Associate Director - Sales Engagement… at International… · Bangalore

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 (or outside through own network or other leads) through targeting of new business prospects and consultative selling.

Account Management

• The role will primarily be responsible for developing new business with new clients in the primarily in the given Territory (or outside through own network or other leads) in the key market segments such as technology sector including IT & 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, including performing the following activities:
• 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).
• Tracking of all activities/points of contact with prospects/clients, providing detailed information on what was discussed/ decided and on exchanged documents

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:

• Supporting the renewal and business review process by generating client specific activity and utilization reports within the agreed timeframe and review with the relevant Business Development Director / Business Development Manager to ensure the accuracy of information and identification of any potential services issues and implement corrective actions to address the services issues.
• Market intelligence and competitor activity.
• Client utilization.

Process / Project Management

• Management of the end-to-end client renewal process for designated clients.
• Management of the end-to-end new client set-up for designated clients.
• ‘On-boarding’ of new clients including the development of clear operations and billing procedures to allow the Operations Department to effectively service the client.
• 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 (with Finance).
• Issue Certificate of Subscription from Quoting tool (Price Manager).
• Act as the primary inter-department liaison on operational / administrative matters.
• Provide training to operations as and when required.

Quality of Service Management

• Supporting Manager - Client Services in providing the highest standard of service through:
• Maintaining data accuracy and integrity of client data in SFDC, Price Manager and INCA.
• Ensuring that administrative data at the account, program and opportunity level is updated and up to date (contacts, addresses, dates, contracts, activities and subscriber declaration).
• Ensuring that procedures and operational information (Authorized Persons, Emergency Contacts and interface with Insurers) are reviewed, accurate and updated with the Assistance Centre audit as KPI.
• Providing feedback on how to optimize key Sales and Marketing processes re-engineering where required to gain further efficiency and effectiveness.
  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, in line with company standards and pricing procedures

Requirement

Required Skills and Knowledge

• Successful track record in sales and management in a B2B, complex solution selling environment in service focused industries. Key industry sectors will include Tech/IT solutions, GCCs, BPOs, logistics, complex supply chain, and business consulting.
• Ability to collaborate, co-operate and network effectively within a demanding, culturally diverse, matrix organisation. This includes building strong partnerships with medical and security professionals and operations experts.
• Ability to connect with CXO’s in large and medium organizations across MNC’s and Indian conglomerate.
• 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 always.
• Good organizational and administrative skills.
• Creative & out of the box thinking.
• Report writing skills

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
• Experience of working in a matrix organization is preferable.

Required Qualifications

• Post Graduation with an MBA from a reputable university.

Required Languages

• English and local language

Travel / Rotation Requirements

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