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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

 

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