Head - Sales & Marketing

A. Overall Purpose Of The Job

(Brief description of the primary purpose of this position)

- The Head of Sales and Marketing is accountable for managing, developing, coaching and organizing the country sales and marketing team for EMI and Corporate Sales sectors, including Business Development, Client Services, Marketing and Business Analysts in India.

- The Head of Sales and Marketing is to ensure the effective management of the assigned teams functional duties, portfolio of clients, the development of a healthy pipeline of new prospects to meet the goals and aspiration of the client and market first strategy and the achievement of sales targets within the region.

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

People Management

- Manage and motivate the assigned sales and marketing team to succeed and achieve their highest potential through training, coaching and practical supervision.

- Plan, organise and direct an efficient and effective team through determining the organization structure, roles and responsibility and performance targets

- Define and implement annual performance reviews and objectives for each team member including quarterly performance reviews and evaluation against objectives

- Measure performance against financial targets and non-financial objectives and implement corrective actions as required.

- Conduct one-on-one reviews to build more effective communications, to understand training and development needs and to provide insight for the improvement of sales and/or activity performance

- Provide on the job coaching and mentoring to ensure continued motivation, development, adoption of International SOS’ values

- In conjunction with Country HR actively participate in and maintain ownership of the recruitment process for all new team members to ensure the acquisition of the highest quality of talent

- In conjunction with Country HR and other senior related stakeholders, plan career pathing for team members.

Business Development

- Ensure an in-depth understanding of the markets in including competitor analysis to provide expert support to the team in the identification of key prospect clients and market segments to promote and sell the entire range of medical and security services.

- In conjunction with the Business Development Directors, Head of Client Services, Marketing Manager and Business Analyst where appropriate, develop an appropriate sales and marketing plan defining the market strategy, market share/competitors, and growth opportunities in the EMI and Corporate Sales sectors. Align International SOS medical and security services with the client requirements to define a sales opportunity pipeline and forecast driving the growth of profitable revenue with an aim to exceed budgeted targets. Ensure the successful execution of the sales plan.

- Build a country execution plan of the global sales Strategy ' Client and Market First' that drives growth, innovation and the people agenda.

- Lead the execution of the overall business strategy across the Sales and Marketing function for EMI and Corporate sectors; delivery of business targets including renewal of existing client base and acquisition of new customers each financial year;

- Manage the Marketing team to ensure the availability, sufficiency and appropriateness of market intelligence to support the identification of opportunities, market trends and market segments

- Develop relationships at Senior Executive level with key clients to acquire a comprehensive understanding of Clients business strategy, needs, requests and demands to feedback to Group and facilitate business development through alignment with International SOS medical and security solutions

- Drive the adoption and measure the growth of the cross border sales strategy developing close cooperation with the Cross Border Product Director and acting as the single point of contact coordination for Regional/Country Sales & Marketing Directors

- Ensure that key alliance partners (eg. Control Risks, RMSI) and distribution partners (such as Insurance companies) remain strongly aligned and engaged with our sales strategy

Account Management

- Support growth of profitable revenue through the use of up-selling and cross-selling within the client base across the assigned segments.

- In conjunction with the Business Development Directors/Managers, review the client visit plans to ensure required number of visits are being completed per week by each Business Development Manager.

- Maximise face-to-face Client sales time by arranging and facilitating support resources in an effective manner to drive client retention, renewal and account extension.

- Support the development of close relationships throughout all levels of the client base (including formal and informal channels), and initiate negotiations in order to enhance profitable revenue and gross margin.

- Continually evaluate progress within the client portfolio, against pipeline, revenue and profit targets, client plans through Salesforce.com, and take action with Business Development Directors / Business Development Managers as required to amend discrepancies.

- Provide value added industry-specific medical and security knowledge to Clients’ within a consultative selling framework, and deliver industry-specific advantage solutions to Clients’.

- Monitor International SOS’ level of service quality in the provision of medical and security solutions to the designated client base across the region, and where needed, develop and help implement plans to address quality of issues or concerns.

Sales Performance / Process Management

- Measure and drive productivity for the assigned sales segments i.e EMI and Corporate Sales. This will also include effective management of the related Sales & Marketing related G&A within budget as appropriate.

- Ensure the adoption and effective use of Salesforce.com. Drive the use of data and data understanding as an effective selling tool within the Sales and Marketing organization (Emi and Corporate sectors).

