Business Development Manager - New England Region

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. Our Northeastern US Region is looking for a highly motivated Business Development Manager to join their sales team. This is a remote position with frequent travel within the region of Massachusetts, New Hampshire, Rhode Island, Vermont and Maine. Ideal location Boston metro.

Responsibilities

• Has an in-depth understanding of new business sales process along with knowledge 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.
• 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.
• Ensures professional representation of International SOS at client and industry specific functions and maximizes network opportunities.
• 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.
• Drives effective pipeline development.
• Populate and qualify prospect lists of companies to pursue for new business development.
• Develop prospecting plans including objectives, target contacts and action plans for leads.
• 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.
• 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.
• Grow and manage a pipeline of opportunities in Salesforce.
• 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.
• Prepare and submit monthly, quarterly and annual objectives and accurate forecasts.
• 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

• 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 services such as medical, travel or security services, or software as a service (SAAS) preferred.
• Demonstrated success in identifying and developing new business with prospects.
• Exposure to working in a cross-border engagement sales environment is a plus.

Benefits

• Dynamic and respectful workplace.
• Opportunity to contribute to a global network dedicated to protecting people and organisations.