Business Development Manager - Eastern Canada

About the position:

International SOS is the world's leading health and security services company. Founded in 1985, the International SOS Group, headquartered in London & Singapore, is trusted by over 9,000 organisations. This includes the majority of the Fortune Global 500, as well as mid-size enterprises, governments, educational institutions, and NGOs. Nearly 12,000 multi-cultural security, medical, logistics and digital experts stand with you to provide support & assistance from over 1,200 locations in 90 countries, 24/7, 365 days. Between them, International SOS employees speak nearly 100 languages and dialects in our Assistance Centres, Clinics, and offices. 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.

The Business Development Manager is responsible for driving the business development strategies within their individual assigned territory while at the same time developing trusted partnerships with insurers, brokers, TMCs within the Canadian Region. In this capacity the incumbent will work closely with the General Manager, Canada to develop market and segment specific business development and marketing strategies. This is a remote position with frequent travel within the region. Ideal locations include metropolitan areas in Ontario.

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:

• Has an in-depth understanding of the geographical territory and key industry verticals to identify new prospects and to promote and sell the entire range of International SOS services.
• Understands customer needs, requirements, and market trends, identify buying influences and develop contacts at the highest appropriate levels within target clients and prospects. Feed this information back to the Region to help modify behavior and approach.
• Effectively manages and maximizes face-to-face client sales time to drive new business acquisition.
• Assists the General Manager to grow and manage a pipeline of opportunities in Salesforce.com to provide accurate forecasting. Report as requested on business development and new opportunities where required.
• Ensures professional representation of International SOS at client and industry specific functions and maximizes network opportunities, e.g. participation in conferences and exhibitions
• Provides support to the General Manager on the implementation of corporate objectives, by assisting with communication and leading by example.
• Continually evaluates progress within the market/assigned Region against pipeline objectives, revenue and profit targets and client plans
• Ensures the professional standard of all written client proposals, tender documents and communication is adhered to, in line with company standards and pricing procedures
• Supports junior team members with complex contract negotiation
• Drives effective pipeline development

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

Additional Responsibilities

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.

Travel Requirements:

This role will support the Eastern Canada region, with frequent travel in the region. Ideal locations include metropolitan areas such as Toronto or Ottawa.

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