- Continually evaluate Country progress against pipeline, revenue and profit targets, client plans, and take action with the appropriate Business Development Director/Manager to amend discrepancies and implement corrective actions.

- Monitor International SOS’ level of service quality in the provision of medical and security solutions to the client base by acting as an escalation point for India.

- In conjunction with Country General Manager and Commercial Desk, ensure growth of profitable revenue through reviewing and challenging the existing pricing of key clients and validating accurate pricing has been provided.

- Review and own the sales budget and accurate forecast process for the assigned business sectors.

- Manage and own the annual sales budgeting process for EMI and Corporate Sales.

- Ensure a complete analysis of any clients that “do not renew” with relevant BDM or BDD including corrective actions implemented to mitigate any such instance reoccurring

- Ensure effective utilisation of, and support from Medical, Security, Operations and other specialists in the acquisition of prospective Clients, renewals and up selling to existing Clients

- Provide escalation support to assist with the allocation of support resources to effectively manage the clients’ expectations and issues directly impacting on a client, product or service preventing the provision of services or ability to effectively close a sale.

- Provide escalation support to pricing and contract negotiations for contract, pricing, dispute resolution

- Implement and manage Country Sales Incentive plan and working closely with Regional Sales and Marketing to ensure alignment.

Stakeholder Management

- Provide timely feedback relating to new business, account extension, renewals, sales pipeline and performance against targets to General Manager / Regional Sales and Marketing Director.

- Escalate issues directly impacting on a client and/or preventing the Business Development Directors / Business Development Managers from effectively closing a sale.

C. Job Profile

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

- Sales and Marketing Management experience

- Successfully leading a Country Sales and Marketing team of at least ten team members

- Successfully working with other functions such as Finance, Operations and HR

- Ability to demonstrate a proven track record of profitable sales growth and exceeding sales targets including financial and non financial objectives.

- Ability to demonstrate change management of organizational structures

- P&L and G&A management experience

- Strong sales background, with proven “hunter” attributes towards acquisition of new business and exemplary levels of client care and focus in account management to drive extension business and build relationships across all levels of the client.

- Successfully worked within a matrix culture

Required Behavioral Skills

- Proven coaching and mentoring skills including performance evaluation, improvement and management skills

- Proven consultative / solution selling skills based on a recognized methodology such as SPIN

- Strong negotiation skills (impact and influence)

- Excellent numeric, written and oral communication skills.

- High profile networking ability, strong relationship building skills and confidence with senior decision makers

- Cultural sensitivity and awareness.

- Successful networking skills.

- Excellent time management skills with the ability to successfully manage numerous projects simultaneously and drive change

- Good strategic thinker with strong planning and organization skills who has the experience to develop solutions by adopting a consultative sales approach

- Ability to research different medians to successfully gather all the required / relevant information relating to a client, prospect and/or individual/contact to support each stage of the sales process

- Strong consultative / solution selling skills and well developed influencing and negotiating skills with the ability to motivate and influence internal and external clients to commit to buy and the drive to close sales

- Solid understanding of customer needs

- Ability to work in a multi-lingual and multicultural environment where collaboration is the norm

- Self awareness and ability to objectively assess own performance

- Successful coaching of sales professionals

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

- Strong sales background, with proven Sales and Marketing Management experience and coaching of sales professionals

- Successfully leading a Country Sales and Marketing team of at least ten team members

- Successfully working with other functions such as Finance, Operations and HR

- Extensive direct B2B solution/consultative selling experience in complex / service industry with direct selling experience to large MNC’s.

- Exposure to working in a cross-border engagement sales environment including previous working experience selling to emerging markets.

- Experience working in a services industry and/or strong consultative sales environment

- Able to demonstrate a proven track record of profitable sales growth.

- Demonstration of successfully coaching and developing a sales team

- P&L and G&A management experience

- Strong sales background, with proven “hunter” attributes towards acquisition of new business and exemplary levels of client care and focus in account management to drive extension business and build relationships across all levels of the client.

- Successfully worked within a matrix culture

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

- MBA

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

- Ability to communicate in English fluently (oral and written) an absolute must. Ability to speak another language relevant to location and client base will be an advantage

Experience :- 12 years to 15 years

Interested candidates please share the profile at cv@placers.org