be able to convince and always be prepositive to find the best angle to open new business relationships. Be able to build compelling stories to attract partners & differentiate from the market & competition.
- Understand the AXA Group, its dynamics & ecosystem to leverage its benefits & size, intrinsic knowledge, best practices, GEM accounts, etc.
- Be creative & innovative to test new concepts (B2C & B2B2C distribution in Motor for instance) & adapt to fast evolving customer interaction needs & expectations.
- Demonstrate high leadership skills to motivate the sales team, inspire & develop the next generation of sales leaders.
- Be able to attract & retain talents.
- Navigate uncertainty, be able to invent own path when the critical road is not defined.
- Be role model and a team player to collaborate & mobilize key stakeholders from all the company & external partners.

Sales & strategic analysis
- Business acumen.
- Analyze value chain from key partners, understand key figures.
- Study the market in a continuous way (legal, key economics, regulatory, etc.).
- Understand the company positioning & be able to walk up the value chain to avoid being the last intermediary with the lowest margins. Be able to anticipate the market evolution.
- Be able to anticipate risks, deviations against pricing & quickly implement workarounds, repricing etc. to implement strategic projects.
- Define market entry strategies with new partners.
- Build high impact presentations and adapt them to each audience (clients, regional visitors, central leaders, etc.)

Organization & Project Management
- Advanced project management skills - implement the appropriate governance to implement new business & monitor the execution.
- Be able to translate a vision into an actionable plan to secure the execution.

Required experience
- Bachelor’s degree in Business Administration, Computer Science, Information Technology, Information Management, Economics, or Statistics, or in a related field.
- At least 5 years in a sales position with a proven track record in building partnerships and having sales target.
- Knowledge of the Mexican market, the insuran

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