International SOS - Business Development Manager - Corporate Sales (8-12 yrs)

A. Overall Purpose Of The Job:

To achieve and exceed gross profit targets by sourcing new business and developing existing clients in the Indian market, within the Corporate segment, through face to face consultative selling and targeting of new business prospects.

B. Key Responsibilities:

Reporting to the Business Development Director - Corporate Solutions, the Business Development Manager - Corporate Sales, will primarily be responsible for developing new business with new clients in the Corporate segment in India and retaining and up selling a wide range of services and solutions to existing Corporate clients.

Business Development:

- Acquire an in-depth understanding of the Corporate segment within the geographic territory to identify key clients and to promote and sell the entire range of Intl.SOS services.

- Complete a minimum of 10 face to face meetings per week.

- Identify and secure prospective clients to drive new business acquisition and gross profit target achievement.

- Understand customer needs, requirements and market trends, identify buying influences and develop contacts at the highest appropriate levels within target clients and prospects.

- Assist in developing market and segment specific marketing strategies and sales plans.

- Grow and manage a pipeline of opportunities in the CRM system (Salesforce.com). Report as requested on business development and new opportunities.

- Ensure professional representation of Intl.SOS at client(s) and industry specific functions and maximize network opportunities, e.g. participation in conferences and exhibitions.

Account Management:

- Work (sometimes in cooperation with Supervisor - Key Account Management) to follow the standard renewal process to renew existing business.

- Support growth of profitable revenue through the use of up-selling and cross-selling within the client(s).

- Provide value added client and industry-specific medical and security knowledge to clients within a consultative selling framework and deliver client specific solutions.

- Implement a client visit plan and maximize face-to-face client sales time to drive client retention, renewal and account extension.

- Co-ordinate appropriate administrative and financial activities for new customers and existing clients including client operations and billing procedures, contract review, pricing, invoicing and AR collections.

SalesForce.com:

Ensure real time update of all client related activities into Salesforce.com including performing the following activities:

- Managing the sales pipeline, from the start of all engagements with prospects/clients, timely updating any changes (i.e. stages, competitors and resolution causes for WON and LOST opportunities).

- Tracking of all activities/points of contact with prospects/clients, providing detailed information on what was discussed/ decided and on exchanged documents

- Ensuring that all owned records (accounts, contacts, opportunities, etc.) are timely and accurately updated.

Cross Border:

- Drive the growth of cross border sales through proactive cooperation with other regions and the Global Accounts team. Ensure recording of cross border activities on the CRM system.

General Responsibilities:

- Continually evaluate progress within the market segment against pipeline objectives, revenue and profit targets and client plans.

- Ensure the professional standard of all written all client proposals, tender documents and communication is adhered to, in line with company standards and pricing procedures.

Internal:

- Manage the implementation of new business won, to ensure that all administrative, operational and financial activities are in place to ensure high levels of service to clients.

- Work with the relevant Marketing Manager to increase awareness of the Company's products and services through conferences and symposiums as appropriate.

- Liaise with the Operations colleagues, other specialists, the Commercial Desk and Legal Teams as appropriate during the sales process.

- Report on activities and performance (and review with management) as requested.

- Prepare and submit annual and quarterly objectives and accurate forecasts

Other Duties:

- To work within and adhere to all Intl.SOS's policies and procedures.

- To carry out any other reasonable duties as requested by the line manager and other senior management members.

C. Job Profile:

Required Skills and Knowledge:

- Skills / Knowledge: IT literate and proficient in the use of computer software including Microsoft Outlook, Excel, Power Point.

- Persuasive, articulate and able to work with and influence people at all levels, diverse background/ industries and personalities.

- Self motivated and possess aggressive sales personality that helps in achieving quantitative results.

- Able to work in a calm, logical and professional manner at all times.

- Good organizational and administrative skills.

- Creative & out of the box thinking.

- Report writing skills.

Required Competencies:

Customer orientation:

- Actively listens and seeks information, identifies customer/client need and checks understanding, builds rapport, develops relationships with key customers/clients, confident in building relationships at all levels.

Communication:

- Excellent written & oral communication in English; good knowledge of local language.

- Actively listens, checks understanding, uses language and tone appropriate for the audience, expresses ideas clearly and logically.

Ethics and Values:

- Adheres to the company's Core Values and beliefs during both good and bad times; acts in line with those values.

Ability to work under pressure

- Able to work under pressure to meet deadlines. Uses positive and constructive coping strategies when under pressure. At all times conducts oneself professionally to reflect positively on the profession he/she represents.

Initiative and Innovation:

- Proactive, generates creative solutions, uses different approaches to resolve issues, generates ideas for improvement, and takes productive action(s) without being asked.

Problem solving:

- Uses logic and methods to solve difficult problems with effective solutions; probes all sources for answers; can see hidden problems; is good at honest analysis; looks beyond the obvious and doesn't stop at first answers.

Good Negotiating skills:

- Ability to negotiate skillfully in tough situations with both internal and external groups; make winning negotiations; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to facilitiate negotiations.

Result orientation:

- Effectively sets and achieves realistic goals, monitors own progress and assesses quality, develops and follows action plans, seeks feedback and modifies accordingly.

Required Work Experience:

- +5 years of proven sales experiences in solution selling to multinational organizations in Corporate sector.

- Experience of working in a matrix organization is preferable.

Required Qualifications:

- Minimum graduate (any stream).

- Post Graduation will be preferable.

Required Languages (Brief description of the language skills needed to perform the job)"

- Excellent oral and written English communication and good knowledge of local language (usually Hindi).

Travel / Rotation Requirements:

- As and when required.