Business Development Manager, Iraq ( Iraqi Nationals)

Job Description

<p>The Business Development Manager is responsible for managing a portfolio of clients, developing a healthy pipeline of new prospects and driving the profitable growth of cross border business to meet the goals and aspiration of the client and market first strategy and support the management of a portfolio of clients.</p><p> </p><p>It is the Business Development Manager’s role to fully understand the needs of the client and the full suite of Intl.SOS’s products and services, to recommend the right range of services to the client, to properly advise the client on product and service benefits and features so that clients entirely understand the services they are ordering.</p><p><br></p><p><strong>Key Responsibilities:</strong></p><p><br></p><p><strong>Business Growth ( Acquisition, Hunting) </strong></p><ul><li>Develop and demonstrate a thorough knowledge and understanding of all sectors and target markets within the relevant market segment(s).</li><li>Identify key target potential clients in all appropriate market segments and develop sales strategies and plans to develop and convert a strong new business sales pipeline into contracted sales revenue.</li><li>Continually conduct industry and market research, including surveys, analyse findings and report to the management on new business opportunities and on events that impact current client business.</li><li>Investigate new business opportunities and secure new business in line with the sales strategies and budgets using Salesforce.com to manage the opportunities.</li><li>Anticipate client needs, requirements and market trends, identify buying influences and develop contacts at the highest levels within prospect clients.</li><li>Fully understand the business requirements of prospective clients and the industries within which they operate, and identify buying influencers, decision makers and develop contacts at the highest levels within target clients.</li></ul><p><br></p><p><strong>Account Management ( Renewal, Up-selling , Cross-Selling)</strong></p><p>The BDM Iraq will manage some local accounts in addition to their business development responsibilities. Key responsibilities will include:</p><ul><li>Support growth of profitable revenue through the use of up-selling and cross-selling within the designated client base in the relevant market segment(s)</li><li>Implement a client visit plan and maximize face-to-face Client sales time by arranging and facilitating support resources in an effective manner to drive client retention, renewal and account extension</li><li>Support the development of close relationships throughout all levels of the client base, and initiate negotiations in order to enhance profitable revenue and gross margin</li><li>Continually evaluate progress within the client group against pipeline, revenue and profit targets, client plans, and take action with the GM Iraq as required to amend discrepancies</li><li>Provide value added industry-specific medical and security knowledge to Clients’ within a consultative selling framework, and deliver industry-specific advantage solutions to Clients’</li><li>In conjunction with Operations, manage International SOS’ level of service quality in the provision of medical and security solutions to the designated client base across the region</li></ul><p><br></p><p><strong>Salesforce.Com</strong></p><ul><li>Ensure real time update of all client related activities into Salesforce.com including performing the following activities:</li><li>Managing the sales pipeline, from the start of all engagements with prospects/clients, timely updating any changes (i.e. stages, competitors and resolution causes for WON and LOST opportunities).</li><li>Tracking of all activities/points of contact with prospects/clients, providing detailed information on what was discussed/decided and on exchanged documents.</li><li>Ensuring that all owned records (accounts, contacts, opportunities etc.) are timely and accurately updated</li></ul><p><br></p><p><strong>Financial Responsibilities</strong></p><ul><li>Supervise all administrative and financial activities involving the clients including contract review, pricing, invoicing and Accounts Receivable collections. Some of these tasks are done by using International SOS’ internal systems for example CPQ and Salesforce.com</li><li>Manage collection on Account Receivables, which are either problematic or over 60 days which ever come the soonest.</li><li>Seek prior approval from GM Iraq for non-standard discounts, price changes and any free goods/service incentives.</li></ul><p><br></p><p><strong>Required Skills and Knowledge:</strong></p><ul><li>Ability to cold call and identify business opportunities</li><li>Direct B2B solution / consultative selling experience in complex / service industry with at least 3 years direct selling experience to large multi-national companies</li><li>Exposure to working in a cross-border engagement sales environment including previous working experience selling to emerging markets</li><li> Strong in writing and presenting proposals and reports</li><li>Strong consultative / solution selling skills </li><li>Strong negotiation and influencing skills (impact and influence) </li><li>High profile networking ability and confidence with senior decision makers </li><li>Excellent time management skills with the ability to successfully manage numerous projects simultaneously and drive change</li><li> Strong planning and organization skills with the experience to develop solutions by adopting a consultative sales approach </li><li>Excellent numeric, written and oral communication skills</li><li>Strong presentation skills</li></ul><p><br></p><p><strong>Required Work Experience:</strong></p><ul><li>Minimum 3 years’ experience in sales with proven “hunter” attributes towards acquisition of new business and exemplary levels of client care and focus in building relationships across all levels of the client</li><li>Proven track record of profitable sales growth year on year and pipeline management</li></ul><p><br></p><p><strong>Required Languages:</strong></p><ul><li>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</li></ul>