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Coface
- Global Account Manager (HQ)
Bois-Colombes
2015 - maintenant
COFACE, a multinational credit insurance company ranked third in the world, which provides credit risk insurance solutions to companies in 200 countries for €450 Billion B2B credit covered.
As Global Account Manager, my responsibilities also include the expansion of COFACE’s portfolio with key multinationals and top strategic clients spread in 32 countries.
• Retaining a book of 8 key strategic multinationals clients; managing to expand credit insurance value portfolio of €4 million by 15% per year to non-insured subsidiaries.
• Leading a team of 5 account officers and back-office, through various industries: agro food, electric consumer goods, telecoms, trading & recycling, metal and mechanical manufacturing.
• Coordinating Coface’s 32 entities worldwide on quality service required for global clients and targeting local contract extension opportunities.
• Devising growth strategies with international brokers (Marsh, Aon, Willis, AU Group), presenting yearly renewal strategies (100% of portfolio) and acting as program leader for large tenders above €1million with agro oil chemistry.
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Coface
- Regional Commercial Manager Maghreb West & Central AFRICA (Morocco)
Bois-Colombes
2013 - 2015
Managing strong business development over the 11 Coface branches in Africa.
Results for 2014:
- New business: +90% vs 2013
- Portfolio: +50% vs 2013 (x2 in 2 years)
- Annual value growth : 130% budget achievement
• Putting in place new Africa regional head office, having in charge commercial management of 11 Coface’s branches spread over Maghreb, West & Central Africa region.
• Regional commercial team under supervision consisting of 25 full time employees including 11 country managers.
• Increasing number of clients by 112% from 104 policy holders and added 90% to a portfolio at present valued at €6,6 million.
• Creating entire Sales/CRM department to conquer Moroccan market by recruiting and training 9 new staff members and restructuring workflows between commercial, underwriting, claims and information departments for efficient client support.
• Partnered with CEO to create the first credit insurance company in Morocco, by elaborating commercial part of the 5-10 years business plan, approved by Authorities and getting the €5million insurance license.
How to develop sophisticated insurance products in African growing economies? That was my daily challenge and the one the Board of Director tries to address.
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COFACE
- Regional Commercial Manager
Bois-Colombes
2013 - 2015
Regional Commercial Manager for Maghreb, West and Central Africa
Managing strong business development over the 11 Coface branches in Africa.
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COFACE
- Regional Business Development Manager
Bois-Colombes
2011 - 2012
(53 Countries):
* Leading Africa commercial activities of EUR 3,8 million TO, as executive committee member of Coface South
Africa board.
* Developing domestic credit insurance business line by putting in place 4 fronting partnership with AXA
Insurance in Senegal, Ivory Coast, Cameroon and Gabon, based on competitive analyses of 4 insurance
markets along with industry research, performing consumer insight studies and forecasting banks buying
credit insurance for factoring to increase premium by 300k EUR .
* Performing 14 empirical factoring feasibility studies of west and central African market entry strategies in
Ivory Coast, Ghana, Senegal, Mali, Burkina Faso, Benin and Congo Brazzaville.
* Analyzing and identifying key success factors contributing to penetration in 9 SME African markets including
financial innovative partnerships (Factoservice) between retails banks and general insurance companies.
* Implementing factoring without recourse activities with 3 international Banking groups (BNP Paribas, Société
Générale and Bgfibank) over 5 countries and generating more than EUR 110 million financed TO and 107 new
clients.
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Coface
- Regional Business development Manager AFRICA (South Africa)
Bois-Colombes
2011 - 2012
Leading Africa commercial activities of €3,8 million TO, as executive committee member of Coface South Africa board.
• Developing domestic credit insurance business line by putting in place 4 fronting partnership with AXA Insurance in Senegal, Ivory Coast, Cameroon and Gabon, based on competitive analyses of 4 insurance markets along with industry research, performing consumer insight studies and forecasting banks buying credit insurance for factoring to increase premium by 300k€.
• Performing 14 empirical factoring feasibility studies of west and central African market entry strategies in Ivory Coast, Ghana, Senegal, Mali, Burkina Faso, Benin and Congo Brazzaville.
• Analyzing and identifying key success factors contributing to penetration in 9 SME African markets including financial innovative partnerships (Factoservice) between retails banks and general insurance companies.
• Implementing factoring without recourse activities with 3 international Banking groups (BNP Paribas, Société Générale and Bgfibank) over 5 countries and generating more than €110 million financed TO and 107 new clients.
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COFACE
- Managing Director
Bois-Colombes
2006 - 2011
(9 countries)
Results for 5 years mandate:
- Turn Over x5, achieving EUR 1,5 M yearly TO
- Net result growth: +360 % vs 2006
- Opening 2 new countries (Gabon-Ghana) ;
- Switching revenue from 100% internal client (Head Office) to 75% revenue external clients.
* Revamping Coface offices (7) in West Africa through a new legal, HR, accounting, IT and commercial
organization. Expanding Coface network from 3 to 9 countries (Cameroon, Benin, Togo, Burkina Faso; Mali,
Ivory Coast, Senegal, Gabon, Ghana).
