Job description

Company Overview
International SOS (www.internationalsos.com) is the world’s leading medical and travel Security Risk Services Company. We care for clients across the globe from over 1,000 locations in 90 countries. Our expertise is unique: More than 11,000 employees are led by 1,400 doctors and 200 security specialists. Teams work 24/7 to protect our members. We pioneer a range of preventive programs strengthened by our in-country expertise. We deliver unrivalled emergency assistance during critical illness, accident, or civil unrest.

We are passionate about helping clients put their Duty of Care into practice. With us, multinational corporate clients, governments and NGOs can mitigate risks for their people working remotely or overseas.

Our global services include medical and risk planning, preventive health programs, in-country expertise and emergency response for travelers, expatriates and their dependents of over 70% of the Fortune 500 companies.

Overall Purpose Of The Job
The BDM of West US is strategically and tactically driving the sales agenda to exceed the gross profit targets for the North America Medical Services region. Oversees the day-to-day sales activities and client relationships, with a focus on creating high-value engagements to identify and source new business opportunities in the US West market. The BDM will cultivate new business prospects to meet regional sales and growth objectives through face-to-face client interactions and consultative selling of International SOS medical services products and solutions.

The role works collaboratively with Medical Services and H3S North America Sales, Operations and Medical teams to develop and guide the business development strategy of International SOS’s products, services, and solutions. Assures the success and satisfaction of client relationships, involving all aspects of the sales life cycle.

The incumbent will also formulate close working relations with the International SOS sales community to foster cross-border sales collaboration.

Key Responsibilities

• Acquire an in-depth understanding of the geographical territory to identify and target new client prospects for pipeline development, engagement, promotion, and sales of the entire range of International SOS services.
• Effectively engage, manage, and maximize face-to-face client sales time to drive new business opportunities and acquisition.
• Identify and advance the sale of prospective clients by targeting strategic businesses as directed by the SVP, as well as qualifying cold leads to drive a new business pipeline and achieve gross profits.
• Understand customer needs, requirements, and market trends, identify buying influences and develop contacts at the highest appropriate levels within target clients and prospects.
• Provide value-added client and industry-specific medical and security knowledge to clients within a consultative selling framework and deliver client-specific solutions – be the client’s Trusted Advisor
• 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) to provide accurate forecasting and monthly reporting. Report as requested on business development and new opportunities.
• Ensure professional representation of International SOS at client and industry-specific functions and maximize networking opportunities, e.g., participation at industry events, conferences and exhibitions.
• Work in cooperation with other International SOS divisions/groups for collaborative and convergence of clients, opportunities, and sales engagements.
• Co-ordinate appropriate administrative and financial activities for new customers won and existing clients, including client operations and billing procedures, contract review, pricing, invoicing, and AR collections
• General Responsibilities
• Continually evaluate progress within the market/assigned Territory against pipeline objectives, revenue and profit targets and client plans
• Ensure the professional standard of all written client proposals, tender documents and communication is adhered to, in line with company standards and pricing procedures
• Develop and agree on a client engagement strategy with any other divisional or country Account Managers, Client Services Managers, or Service Delivery to ensure:
• Management of the implementation of new business to ensure that all administrative, operational, and financial activities are in place to provide high levels of service to clients
• Interface with Medical, Operations, Commercial Desk and Legal Teams is leveraged optimally and appropriately during the sales process
• Work with the relevant Marketing Manager to increase awareness and brand recognition of the Company’s products and services through conferences and symposiums as appropriate.
• Prepare and submit annual and quarterly objectives and accurate forecasts to the Regional Vice President / Head of Sales (HOS).
• Complete a minimum number of face-to-face client meetings per week (as agreed with the Regional Vice President / Head of Sales)
• 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 SalesForce.com
• Ensure real-time update of all client-related activities into Salesforce.com, including performing the following activities:
• Managing the pipeline from the start of all engagements with clients, timely updating of any changes (i.e., stages, competitors, and resolution causes for WON and LOST opportunities)
• Tracking of all activities/points of contact with 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

