Key Responsibilities：
Retention
Effectively manage and retain accounts of existing Chinese clients and achieve and exceed 100% of renewal gross profit sales budget on time.
Ensure the sales end to end process is followed effectively and renewals are executed in a timely manner before expiry.
Ensure account plans are in place at least for the Top 5 Strategic accounts – defining account strategy, stakeholder mapping and relationship building, market share/ competitors and growth opportunities. Align the International SOS medical and security services with client requirements to define a sales opportunity pipeline and forecast, driving the growth of profitable revenue with the aim to exceed budgeted targets.
Each strategic account should have an up-to-date account plan in place beginning of the new financial year and reviewed every 6 months with Head of Client Services & Account Management & Sales/Cluster Manager.
Ensure a regular Business Review cadence is in place for each strategic account (min twice a year)
Growth and Developments
Drive growth and maximise cross and up sell opportunities with existing Chinese clients in the Region or with support from Chinese cross border colleagues.
Exceed 100% of allocated new and account extension business sales targets.
Foster business development opportunities with existing clients across borders internationally.
Maximise business development opportunities with Joint Venture partners.
Engagement
Be fully engaged and own all aspects relating to client onboarding, utilisation drive, reporting, complaint handling and internal advocacy on behalf of the client. Anticipate and uncover client’s needs, requirements and market trends, identify buying influences and develop contacts at the highest levels within existing accounts.
Manage International SOS’ level of service quality in the provision of medical and security solutions to the designated client base across the geographical remit.
Provide continued operational liaison and review to ensure consistent service delivery through the development of Service Level Agreements.
Maximise business development opportunities in strategic market assigned with new Chinese clients
Understand key market competitors and be able to differentiate our services against them.
Support sinofication of International SOS products and services.
Support Vertical diversification for Chinese clients
Collaboration
Support as and when required, and work with other Business Development Managers and Account Managers within the region and cross border on key clients or prospects, including renewals, tenders, up selling and cross border sales.
Establish close professional relationships with sales team in other regions, to support and facilitate inbound and outbound cross border sales opportunities.
Undertake project work or reasonable duties as requested by the Direct or Functional Manager.
Work within, promote and ensure compliance with International SOS’ WH&S, policies, practices, Equal Employment Opportunity (EEO) and corporate values.
Cadence
Be proficient with all company systems and processes specifically Salesforce and CPQ.
Ensure all sales administration, sales forecasts, client activity, client mapping and information in Salesforce is accurate, reliable and timely.
Develop and maintain a sales pipeline for new business and extension opportunities across Medical Services, Clinic Plans, Corporate Membership, Workforce Resilience, Training and Consulting services product suite.
Ensure sound understanding of the value proposition of all International SOS products and services, through proactive self-directive E-Learning.
Be proficient in using social media and LinkedIn to build pipeline and professional brand as expert in this field as well as identifying client’s stakeholders.
Meet all Quality KPI’s sales performance as advised by the GM Sales, Cluster Manager, Head of Sale or Head of Client Services & Account Management.
Required Skills and Knowledge ：
Demonstrated track record in developing and closing new business as well as managing account portfolio.
A strong natural networker with the ability to effectively upsell to existing clients.
Proven experience in developing engagement strategies and managing complex accounts.
Strong negotiation and influencing skills (impact and influence).
Ability to develop, manage and progress a pipeline of sales opportunities.
Successful experience in formal Sales Methodology & Process.
Action and detail orientation.
Team player – evidence of being able to work in a cross functional team.
Excellent verbal and written communication skills.
Creative, innovative and uses initiative.
Strategic thinking and critical judgment.
Customer orientation (internal and/or external customers).
Digital tools: professional social medias - Microsoft Office suite – CRM
年龄要求：27-39岁
职能类别：大客户销售
关键字：面销/陌拜ToB（企业/机构）