IDB3126 - Division Manager, Asia Region

The Department is responsible for leading and managing the sales and distribution operations by developing business development strategy, identifying new business opportunities in Member Countries and driving sales of existing and new products to increase the business insured and premium income. This department will also be responsible to ensure development of strong market intelligence to assist in effective sales efforts, manage development of new products, create demand for ICIEC products, and manage relationship with sales channels including other IFIs/MDBs, ECAs, Regional and International Banks, Berne Union, Amman Union.

In addition, DBD shall be responsible for developing the overall business strategy of the Corporation in terms of product, market, and client focus in coordination with the Chief Executive Officer, and will be the main person responsible for executing these strategies.

The Department is divided into three regions of focus:

• MENA Region;
• Asia Region;
• Europe & Sub-Saharan Africa Region; and,
• Cooperation and Partnership.

The role holder is responsible for leading the business operations with new and existent clients within the region. This role will define business development and market penetration strategy for the Region, pursue networking with brokers located in the region, industry consortiums, financial institution, and clients to build relationships, develop strong market intelligence to assist in effective sales efforts and hence increase the reach of ICIEC products and services in the Region.   He is also responsible in leading in strengthening the relations with all existent clients to increase premium and business insured through upselling and cross selling business activities.

Strategic Responsibilities

• Leads the development and implementation of the Business and Action Plan within the region covered, in line with the corporate objectives.
• Provides leadership and facilitating work processes to achieve high performance standards.
• Ensures compliance with organizational policies, procedures, and quality standards.
• Creates and maintain corporate relationships with key customer and distribution channels (ECAs, International & Regional Banks, MDBs/IFIs, and Brokers etc).

Market Planning

• Develops business development strategy and plan for ICIEC to enhance ICIE brands and drive the demand of ICIEC products, in alignment with the organizational strategy ensuring long term objectives are kept in focus.
• Designs and implements region specific campaigns to enhance ICIEC brands and its products on countries within the Region where market is penetrable.

Market Research and Intelligence

• Stays abreast with economic, political developments and macro-economic trends in the countries within the Region to evaluate the impact of external trends on business opportunities.
• Builds relations with media outlets and international news organizations in coordination with the public relations function to increase visibility of ICIEC in the financial press.
• Recommends improvement of existing products to ensure satisfaction of customer requirements.
• Organizes and participates in seminars and conferences with ICIEC partners to educate about the ICIEC offerings and acquire new business.

Business Development and Customer Relations

• Defines the sales strategy for selected markets within the Region to drive business sales and increase reach of ICIEC products and services with existent and new clients.
• Explores all cross-selling opportunities with existent relations within the region.
• Manages and provides leadership and facilitating work processes in order to achieve high performance standards.
• Liaises with the Director of Business Development Department to identify the targets for ICIEC products and services in the Region in line with overall strategy and business plan.
• Identifies and pursues networking opportunities that can help in developing relationships beneficial to ICIEC.
• Ensures periodic product trainings are carried out for the team to keep them up to date with ICIEC products and services and the credit insurance industry.
• Analyses the weekly and monthly operations reports and articulates the appropriate action plans
• Coordinates the efforts between his respective Region and other Regions in all aspects of business development activities.
• Liaises with key stakeholders from IDB Group, ICIEC Partners, ECAs and Member Countries to build and maintain relationships to drive synergies to ensure the achievement of the insurance operations goals.
• Manages the annual mission program for the function to be in line with the targets.
• Establishes guidelines on business development and customer relationship methodologies and techniques to apply the same for effective implementation of business development and customer relationship management in all transactions.

Global Customers and HQ Relationship Responsibilities

• Creates short, medium, and long-term business strategies for each of the global relationships (to be managed at HQ level).
• Ensures the global and HQ relationships are shared and business generated & directed to, in addition, to their own regions, to other regions served by the Global relationships.

People Management Responsibilities

• Defines goals and key performance indicators for each member of the team and ensures effective application of the ICIEC Performance and Development Review process.
• Directs planning and selection of manpower in the Region, in line with the business and operational plans.
• Ensures high level of employee engagement and capability development by providing on-going feedback and coaching team members.

• In depth experience in business development and Customer Relations preferably in the Export Credit or Banking Industry.

• Prior experience in underwriting is an advantage.

Marketing, Business Administration, Banking, Insurance Degree Holder