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Philippe HOEBLICH

Bois-Colombes

En résumé

Mes compétences :
Payment protection
Oracle 9i
Emerging Markets
Strong business development
Risk assessment
Develop sophisticated insurance products
Underwriting
Sector analysis
Customer Relationship Management
Credit risk
Oracle Applications
Oracle
Direction générale

Entreprises

  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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
  • 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.
  • 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.
  • 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.

Formations

  • INSEAD

    Fontainebleau 2015 - 2016 Global Executive MBA
  • INSEAD - Institut Européen D'Administration Des Affaires INSEAD

    Fontainebleau 2015 - maintenant Global Executive MBA

    Intensive 14-17 month fast-track programme and diverse group of participants, the INSEAD Executive MBA delivers a unique Leadership Development Programme designed to further develop and shape personal and professional leadership skills.
  • FIAS Institute (Johannesburg)

    Johannesburg 2012 - 2012 FAIS Regulatory Certificate

    : First Level Regulatory Examination Representatives (N°73223)
  • Skema Business School

    Sophia Antipolis 2001 - 2004 Master in Management 2

    Entrepreneurship & innovation.
    Diploma research: Governance and International Financial System: The role of corruption and international
    governance in risk assessment, focused on commodities and raw material extraction in Africa.
  • SKEMA Business School (ESC Lille & CERAM)

    Sophia Antipolis 2001 - 2004 Master 2 in Management, expert on Entrepreneurship and Innovation

    Master 2 in Management, expert on Entrepreneurship and Innovation
    Trained in the mechanisms of innovation and business creation, including: corporate finance, business plan, risk assessment, marketing and the value of innovation
  • Lycée Madelaine Michelis (Amiens)

    Amiens 1999 - 2001 Ecoles)''
    Technical skills: Oracle 9i Database (DELTA Applications: Payroll System, HR Management, Financial
    Management, Stock/Purchase Management and Specific software), Discoverer
    Languages:
  • Madeleine Michelis School

    Amiens 1999 - 2001 Classes Préparatoires

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