Debt Collection Sales Manager

Coface; Mumbai; Hybrid; INR 1,200,000 - 2,000,000; Full time

Benefits offered by this job

Hybrid work model

Great place to work

Training and language budget

International exposure

Job summary

Coface in India is hiring a hands-on Debt Collection sales leader to build and grow our local business from the ground up. You will originate and close new mandates, develop the market, and cross-sell Credit Insurance and Business Information alongside core Coface solutions.

The role requires an entrepreneurial mindset, a proven B2B sales track record, and strong stakeholder management. Hybrid work and international backing support your efforts.

Qualifications

• Bachelor's degree in Business, Finance, Law or related discipline or equivalent experience.
• 3-5 years of B2B sales or business development experience.
• Proven ability to prospect, originate and close new B2B business.
• Experience in Debt Collection, credit management, Trade Credit Insurance or related fields preferred.
• Entrepreneurial mindset and ability to start a new business activity with limited initial structure.
• Strong consultative selling, negotiation, and stakeholder management skills.
• Fluent English; local Indian language skills are a plus.

Responsibilities

• Develop and execute India's debt collection go-to-market plan.
• Hunter role: identify, approach and convert new clients.
• Build pipeline via direct prospecting, referrals, events and partnerships.
• Manage full sales cycle from lead to onboarding.
• Collaborate with cross-functional teams to cross-sell Coface solutions.
• Translate client needs into debt collection solutions with local and international teams.
• Build relationships with CFOs and senior decision-makers.
• Maintain accurate pipeline and provide regular market reporting.
• Represent Coface as the local debt collection ambassador.
• Ensure compliance with laws, policies and Coface standards.
• Prioritize banks, NBFCs, exporters and large corporates.
• Develop scalable lead-gen and referral channels in India's major centres.
• Leverage Coface's client base for domestic and cross-border opportunities.

Skills

B2B sales

Prospecting

Closing deals

Consultative selling

Negotiation

Stakeholder management

Presentations

Self-starter

Independent work

Education

Bachelor's degree in Business, Finance, Law or related

Job description

• Contract type (job boards): Permanent contract

Company Description

Our 5,200 experts representing 80+ nationalities in 58 countries are united by a shared purpose: helping companies navigate through uncertainty by empowering them to make the right decisions and trade smarter in a complex world.

With nearly 80 years of global experience, we offer companies a full range of solutions: Trade Credit Insurance, Business Information, Debt Collection, Single Risk insurance, Surety Bonds, Factoring — all driven by a unique data patrimony, cutting-edge technology, innovation and a deep understanding of the global economy.

Joining Coface means being part of a close-knit international organization, where your ideas matter. We foster a culture of learning, collaboration and inclusion where you are given responsibilities and can see the impact of your actions.

Shape the future of trade with us. Join our Happeners!

Job Description

MISSION :

Responsible for building and growing Coface's Debt Collection business in India. The role is a hands-on individual-contributor hunter position focused on developing the market from the ground up, originating and closing new mandates, and creating cross-selling opportunities with Credit Insurance, Business Information and other Coface solutions. The role combines local entrepreneurial ownership with the capabilities, brand and international network of a leading global Trade Credit Insurance organization.

MAIN RESPONSIBILITIES:

• Develop and execute the country go-to-market plan for Debt Collection in India, including priority segments, target accounts, channels and commercial actions.
• Act as a hunter: proactively identify, approach and convert new clients rather than relying primarily on an inherited portfolio or inbound opportunities.
• Build a qualified pipeline through direct prospecting, referrals, networking, events and partnerships with brokers, banks, financial institutions, law firms, trade associations and other relevant intermediaries.
• Manage the full sales cycle from lead generation and needs analysis through proposal, negotiation, contracting and handover for onboarding.
• Work closely with Credit Insurance, Business Information and other commercial teams to identify and convert cross-selling opportunities within Coface's existing client base.
• Translate client needs into commercially sound Debt Collection solutions in cooperation with local, regional and international operations, legal, compliance and finance stakeholders.
• Build trusted relationships with CFOs, Finance Directors, Credit Managers, business owners and other senior decision-makers.
• Maintain accurate pipeline, activity and forecast information in the relevant CRM and provide regular reporting on market development and results.
• Represent Coface as the local Debt Collection commercial ambassador and contribute market intelligence, competitor insights and client feedback.
• Ensure that all commercial activities comply with applicable laws, regulations, internal policies and Coface standards.
• Prioritise banks, NBFCs, exporters, multinational corporations, large domestic companies and credit-management networks.
• Build scalable lead-generation and referral channels across India's major commercial centres.
• Leverage Coface's existing client base and international network for domestic and cross-border collection opportunities.

KEY PERFORMANCE INDICATORS :

• New Debt Collection clients and mandates acquired.
• Debt Collection revenue, collection volume and profitability against agreed targets.
• Qualified pipeline created and conversion rate.
• Cross-selling opportunities generated and converted with other Coface business lines.
• Strategic local partnerships and referral channels established.
• Quality of sales handover, client onboarding and internal collaboration.

Qualifications

• Bachelor's degree in Business, Finance, Law or a related discipline, or equivalent relevant professional experience
• Minimum 3-5years of relevant B2B sales or business development experience
• Proven track record of prospecting, originating and closing new B2B business.
• Experience in Debt Collection, credit management, Trade Credit Insurance, banking, financial services, legal services or another relevant B2B solution environment is preferred.
• Entrepreneurial mindset and willingness to establish a new business activity with limited initial structure.
• Self-starter who is resilient, pragmatic and comfortable working independently while actively leveraging regional and global support.
• Strong consultative selling, negotiation, presentation and stakeholder-management skills.
• Commercial judgement and ability to balance growth, client value, operational feasibility, compliance and profitability.
• Fluent English; proficiency in relevant Indian language(s) is an advantage.

CORE BEHAVIOURS :

• Hunter mentality and strong bias for action.
• Entrepreneurial ownership and accountability.
• Client focus and commercial curiosity.
• Collaboration across products, countries and functions.
• Integrity, sound judgement and respect for compliance requirements.
• Persistence and comfort with ambiguity.

Additional Information

• Hybrid working model after the first month
• Great place to work:central and modern office
• Opportunities to learn:budget every year for training, languages platform, e-learning platform, dedicated development program…
• Career opportunities: Opportunity to build your career (both locally and internationally) in a large global company, one of the world leaders in its field

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