What are the responsibilities and job description for the Head of Account Management, US position at Coface?
WHO WE ARE
At Coface, we make trade happen everyday.
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!
THE ROLE
The Head of Account Management, US is a strategic leadership role responsible for overseeing the Account Management function across Coface North America. This individual will lead a team of Account Managers who support and grow client portfolios, ensuring excellence in client retention, satisfaction, and renewal outcomes.
This role will drive best-in-class account management practices, including structured renewal processes, effective negotiation strategies, and proactive portfolio management, aligned with Coface’s risk appetite and commercial objectives.
Key Responsibilities
Team Leadership & Development
- Lead, coach, and develop a team of Account Managers across the US
- Establish clear performance expectations, KPIs, and accountability standards
- Foster a high-performance, client-centric culture focused on retention and growth
- Partner with HR and senior leadership on talent planning, hiring, and succession
Portfolio & Client Management Oversight
- Oversee the management of client portfolios to ensure profitability, retention, and risk alignment
- Ensure Account Managers deliver consistent, high-quality service and strategic account support
- Support escalation management and key client relationships as needed
Renewal & Negotiation Excellence
- Drive disciplined and structured renewal processes to improve retention and margin
- Provide guidance and oversight on complex negotiations, including pricing, terms, and conditions
- Ensure alignment between commercial objectives and underwriting/risk considerations
- Implement best practices, tools, and frameworks to optimize renewal outcomes
Cross-Functional Collaboration
- Partner closely with Underwriting, Sales, Risk, Finance, and Operations teams
- Ensure alignment between new business sales and ongoing account management strategies
- Act as a key liaison between client-facing teams and internal stakeholders
Strategy & Process Optimization
- Define and execute the US Account Management strategy in alignment with NAR and global objectives
- Identify opportunities to improve processes, tools, and reporting across the function
- Leverage data and analytics to drive decision-making and performance improvements
Performance & Reporting
- Monitor key performance metrics (retention rates, renewal success, portfolio performance, client satisfaction)
- Provide regular reporting and insights to senior leadership
- Identify trends, risks, and opportunities within the portfolio
Qualifications & Experience
- 10-15 years of experience in account management, client management, or commercial roles within financial services, insurance, or related industries (TCI experience preferred)
- Bachelor’s Degree in Business Administration or related field.
- Proven leadership experience managing and developing high-performing teams
- Strong background in client negotiations, contract renewals, and portfolio management
- Experience working cross-functionally with risk/underwriting teams is highly preferred
- Demonstrated ability to drive process improvement and operational excellence
Key Competencies
- Strategic leadership and decision-making
- Strong negotiation and influencing skills
- Client-centric mindset with a focus on long-term relationship building
- Analytical and data-driven approach
- Excellent communication and stakeholder management abilities
- Ability to balance commercial growth with risk management