“While sales and acquisitions are inherently exciting, they require a clear strategy and methodology, coupled with patience due to potentially long buying cycles. The challenge lies in maintaining patience throughout the process.” – interview with Preslava Gencheva, new Strategic Sales Manager at GrECo Specialty.
Could you tell us a bit more about your new position at GrECo? What will be the main area of your focus?
Gencheva: In my new role as the Strategic Sales Manager at GrECo Specialty, I will primarily concentrate on two key areas. Firstly, I will be overseeing a significant acquisition that demands extensive coordination across various areas within the company and group practices. Additionally, I will be involved in general Sales Management activities, including Sales Performance Management, Sales Methodology, opportunities planning, tracking sales activities, and achieving KPIs. My work will be closely aligned with our Group Communications and Marketing, as the synergy between marketing and sales is crucial for the success of the business activities.
What made you choose to become a part of the GrECo in the first place?
Gencheva: Joining GrECo a year ago as the Deputy Group Practice Leader for Health & Benefits, I was already familiar with the company’s reputation as the leading Risk Consultant and Insurance Broker in the CESEE region. The prospect of being part of GrECo’s international team was compelling, and I accepted the role to contribute to the growth and development of GrECo’s expanding Health & Benefits business. This position allowed me to play a role in meeting the diverse demands of clients and employers across the countries in which we operate.
Which challenges do you expect in your new role?
Gencheva: While sales and acquisitions are inherently exciting, they require a clear strategy and methodology, coupled with patience due to potentially long buying cycles. The challenge lies in maintaining patience throughout the process. A key challenge in Sales Management is ensuring the effective use of CRM systems, as resistance to adopting them can be encountered. The use of CRM is integral for providing real sales control, understanding KPIs, and identifying strengths and weaknesses in the process. As the saying goes, “If you cannot measure it, you cannot change it.” A comprehensive overview of all processes is crucial.
What do you like about the insurance and risk management industry, and what keeps you motivated?
Gencheva: I find immense satisfaction in supporting clients through the insurance process, particularly in the corporate sector. Managing complex risk decisions requires a deep understanding and analysis of various factors. The ability to find the most suitable and beneficial solutions for clients keeps me motivated and fulfilled.
Could you tell us a bit more about yourself outside of work? How do you like to spend your free time?
Gencheva: Outside of work, I am a married mother of an eight-year-old boy. I am dedicated to living a healthy lifestyle and actively contribute to environmental preservation efforts. My family and I enjoy engaging in various sports such as snowboarding, paddling, mountain tracking, and tennis. Additionally, I prioritize mental well-being through activities like reading good books and practising meditation.
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