Representing an increasingly present function in large companies, the Credit Manager nonetheless remains an atypical and often misunderstood figure.
A Role Between Two Worlds
Sometimes positioned under the commercial management (a structure best avoided), often under the financial management (a highly recommended approach), the Credit Manager exists at the intersection of two competing domains. Functionally caught between finance and sales, this role requires building strong bridges to ensure vital communication—always in the company's best interest.
A Credit Manager is neither purely financial nor entirely commercial, yet embodies elements of both. Finance professionals often view this hybrid role with skepticism, while sales teams see the Credit Manager as an intrusive overseer in what they consider their exclusive domain—customer relationships.
Rejected? Isolated? Alone?
Not at all! In fact the Credit Manager thrives in this unique position. Why? First because it demands a taste for risk.
Indeed, standing between two trenches facing each other while polishing up their weapons may seem daring, even suicidal. Just ask the veterans of World War I, peace to their souls, who endured the dangers of no man's land, Exposed to attacks from all sides, yet unable to take cover, the Credit Manager embraces this challenge.
A dangerous Position? Yes. But One with Purpose.
No man’s land is the Credit Manager’s domain. Is the role’s life expectancy short? Possibly. But not necessarily!
A visionary, the Credit Manager pursues an ambitious, sometimes seemingly impossible, goal—to reconcile two worlds that appear fundamentally at odds. A mediator at heart, they champion the company’s ultimate interests, ensuring sustainable success.
A Corporate Diplomat and Strategist
The credit manager is a humanist, a unifier—the corporate embodiment of Jean Monnet and Robert Schuman, the architects of European reconciliation. They understand that a company's survival and growth depend on unity in adversity, speaking with one clear and strong voice to its customers.
The Credit Manager recognizes that, at the highest level, financial and commercial interests converge. Like a parent mediating between siblings, they calm disputes, bridge misunderstandings, and align all parties toward a common goal.
But make no mistake—this is not someone who merely shifts with the wind. If they look left and right, it’s not indecision—it’s strategy. They analyze the entire business landscape, ensuring well-informed decisions.
The Balancing Act: Risk, Profitability, and Negotiation
The Credit Manager knows when to be firm, especially when sales teams, captivated by potential revenue, overlook risks. They secure revenue, negotiating payment terms that mitigate default risk while supporting business growth. When negotiating payment conditions with the customer, they increase turnover in order to lower the default risk to a manageable level.
Thanks to cutting-edge digital tools, they amplify their influence both within the company and externally with customers—highlighting financial priorities, fostering collaboration, and driving alignment on core objectives: cash flow, profitability, and customer satisfaction.
A Warrior for Financial Stability
The credit manager can be combative when necessary. When a client deliberately delays payments or suffers from a weak Accounts Payable structure, they act decisively. Their arsenal are powerful when being well used:
- Credit risk management: to anticipate risk of default, based on multiple internal and external information.
- ProacCash collection: Timely yet firm follow-ups, requiring a neutral tone to ensure client commitment.
- Late payment penalties: A legal tool (depending on jurisdiction) that reinforces on-time payments.
- Pre-litigation strategies or final notice: The art of strategic escalation—showing resolve without rushing into lawsuits.
- Legal action: A last resort, executed with precision, focused solely on effective recovery.
A Gatekeeper, Not an Executioner
Despite this tactical rigor, the Credit Manager always leaves room for negotiation. Their goal is not to alienate clients, but to rehabilitate them—turning defaulting customers back into trustworthy partners.
Beyond Collection: A Strategic Asset: The Credit Manager is a warrior. He fights for financial and sales rep look beyond their immediate self-interest, to coincide with the interests of the company. He fights to establish the conditions for the business relationship to be profitable in the long term and does not become a creditor - debtor relationship - which would mean a failure for both parties. By seeing accounts receivable as a strategic pivot, they identify pain points across departments—quality, logistics, sales terms, and customer service—driving internal improvements. A Digital Force Multiplier: Armed with state-of-the-art digital tools, the Credit Manager expands their impact exponentially—enhancing efficiency, transparency, and strategic decision-making. They never waver in their belief: a well-managed credit function is a company’s silent backbone, ensuring stability, growth, and financial resilience.