International SOS is the world's leading health and security services company, supporting 89% of the Fortune Global 100 and 64% of Fortune Global 500 companies. We are in the business of saving and protecting lives, when involved in health or security situations. More than 10,000 multi-cultural health, security and logistics experts stand by to provide support and assistance from over 1,000 locations in 85 countries. We help companies prepare their workforce for travel to unfamiliar and remote locations, and provide training and guidance on travel risk management to help keep workers healthy and safe, wherever they may be. Our Sales team is looking for a highly motivated Business Development Manager to join their team, working in Florida. Come join a team of committed sales professionals who thrive in a high-paced, highly-collaborative, international and solution driven environment. If your passion is to work for the best then please contact us!

View International SOS Facts & Figures: https://www.internationalsos.com/about-us/facts-and-figures

Essential Job Duties and Responsibilities:

Profitability

• Achieve Gross Profit Targets for the territory.
• Achieve new account acquisition targets for the specified industry, segment, distribution channel and/or territory.

Lead Generation

• Populate and qualify prospect lists of companies to pursue for new business development
• Develop prospecting plans including objectives, target contacts and action plans for hot leads.
• Effectively utilize and share Action Plans.
• Perform cold-calling, attend events and build professional networks to initiate contact with new prospects.
• Engage in and support before, during and after all marketing activities related to lead generation.
• Lead agreement marketing initiatives with the support of Marketing.
• Pursue leads from Marketing Events, the Assistance Centre, the Website and referrals.

Account Acquisition

• Conduct a minimum of ten substantive face-to-face client or prospect sales calls a week to uncover the problems and needs of the client or prospect.
• Develop Call Plans for each substantive face-to-face sales call and share with appropriate team members.
• Write business proposals that address the needs of clients or prospects and are aligned with Commercial Services and Legal on pricing and contracting policy.
• Project manages the coordination of the various contributors and develop the tender to be submitted.
• Manage client negotiations and handle objections.
• Lead the handover process with Operations, Account Managers/Client Service Managers to ensure that all administrative, operational, and financial activities are in place to ensure high levels of service to clients.

Salesforce and Pipeline Monitoring

• Grow and manage a pipeline of opportunities in Salesforce.
• Continually evaluate progress within the market segment against pipeline objectives, revenue and profit targets and client plans.
• Ensure there is a 3:1 ratio in the sales pipeline against budget.
• Ensure real time update of all client and prospect related activities into Salesforce.com including the following activities:
• Effectively utilize dashboards to manage the sales pipeline, activities and achievement of KPI’s.
• Prepare and submit monthly, quarterly and annual and objectives and accurate forecasts.

Market Intelligence

• Follow the trends, issues, and changes in the industry segment to identify new demand for International SOS products and sales opportunities.
• Monitor and communicate competitor activity to Marketing and Management.
• Develop an understanding of the characteristics, unique needs, buying behavior, and decision-making attributes of organizations in his/her region

Requirements

Required Work Experience:

• 5+ years’ experience in sales and new account acquisition with gross profit responsibility.
• Salesforce experience.
• Exhibits a disciplined approach to sales pipeline development.
• Direct B2B solution/consultative selling experience.
• Experience in selling complex, high-value services required.
• Experience selling medical, travel or security services preferred but not essential.
• Demonstrated success in identifying and developing new business with prospects.
• Exposure to working in a cross-border engagement sales environment is a plus.

Required Education:

• Bachelor’s Degree

Required Languages:

• Ability to communicate in English fluently (oral and written) an absolute must.
• Ability to speak Spanish (oral and written) is an advantage.

Travel Requirements:

• This role will support South Florida, with frequent travel in the region.

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