A. Overall Purpose of The Job:

To achieve and exceed gross profit targets by sourcing new business and developing new markets, primarily in the given Territory through targeting of new business prospects and consultative selling.

B. Key Responsibilities:

Account Management and Business Development Support:

The role will be responsible for developing new business with new clients in the key market segments such as technology sector including IT and GCCs. The role will also ensure the retaining and up selling a wide range of services and solutions to existing clients.

Business Development:

- Drive and achieve the revenue target by ensuring business closures as per the Budget plan.

- Possess an in-depth understanding of the Target Market within the geographic territory to identify key clients and to promote and sell the entire range of medical and other services.

- Engage in face-to-face CXO customer meetings within the geographic territory and 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.

- Play key role in developing market and segment specific marketing strategies and sales plans.

- Manage and govern a pipeline of opportunities in the CRM system (Salesforce.com).

- Report as required 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:

- Support growth of profitable revenue by tapping up-selling and cross-selling opportunities with the existing client(s).

- Work in cooperation with Operations team to follow the standard renewal process to renew existing business.

- 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 (SFDC Tools for sales management):

- Ensure timely update of client related all activities into Salesforce.com by Self and all team members.

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.

Analysis and Reporting:

- Support the Manager - Client Services as and when required with renewal and business review processes, market intelligence, competitor activity, client utilization, market penetration, and Salesforce compliance.

Process / Project Management:

- Management of the end-to-end client renewal process and new client set-up for designated clients.

- On-boarding of new clients including the development of clear operations and billing procedures.

- Act as primary account person for designated clients on educational matters.

- Monitoring of issuance of client invoices within Contract Invoice Timing (CIT) through to successful delivery.

Quality of Service Management:

- Supporting Manager - Client Services in providing the highest standard of service through maintaining data accuracy in SFDC, Price Manager and INCA, and ensuring procedures and operational information are reviewed and updated.

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 client proposals, tender documents and communication is adhered to.

Internal:

- Oversee the implementation of new business won to ensure high levels of service.

- Work with the relevant Marketing team to increase awareness of the Company's products and services.

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

OH&S Responsibilities:

- Encourage positive attitudes towards OH&S and ensure all workers participate in approved OH&S training programs.

- Ensure the hazard identification and risk management process is utilised effectively.

- Apply OH&S policy and procedures to ensure compliance at all times.

D. Job Profile:

Required Skills and Knowledge:

- Successful track record in sales and management in a B2B, complex solution selling environment in service focused industries including Tech/IT solutions, GCCs, BPOs, logistics, and business consulting.

- Ability to collaborate and network effectively within a demanding, culturally diverse, matrix organisation.

- Ability to connect with CXOs in large and medium organizations across MNCs and Indian conglomerates.

- IT literate and proficient in Microsoft Outlook, Excel, and Power Point.

- Persuasive, articulate and able to work with and influence people at all levels.

- Self-motivated and possess aggressive sales personality.

- Creative and out of the box thinking.

Required Work Experience:

- 15 - 20 years of proven sales experiences in solution selling to multinational organizations in India and exposure of interacting with CXOs based in India or Outside.

Required Qualifications:

- Post Graduation with an MBA from a reputable university.

Travel Requirements:

- Frequent travel within the territory and India and occasional travel outside India to Regional offices or HQ as applicable.