The Client Coverage Manager manages all aspects of commercial relations with the CACEIS clients under his/her responsibility. His/her responsibility is to protect, maintain and grow CACEIS's income generated by the clients in his/her portfolio. He/she is responsible for assessing first-level risks linked to clients under his/her responsibility and the completeness of KYC records.
The missions and activities of the Senior Client Coverage Manager are similar but require additional seniority considering for example the size of the clients portfolio or the level of responsibility in terms of coverage (Global versus Local etc…).

Development of relevant opportunities for his/her clients

• Get a clear, documented understanding of the client's organisation and stakeholders (including supporters and non-supporters)
• Build a network of strategic contacts within the client's organisation (at all levels and in every area of operation)
• Take advantage of CACEIS's strategic positioning and/or the business relationship already established with clients to avoid calls for tender or market studies

Implementation of strategy and tactics for his/her clients

• Develop knowledge of the competitive environment in the market, and the client's segment in particular
• Call on key actors at CACEIS to establish high-level professional relationships and across the entire client organisation
• Prepare and lead Account Reviews which aim to:
  o Present the strategy and tactics implemented by CACEIS for a given key account
  o Have the participants approve the strategy and tactics presented
  o Share the policy analysis of the client
  o Validate the offensive strategy against the competition
  o Notify stakeholders of the actions carried out over the last 3 months
  o Define and validate periodic actions to be carried out
  The objective for the Client Coverage Manager is then to build, through an iterative process with periodic client validation, a unique and differentiated value proposition
   

Development of a differentiated proposition

• Develop a differentiated sales proposal that is tailored to the client and its strategic challenges with the aim of securing and expanding the existing relationship

Monitoring of the business relationship

• Maintain and develop a lasting client relationship at all levels of the organisation
• Position CACEIS as a strategic partner for the client
• Be proactive in internally sharing the strategic objectives of clients in order to set up solutions that align with these ambitions
• Continuously seek out and develop sales opportunities
• Prepare and lead strategic committee meetings with the client's general management and CACEIS General Management
• Work in close collaboration with the operational, IT and support teams on common topics, projects and solutions defined for the client
• May contribute to sales initiatives in the Group's other geographic zones

Coordination of the commercial action plan

• Adapt the commercial strategy defined by the HRC into an action plan
• Communicate the strategy and action plans to all CACEIS stakeholders
• Coordinate the teams in contact with the client

Supervision of the coordination of preparation of agreements concerning the business relationship

• Collaborate closely with the Client Relationship Manager to establish the preparation of agreements concerning the business relationship
• Negotiate the terms of services with existing and potential clients: price proposal (established in accordance with his/her managers)
• Be responsible for the completeness of the information needed to create the administrative & KYC file and compile the file for the Risk and Compliance Committee (CRC Committee) which makes it possible to ensure, in particular, the good character of clients
• Ensure the legal, ethical and operational feasibility of the set-up negotiated with the client
• Initiate onboarding of the new relationship and pass on to the relevant teams all documents and information necessary to provide the services sold
• Update the contract management tool
• Conduct a regular market watch on pricing to ensure that CACEIS remains competitive
• Ensure pricing clauses are updated during renegotiation
• Ensure the implementation of contracts for the services sold

Bachelor's degree 

Minimum of 7 years of experience in Coverage. Suitable for candidates with experience of managing client and commercial relationships.