CEO Insights Magazine

As the world operates in fast-forward mode, organizations are in need of evolving strategies and models for commercial success. This is precisely where the Chief Commercial Officer (CCO) steps into the scene. They play a pivotal part in juggling complex and diverse tasks to ensure that business strategy aligns seamlessly with sales tactics and client needs. Their significance lies in their ability to keep the overarching goals in check for the CEO, ensuring the customer's perspective is not just heard but actively considered. As we bring the stories of such remarkable CCOs, we shed the spotlight on the journey and insights of Shan Aboo, Chief Commercial Officer at Allianz Trade in Asia Pacific.

He was born and raised against the ever transformational background of Dubai, but his roots trace back to India. He completed a degree in computer science engineering but started his career as a cabin crew member with Emirates Airlines, offering more than just global adventures. The skills cultivated, including time management, cultural sensitivity, and conflict resolution, form the backbone of his professional journey.

In 2008, he joined Euler Hermes (now Allianz Trade) as a Business Development Manager in Dubai. Over 15 years, he progressed to roles spanning bank partnerships, commercial director for ASEAN in Singapore, and leadership positions in Hong Kong. He was appointed ASEAN CEO upon his return to Singapore in 2021 and assumed Chief Commercial Officer for the Asia Pacific business since 2022. Let’s hear more from the man himself.

What motivates your daily routine as a professional and leader?

My motivation lies in the pursuit of professional success and a sense of achievement. Appropriate recognition also drives people to do more, I believe. Together with my partner, we set realistic goals over one, three, and five years and work towards achieving them.

Staying with the same company for 15 years reflects the opportunities and support graciously extended to me. The belief in our products' value fuels my passion to modestly promote its utility in the market. My aim is to humbly raise awareness and encourage timely utilization for the benefit of all.

Define Allianz Trade as a brand. What are the factors you take into account when developing cutting-edge strategies and procedures to bring new customers and meet sales growth targets?

Allianz Trade is the global leader in trade credit insurance and part of the world's largest insurer, Allianz. The Allianz brand boasts over 120 years of experience and is among the top 25 brands in the world. As for Allianz Trade, we are present in 50+ markets with 6,000 employees. Known for consistently settling claims, our AA credit rating underscores our financial strength making us trustworthy for many banking partners. The monitoring on 80 million+ companies across all industries allow us to make informed credit decisions; crucial as open credit grows in global trade.

For us, engaging new audiences goes beyond customers; it includes attracting the right talent as well. The Allianz Trade name change from Euler Hermes has brought increased recognition and digital traffic. People know us, are willing to buy from us, and even want to join our workforce. Market analysis, direct customer and broker feedback, and agility in innovation drive our strategic plans. Internal improvements, like reducing decision-making time, are evident in our leading customer Net Promoter Score (NPS). Our agility, especially in digital products, sets us apart. With a foundation in excellent risk management, our insurance product is essential for companies' credit management. Customer communication and leveraging on 120 years of experience are crucial for sustained success in a dynamic market.

Describe your leadership style.

When it comes to my leadership, collaboration is a significant aspect. I prioritize fostering communication and sharing best practices. Communication is crucial. Our high engagement scores reflect the team's motivation, recognition, and willingness to recommend our products.

I can be hands-on or take a broader view based on the team's and clients' needs. Flexibility is key especially when pursuing goals, as adjustments may be necessary. I consider my leadership style as transformational, adaptive, and collaborative. Inclusivity is paramount to me, coming from my understanding of diverse cultures and backgrounds. I aim to create an environment where everyone can be themselves while delivering results.

What advice would you give to emerging leaders in the industry?

Embarking on credit insurance means grasping its vital role in global trade. Most of you might not know the industry when entering, just like me 15 years ago. Remember that the skills you learned from other sectors are transferrable, use them wisely. Agility becomes crucial as our industry undergoes rapid changes, with expectations of increased claims following a period of lows. Staying ahead of these cycles is important. As a leader, actively communicate industry dynamics and stress the importance of proactive measures to your team. This ensures everyone is well-informed and can actively convey the same message to customers, promoting protection during evolving market conditions.

Shan Aboo, Chief Commercial Officer, Allianz Trade in Asia Pacific

His current focus involves overseeing new business development, account management, commercial underwriting, and marketing strategies across the region's 12 diverse markets. His professionalism and customer service make him a trusted partner in the eyes of colleagues, partners and customers.