职位描述
This is a new business hunter position in B2B business where our product is intangible service! We are looking for a strong sales experienced persons.
A. Overall Purpose Of The Job
- Achieve revenue targets
- Develop business with qualified prospects and increase market penetration
- Successfully execute distribution strategies and achieve related KPI’s
B. Key Responsibilities
Profitability
- Achieve Revenue Targets for the assigned industries and territories
- Achieve new account acquisition targets for the specified industry, segment, distribution channel and/or territory
Lead Generation
- Prospect Lists. Populate and qualify prospect lists of companies to pursue for new business development
- Prospecting Plans. Develop prospecting plans including objectives, target contacts and action plans for hot leads.
- Action Plans. Effectively utilise and share with appropriate team members Bronze Action Plans and Silver Action Plans.
- Outbound Leads. Perform cold-calling, attend events and build professional networks to initiate contact with new prospects.
- Marketing. Engage in and support before, during and after all marketing activities related to lead generation. Lead agreement marketing initiatives with the support of Marketing.
- Inbound Leads. Pursue leads from Marketing Events, the Assistance Centre, the Website and referrals.
Account Acquisition
- Sales Calls. Conduct a minimum of 7 substantive face-to-face client or prospect sales calls a week to uncover the problems and needs of the client or prospect.
- Call Plan. Develop Call Plans for each substantive face-to-face sales call and share with appropriate team members.
- Proposals. Write business proposals that address the needs of clients or prospects and are aligned with Commercial Services and Legal on pricing and contracting policy.
- Negotiation. Manage client negotiations and handle objections.
- Close accounts. 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.
Product Knowledge
- Understand Key features of International SOS products and how these are delivered.
- Bundle appropriate products to create solutions that meet clients and prospects explicit needs.
- Utilise stories to highlight the value of appropriate and relevant bundled solutions.
Proposals
- Develop proposals that reflect the explicit needs of clients and/or prospects.
- Ensure proposals reflect the value of our solutions to clients and/or prospects.
Internal
- Work effectively with internal partners from the Marketing, Medical, Security, Health, Operations, Commercial Services and Finance.
- Develop, and agree on, a client engagement strategy with key stakeholders.
SalesForce and Pipeline Monitoring
- Grow and manage a pipeline of opportunities in Salesforce.
- Evaluate and Progress. Continually evaluate progress within the market segment against pipeline objectives, revenue and profit targets and client plans. Ensure there is the adequate ratio in the sales pipeline against budget.
- Record data. Ensure real time update of all client and prospect related activities into Salesforce.com including the following activities:
- Managing the sales pipeline, from the start of all engagements with prospects/clients, timely updating any changes (i.e. stages, competitors and resolution causes for WON and LOST opportunities)
- Tracking of all activities/points of contact with prospects/clients, providing detailed information on what was discussed/decided and on exchanged documents
- Ensuring that all owned records (accounts, contacts, opportunities, etc.) are timely and accurately updated
- Ensuring the client operations and billing procedures are complete and up to date
- Ensuring Client Authorisation personnel and their contact details are accurate and up to date
- Mapping clients insurance company(s) and brokers
- Dashboards. Effectively utilise dashboards to manage the sales pipeline, activities and achievement of KPI’s.
- Reporting. Prepare and submit monthly, quarterly and annual and objectives and accurate forecasts.
Market Intelligence
- Industry. Follow the trends, issues, and changes in the industry segment to identify new demand for International SOS products and sales opportunities.
- Competitors. Monitor and communicate competitor activity to Marketing and Management.
- Customers. Develop an understanding of the characteristics, unique needs, buying behaviour, and decision-making attributes of organisations in his/her assigned industries and territories.
C. Job Profile
- Required Skills and Knowledge
- Proven consultative / solution selling skills based on a recognized methodology such as SPIN (Value Selling)
- Proven strategic selling skills based on a recognized methodology such as Miller-Heinman (Targeted Relationship Selling)
- Ability to research and successfully gather all the required / relevant information relating to a client, prospect and/or individual/contact to support each stage of the sales process and buying cycle
- Strong relationship building skills. A natural networker with the ability to map out key account plans and effectively up sell into current accounts together with establishing a pipeline of new client prospects.
- Ability to identify and source opportunities with prospects.
- Well-developed influencing and negotiating skills with the ability to motivate and influence internal and external clients.
- Strong planning and organization skills.
- Excellent time management skills with the ability to successfully manage numerous projects simultaneously, including activity planning and pipeline management.
- Strong individual who can work autonomously and within a team to deliver results.
- Excellent numeric, written, oral communication and presentation skills
- Ability to express ideas concisely and clearly, orally and in writing
- Computer literate (MS Word, Excel, PowerPoint and CRM applications).
- Cultural sensitivity and awareness. Ability to work in a multi-lingual, multi-cultural environment where collaboration is the norm
Required Competencies
- Integrity and Trust: Deals with others in an open and honest manner. Demonstrates and lives by International SOS values. Is widely trusted. Is seen as direct and truthful. Doesn’t misrepresent him/herself for personal gain.
- 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; establishes and maintains effective relationships with customers and gains their trust and respect.
- 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 others.
- Drive for Results: Can be counted on to exceed goals successfully; Prioritizes tasks, overcomes obstacles and accepts accountability
- Perseverance: Pursues everything with energy, drive, and a need to finish; seldom gives up before finishing, especially in the face of resistance or setbacks.
- Listening and Presentation Skills: Practices attentive and active listening; has the patience to hear people out; can accurately restate the opinions of others even if he/she disagrees; is effective in a variety of formal and informal situations. Engages with client and prospects to develop explicit needs.
- Negotiating: Conducts positive negotiations; can win concessions without damaging relationships; stays focused on the required outcome.
- 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.
D. Required Work Experience
- Minimum 7 years’ experience in sales and new account acquisition with gross profit responsibility. Proven track record of achievement required.
- Direct B2B solution/consultative selling experience, especially with the Human Resources or Risk Management related services will be preferred.
- Optional / to be changed as needed
- Experience in selling complex, high-value services required. Experience selling medical, travel or security services preferred.
- Demonstrated success in identifying and developing new business with prospects.
- Business development experience is required.
- Exposure to working in a cross-border engagement sales environment an advantage.
- Optional: Previous working experience of selling to emerging markets is an advantage
Required Qualifications
- Educated to University level
- Training in Salesforce CRM an advantage
Required Languages
Ability to communicate in English fluently, (oral and written) is required.
