Business Development Manager East Africa Job Placement – International SOS African Services Limited

Job Title:    Business Development Manager East Africa Organisation: International SOS African Services Limited Duty Station:  Kampala, Uganda Reports to: GM Sales and Marketing Africa    About US: International SOS (www.internationalsos.com) is the world's leading medical and travel security risk services company. We care for clients across the globe, from more than 1,000 locations in 90 countries. Our expertise is unique: More than 11,000 employees are led by 1,400 doctors and 200 security specialists. Teams work night and day to protect our members. We pioneer a range of preventive programmes strengthened by our in-country expertise. We deliver unrivalled emergency assistance during critical illness, accident or civil unrest. Our global services include medical and risk planning, preventative programs, in-country expertise and emergency response for travellers, expatriates and their dependents of over 70 percent of the Fortune 500 companies.   Job Summary:  The Sales and Marketing function across all of International SOS' local offices exists to provide comprehensive risk management solutions to deliver end to end medical and security care to existing and potential clients. The main products and services that are sold within the company are:

· Medical and Security workforce resilience subscriptions

· Global Medical Assistance

· Remote Site Medical Staffing Solutions

· Consulting Services

· Global Occupational Care

· Global Travel and Site Security Services

· International SOS Online

· Pandemic Planning

  Overall Purpose Of The Job (Brief description of the primary purpose of this position): To achieve and exceed revenue and gross profit targets by sourcing new business and developing existing clients in East Africa, through face to face consultative selling. To identify East Africa based clients operating outbound across other markets and working cross border with other BDMs globally to secure business acquisition. The scope of the BDM is East Africa, including Kenya, Uganda, Tanzania, Burundi, Rwanda and Ethiopia. The countries included in this cluster may be adjusted before the start of each financial year.   Key Duties and Responsibilities:   Business Development

· Develop a sound understanding of the relevant market segments and identify key prospects and customer segments to promote the entire range of Intl SOS services and explore needs of these segments for potential new products/services.

· Develop new customer prospecting plan which focuses on closing new sales.

· Generate new sales within assigned markets to ensure that revenue and profit targets are achieved against an agreed Sales Plan.

· Forge close cooperation with sales and marketing personnel from other regional operations to foster the growth of cross border sales and master service agreements.

Account Management

· Provide top level account management for existing clients and focus on relationship building to increase the profitability of each client through relationship marketing and cross selling.

· Create key account plans in order to maximize client penetration, identify buying influencers, decision makers and develop contacts at the highest levels within target organizations.

· Ensure that there are regular face to face contacts with all customers assigned and a regular business review supported by data analysis in order to fuel value discussions.

· Drive utilisation of International SOS Services to support renewal and upselling.

People Management

· Lead the development of all aspects of the East Africa Growth agenda in conjunction with all the various support functions and potential direct subordinates, including defining the capabilities, organizational. structure, roles and responsibilities and performance targets.

· Motivation through practical supervision, including managing, appraising, mentoring and coaching, and training aimed at achieving the highest sales potential.

· Define objectives and monitor individual performance and conduct performance evaluations. Implement corrective actions as required.

General Responsibilities

· To ensure the professional standards of all written client proposals, tender documents and communication is adhered to, in line with company standards and pricing procedures.

· Build credibility by communicating trust, morale and professionalism with all customers by understanding the needs of the customer and recommending the appropriate solutions to meet these requirements.

· Develop together with the GM Sales and Marketing Africa an aggressive sales action plan to achieve monthly & annual sales and business targets for new business and cross selling targets.

· Propose possible evolutions and adjustments of the contents of our solutions as may be appropriate in order to secure business growth and penetration of new markets.

· Assist in conducting workshops and symposiums, networking events within allocated industry verticals to increase awareness of International SOS' services available.

· Coordinate all administrative and financial activities involving the accounts including, renewals, contract review, pricing, invoicing and AR collections.

· Ensure clients pay promptly within credit terms with zero bad debt accounts.

· Provide weekly and monthly sales and pipeline reports in-line with Location, Region and Global requirements through effective use of CRM software

· Ensure SFDC is up to date at all times.

  Qualifications, Skills and Experience: Required Qualifications (Brief description of the educational background needed to perform the job)

· Relevant Business degree or diploma.

· Required Languages (Brief description of the language skills needed to perform the job)

· Excellent written and verbal communication in English and in French.

  Required Work Experience (Brief description of the job-related experience needed to perform the job)

· Minimum 5 years' experience within a sales or business development role.

· Proven experience in solution selling, gross margin responsibilities, business-to-business environment and/or service sectors in a long sales cycle environment.

· Must have proven experience of a “hunter” mentality in developing new clients and exemplary level of customer care and focus in account management to drive extension business.

· Work experience or demonstrated knowledge of the Oil & Gas, Mining and/or Infrastructure segments. Experiences with other Verticals such as, but not limited to Aid & Relief (NGOs, Supranational and Institutional organisations) are very advantageous.

  Required Skills and Knowledge (Brief description of technical knowledge or skills needed to perform the job)

· A strong hunter and closer mind-set.

· A natural networker with the ability to effectively up sell into existing clients in addition to establishing a dynamic pipeline of prospects.

· Can work autonomously as well as within a team to deliver results.

· Strong solution selling skills and well developed influencing and negotiating skills with the ability to motivate and influence internal and external clients to commit to buy.

· Excellent time management skills with the ability to successfully manage numerous projects / opportunities simultaneously.

· Project management exposure.

· Cultural awareness.

· Advanced level of literacy in MS PowerPoint and CRM applications. Intermediate level of literacy in MS Word and Excel.

  Required Competencies (Critical behaviours necessary to successfully perform the job)

· Action Oriented: Enjoys working hard; is action oriented and full of energy for the things that he/she sees as challenging: not fearful of acting with a minimum of planning; seizes more opportunities than other

· Initiative: Proactive, generates creative solutions, uses different approaches to resolve issues, generates ideas for improvement, and takes productive action without being asked.

· Customer Focus: Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; established and maintains effective relationships with customers and gains their trust and respect

· Listening: Practices attentive and active listening; has the patience to hear people out; can accurately restate the opinions of others even if he/she disagrees

· Organizational Agility: Knowledgeable about how organizations work; knows how to get things done through formal channels and the informal network; understands the origin and reasoning behind key policies, practices and procedures; understands the culture of Eisai Inc.

· Perseverance: Pursues everything with energy, drive, and a need to finish; seldom gives up before finishing, especially in the face of resistance or setbacks

· Planning: Accurately scopes out the length and difficulty of tasks and projects: sets objectives and goals: breaks down work into the process steps; develops schedules and task/people assignments; anticipates and adjusts for problems and roadblocks; measures performance against goals; evaluates results

· Drive for Results: Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results

· Negotiating: Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging the relationships; can be direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.

  Job Conditions / Contractual (Brief description of the outside factors) Frequent travel to visit clients throughout the East Africa region.   Behaviours (Brief description of any behaviours required in order to align with the organisation) Alignment with the Intl.SOS values of Passion, Expertise, Respect and Care   This job description outlines the types of responsibilities the incumbent is required to perform. The incumbent may be required to perform job related tasks other than those specifically presented in this job description. This job description is subject to regular review.   How to Apply: All candidates should send their applications via Email to: info@xpat-assist.com   For more of the latest jobs, please visit https://www.theugandanjobline.com or find us on our facebook page https://www.facebook.com/UgandanJobline

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