Business Development Manager - Solution Sales - IT

A. Overall Purpose Of The Job (Brief description of the primary purpose of this position)

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

Key Responsibilities (Critical responsibilities and skills of this position, listed in order of importance) : 

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

Business Development & Account Management

- 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.

- Follow the Value Selling model and Account management practices.

- Work to follow the standard renewal process to renew existing business.

- Drive the growth of cross border sales through proactive cooperation with other regions and the Global Accounts team.

- Maintain accurate sales forecasting and client engagement journey through the CRM system.

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

- 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 products & services through conferences and symposiums as appropriate.

- Work with partner organizations closely and promote their services to all clients and further establish International SOS as a broker of capability.

- Work with distribution channels to make further inroads into our accounts and increase our penetration.

 Job Profile : 

Required Skills and Knowledge (Brief description of technical knowledge or skills needed to perform the job) : 

- 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 (Critical behaviors necessary to successfully perform the job)

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 (Brief description of the job-related experience needed to perform the job)

- 5 years of proven sales experiences in solution selling to multinational organizations Experience of working in a matrix organization is preferable.

Required Qualifications (Brief description of the educational background needed to perform the job)