* Animating multicultural team from 17 to 40 employees from 11 African nationalities.
* Developing domestic credit insurance revenue by putting in place 3 fronting partnership with GLOBUS
Insurance network over Cameroon, Gabon and Ghana and training the partner's sales force as indirect
distribution channel.
* Creating market feasibility studies for developing factoring, starting with 3 emerging markets: Cameroon,
Gabon and Ivory Coast; analyzing interconnected workflows with Banks to build up internalized factoring
departments, presenting reports to local executive committee of BPCE Cameroon, BGFI Gabon and Société
Générale Côte d'Ivoire and getting their approval to successfully acquire 34 clients for over EUR 43 million
financed TO.
* Coordinating business information network in African markets to drive credit insurance underwriting decision.
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Coface
- Managing Director West Africa (Cameroon)
Bois-Colombes
2006 - 2011
Results for 5 years mandate:
- Turn Over x5, achieving € 1,5 M yearly TO
- Net result growth: +360 % vs 2006
- Opening 2 new countries (Gabon-Ghana)
- Switching revenue from 100% internal client (Head Office) to 75% revenue external clients.
• Revamping Coface offices (7) in West Africa through a new legal, HR, accounting, IT and commercial organization. Expanding Coface network from 3 to 9 countries (Cameroon, Benin, Togo, Burkina Faso; Mali, Ivory Coast, Senegal, Gabon, Ghana).
• Animating multicultural team from 17 to 40 employees from 11 African nationalities.
• Developing domestic credit insurance revenue by putting in place 3 fronting partnership with GLOBUS Insurance network over Cameroon, Gabon and Ghana and training the partner’s sales force as indirect distribution channel.
• Creating market feasibility studies for developing factoring, starting with 3 emerging markets: Cameroon, Gabon and Ivory Coast; analyzing interconnected workflows with Banks to build up internalized factoring departments, presenting reports to local executive committee of BPCE Cameroon, BGFI Gabon and Société Générale Côte d’Ivoire and getting their approval to successfully acquire 34 clients for over €43 million financed TO.
• Coordinating business information network in African markets to drive credit insurance underwriting decision
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DELTA informatique (SOPRA Group)
- Commercial Manager Central Africa (Cameroon)
2004 - 2006
Acquired new clients for ERP integrated software (Oracle-Delta Applications), by traveled intensively in west and central Africa and Europe, and developed also a long-term growth with our existing 350 clients in Africa.
• Conducted prospecting campaigns by industries (Oil& Gaz, logistics& shipping, Telecoms, Cement & buildings, Mining, forestry and Agro food) and countries Equatorial Guinea, Cameroon, Gabon, Democratid Republic of Congo (DRC), Ivory Coast, Mali, Burkina Faso) ; boosted throughput by 30% and increased clients Oracle 9i/Discover certifications from zero to 17+ in 5 months.
• Designed commercial strategy of forestry software (Delta-Gesfor) with a team of 4 engineers and implemented in remote sites (Pokola North Congo, Maluku DRC, Ebolowa Cameroon) to allow Forest Stewardship Council (FSC) Certification to multinationals forestry’s companies.
• Led Delta-Applications sales and maintenance fees of 350 k€ to Compagnie Fruitière project comprising over 5 700 employees and 15 production units; managed operating budgets and commercially trained area engineers to execute transaction.
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SOPRA Group
- Commercial Manager
2004 - 2006
* Acquired new clients for ERP integrated software (Oracle-Delta Applications), by traveled intensively in west
and central Africa and Europe, and developed also a long-term growth with our existing 350 clients in Africa.
* Conducted prospecting campaigns by industries (Oil& Gaz, logistics& shipping, Telecoms, Cement & buildings,
Mining, forestry and Agro food) and countries Equatorial Guinea, Cameroon, Gabon, Democratid Republic of
Congo (DRC), Ivory Coast, Mali, Burkina Faso) ; boosted throughput by 30% and increased clients Oracle
9i/Discover certifications from zero to 17+ in 5 months.
* Designed commercial strategy of forestry software (Delta-Gesfor) with a team of 4 engineers and
implemented in remote sites (Pokola North Congo, Maluku DRC, Ebolowa Cameroon) to allow Forest
Stewardship Council (FSC) Certification to multinationals forestry's companies.
* Led Delta-Applications sales and maintenance fees of 350 k EUR to Compagnie Fruitière project comprising over
5 700 employees and 15 production units; managed operating budgets and commercially trained area
engineers to execute transaction.
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Delta Informatique West & Central
- Commercial
2002 - 2003
Commercial prospects internship (8 months based in Ivory Coast & Cameroon)
* Prospected new clients for the Western and Central Africa areas: Côte d'Ivoire, Mali, Burkina Faso,
Cameroon, Congo, Equatorial Guinea, DRC and Gabon.
* Implementation of 8 ERP Projects under ORACLE 9i.