Experience

• Proven experience in a new business development role with gross profit responsibility and a track record of achievement
• Direct B2B solution/consultative selling experience in complex / service industry – preferably with the Mining, Energy (Oil & Gas), Infrastructure (Construction, Engineering) and Manufacturing sectors of the US market environment
• Exposure to working in a cross-border engagement sales environment. Previous working experience in selling to US business markets within Mining, Oil & Gas, and Construction is a distinct advantage

Skills

• Proven consultative / solution selling skills based on a recognized methodology such as targeted selling solutions, SPIN
• Strong relationship-building skills at middle and senior client management levels. A natural networker with the ability to map out critical account plans and effectively upsell into both current accounts and new business accounts
• Well-developed influencing and negotiating skills with the ability to motivate and influence internal and external clients to commit to buying and the drive to close sales
• Ability to identify and cold-call prospective clients on business opportunities
• Good strategic thinker with strong planning and organization skills who has the experience to develop solutions by adopting a consultative sales approach
• Excellent time management skills with the ability to successfully manage numerous projects simultaneously, including activity planning and renewal pipeline management
• Strong individual who can work autonomously and within a team to deliver results
• Ability to research and successfully gather all the required / relevant information relating to a client, prospect and/or individual/contact to support each stage of the sales process
• Excellent numeric, written, oral communication and presentation skills
• Computer literate (MS Word, Excel, PowerPoint, and CRM applications)
• Ability to objectively assess own performance and implement self-development plans

Competencies

• Action Oriented: Enjoys working hard; is action-oriented and full of energy for the things that they see as challenging: not fearful of acting with a minimum of planning; seizes more opportunities than other
• Business Acumen: Knows how businesses work; knowledgeable in current and future policies, practices, trends, technology, and information affecting their business and organisation; knows the competition; is aware of how strategies and tactics work in the marketplace
• Customer Focus: Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect
• Drive for Results: Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results
• Listening: Practices attentive and active listening; has the patience to hear people out; can accurately restate the opinions of others even if they disagree
• Organizational Agility: Knowledgeable about how organizations work; knows how to get things done through formal channels and the informal network; understands the origin and reasoning behind key policies, practices and procedures; understands the culture of International SOS
• Perseverance: Pursues everything with energy, drive, and a need to finish; seldom gives up before finishing, especially in the face of resistance or setbacks.
• Planning: Accurately scopes out the length and difficulty of tasks and projects; sets objectives and goals; breaks down work into the process steps; develops schedules and task/people assignments; anticipates and adjusts for problems and roadblocks; measures performance against goals; evaluates results.

Qualifications

• University education – undergraduate degree level

Languages

• Ability to communicate in English fluently (oral and written) is an absolute must. Mastery of other languages will be considered a plus.

Travel

• Travel within the assigned Territory (US West Region, i.e., from the Rocky Mountains to Pacific Coast) will be required regularly. Up to 50% of travel time required to visit clients and operational sites
• Travel to Intl.SOS locations within the USA and abroad will be required from time to time

Job Type: Full-time

Pay: $130,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Life insurance
• Paid time off

Schedule:

• Day shift
• Monday to Friday
• Weekend availability

Supplemental pay types:

• Commission pay

Experience:

• Business development: 5 years (Preferred)
• Sales: 5 years (Preferred)

Willingness to travel:

• 50% (Required)

Work Location: On the road

gatheringourvoice.org is the go-to platform for job seekers looking for the best job postings from around the web. With a focus on quality, the platform guarantees that all job postings are from reliable sources and are up-to-date. It also offers a variety of tools to help users find the perfect job for them, such as searching by location and filtering by industry. Furthermore, gatheringourvoice.org provides helpful resources like resume tips and career advice to give job seekers an edge in their search. With its commitment to quality and user-friendliness, gatheringourvoice.org is the ideal place to find your next job.