Overall Purpose of The Job
The Business Development Director is based within the sub location and is responsible to the General Manager (region) to achieve new business targets for the region through management of the business development team. 

Key Responsibilities

 
  1. Develop and implement successful strategies to drive business growth and achieve P&L budget targets throughout (Region) across all product and service lines and all segments 
  2. To lead the execution of the overall new business strategy across the region and to ensure delivery of new business targets. 
  3. Direct management of a team of New Business Hunters - Leadership and people management skills including coaching, change management, motivating and addressing performance is required 
  4. Achieve and exceed 100% of allocated individual new business sales target. 
  5. Maximise cross and up sell opportunities with existing clients. 
  6. Maximise business development opportunities with existing clients across borders internationally. 
  7. Ensure all reports are completed and submitted on time including timely and accurate reporting of all major opportunities and issues arising from clients. 
  8. Proficient with all company systems and processes, in particular, Salesforce and CPQ.
  9. Ensure all sales administration, sales forecasts and reports in the Salesforce are accurate, reliable and timely. 
  10. Ensure sound understanding and value proposition of all International SOS products and services. 
  11. Develop and maintain a sales pipeline for new business and extension opportunities for Workforce Resilience subscription services, Health and Security Consulting solutions and Medical Services cross border opportunities.  
  12. Maximise business development opportunities with other channel partners including insurance brokers, insurers, travel management companies, and other partners in the region.
  13. Understanding of key market competitors and able to tactically differentiate our services against them. 
  14. Proficiency in using social media and Linkedin to manage your professional brand as expert in our field.
  15. Proficiency in using business development tools such as Sales Navigator, Zoom Info and other CRM to build pipeline 
  16. Support the General Manager as required, and work with other Business Development Managers and Account Managers within the region on key clients or prospects, including tenders, up-selling and cross border sales. 
  17. Establish close professional relationships with Business Development Managers and Account Managers in other regions, to support and facilitate inbound and outbound cross border sales opportunities. 
  18. Work collaboratively with SMEs to shape market or vertical factors, to enhance client traction and deliver impactful sales performance for your region. 
  19. Support with the development and delivery of marketing strategies and initiatives as may need to be designed or refined for regional pursuit plans.
  20. Professionally represent International SOS, including at client and industry specific functions and participate in conferences and exhibitions to increase brand awareness and deliver thought leadership.
  21. Undertaking project work or reasonable duties as requested by the GM. 

Requirements

Required Skills and Knowledge 
 
  1. Demonstrated track record in closing new business sales in B2B complex services. where you lead a team of sales professionals. 
  2. Or, previous experience in a start-up which achieved scale, where you lead a team of sales professionals.
  3. Experience of managing, and developing and coaching a team for success and career progression. 
  4. Demonstrable record of leveraging consultative selling skills to successfully meet & exceed targets across multiple business lines/geographies/products and services.
  5. Experience in developing executive/C-suite level client relationships with an ability to identify key cross functional stakeholders within a client’s organisation.
  6. Experience with managing complex commercial negotiations, leading bid, and tender processes.
  7. Experience leveraging and collaborating with internal subject matter experts (SMEs) to support with development and delivery of more complex and higher yield sales opportunities.
  8. Ability to manage pipeline, identify key prospects and convert them into business opportunities.
  9. Excellent communication skills, written and oral.
  10. Creative, innovative and uses initiative.
  11. Strategic thinking and critical judgment. 
 
Competencies Required
 
  1. Consultative Selling Skills
  2. Influencing and Negotiating
  3. Planning & Organisational Skills 
  4. Customer Focus
  5. Action Oriented and Resilient
  6. Managing and coaching skills
 
Required Work Experience  
  1. Track record of success in exceeding new B2B sales targets
  2. Demonstrated ability to develop, maintain and manage a complex pipeline of sales opportunities. 
  3. Demonstrated successes in leading a team to win new business. 
  4. Team player – evidence of being able to lead a sales team which is geographically dispursed.
 
Required Qualifications (Brief description of the educational background needed to perform the role)
  1. Bachelor's degree or master's Degree in a relevant field is preferred.
 
Required Languages (Brief description of the language skills needed to perform the job)
  1. Proficient verbal and written English and relevant native language for local market.
 
Travel / Rotation Requirements (Brief description of any travel or rotation requirements)
  1. Periodic travel to Client sites, team meetings and for training/development session