Manager Corporate New Business

About the Role

Bupa Arabia is seeking a Manager - Corporate New Business to join their team in Riyadh. This full-time role focuses on promoting and selling Bupa Arabia's products to medium to large and major/key clients through direct and intermediary channels. The Manager will be responsible for fulfilling customer needs from prospecting through card activation, ensuring adherence to all internal and external regulations.

Key Responsibilities

• Achieve personal and team sales targets for Bupa Arabia products.
• Establish and maintain strong client relationships.
• Analyze Private Medical Insurance (PMI) market dynamics and competition to inform yearly plans.
• Conduct market studies to identify new growth opportunities.
• Manage the balance of new business between competitors and client mix (direct vs. intermediaries).
• Collaborate with commercial finance to ensure positive account contributions.
• Assist Relationship team members with client renewals and support marketing plan development.
• Coach and support Account Executives in proposal and presentation preparation.

Sales Forecasting and Pipeline Management

• Maintain a balanced sales pipeline.
• Develop and maintain a yearly funnel of at least 150,000 lives with a value exceeding 90 million.
• Generate leads from various internal and external sources.
• Present quarterly and yearly plans based on funnel analysis and sales expectations.
• Explore new sales areas and strategies to achieve targets.
• Initiate and coordinate action plans for new market penetration.
• Develop and present strategies for key and major accounts.
• Maintain a monthly win-loss activity report.

Sales Administration and Compliance

• Prepare, explain, and collect signed contracts from new clients.
• Manage the entire process on the CRM system, from opportunity creation to invoice generation.
• Prepare and collect signed Know Your Customer (KYC) forms as required by the Saudi Arabian Monetary Agency (SAMA).
• Comply with regulatory policies and regulations, including passing the IFCE (Insurance Foundation Certificate exam).
• Operate in alignment with Bupa Arabia's strategy and values.
• Introduce new clients to Bupa Online services and collect signed Web-Agreements or introduce convenient membership channels.
• Collect first payments and educate clients on Bupa's credit control policy.
• Gather full sponsor documentation as per the Council of Co-operative Health Insurance (CCHI) and provide it to the relevant department.
• Ensure daily updates on Bupa Arabia's management system, Sage CRM.

Client Relationship Management

• Coordinate with operational departments to ensure smooth launch of new policies.
• Conduct product and service presentations for new clients.
• Address and resolve client issues promptly.
• Maintain accessibility for clients to provide support.
• Ensure client satisfaction by delivering services aligned with Bupa's values and resolving complaints efficiently.
• Lead the handover process with the Relationship team according to company policy.
• Provide consistent client feedback to internal departments to recommend improvements and drive revenue.
• Conduct focus groups for large clients in collaboration with the relationship team.

Coaching and Mentoring

• Coach and train new sales executives.
• Assist team members during field visits.
• Maintain a positive and professional attitude to serve as a role model for the team.