Business Development Manager – Africa cluster (French speaking countries) (H/F)

International SOS is pioneer and leader in International Health and Security Risk Management since 1985. We are in the business of saving and protecting lives. We are 13.000 employees and operate across 1000 locations in 90 countries. Founded in 1985, the International SOS Group is trusted by 11,000 organisations, including over half of the Fortune Global 500, multi-national corporate clients and mid-size enterprises, governments, educational institutions and NGOs. 11,000 multi-cultural medical, security and logistics experts stand with you to provide support & assistance from over 1,000 locations in 90 countries, 24/7, 365 days. International SOS is a winner of 2021 Training Top 100 by the Training Magazine 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 Staffing services • Healthcare Management Services • Clinic Subscription Services • Medical and Security Assistance services • Medical and Security Consulting Services • Medical and Security Training Services • Medical Supply Chain Services • Work Health and Emergency Services The Business Development Manager is responsible for 1. primarily developing a healthy pipeline of new business with new clients 2. driving the profitable growth of existing clients with untapped potential Key focus of the role is to drive new business acquiring new clients, focusing multinational companies having an international footprint and global companies established in Africa in various market segment : manufacturing, energy, mining, renewable energy, infrastructure and corporate (IT/ Telecommunication/ banking). It is the Business Development Manager’s role to fully understand the needs of the client or prospect, to fully understand the full suite of Intl. SOS’s products and services, to recommend the right range of services to the client, to properly advise the client on product and service benefits and features so that clients entirely understand the services they are ordering. Among other things, the Business Development Manager is responsible for: • Identifying, developing and establishing new business opportunities in relevant customer segments as may be agreed from time to time, with the key aim being to secure profitable revenue and achieve specific objectives. • Building and developing relationships and business opportunities with new and existing clients on a local and often global basis through developing an understanding of our clients and the markets in which they operate and defining and implementing solutions which meet their business needs. • Generating proposals, pricing and contract negotiations across the complete range of services offered by International SOS as part of an appropriate client solution that satisfies and exceeds clients’ needs and expectations. • Maximising every business opportunity by up selling the entire range of Intl.SOS products and services. • Endorsing the key account management responsibilities for strategic clients with significant potential for Account Extension and Growth in the region • Developing cross-border sales opportunities with other sales managers and/or regions as appropriate. GENERAL RESPONSIBILITIES • Identify prospects and leads and build relationships trough regular engagements and create business opportunities based on needs identified • Support all pricing and contract negotiations ensuring the coordination and consistent communication between each region acting as escalation for contract, pricing, dispute resolution • Ensure client/prospect proposals are of a professional standard and in line with company policies and procedures. If a proposal is non-standard, then it is necessary to seek the approval of the Sales and Marketing Manager and/or Group prior to submission to the client. Ensure proposals for indemnified memberships are approved by Corporate if non-standard • Support internal organisation to ensure clients pay promptly within credit terms with zero bad debt accounts • Be a good International SOS ambassador, leading by example ensuring the demonstration of company values at all times • Maintain an open and win-win approach to client relationships, self, department and company through the process of consultative selling • Make use of the Subject Matter Experts to bring more knowledge to our clients • Frequent travel to visit prospects and clients CLIENT EXTERNAL BUSINESS GROWTH (ACQUISITION, HUNTING) • Develop and demonstrate a thorough knowledge and understanding of all sectors and target markets within the relevant market segment(s). • Identify key target potential clients in all appropriate market segments and develop sales strategies and plans to develop and convert a strong new business sales pipeline into contracted sales revenue. • Continually conduct industry and market research, including surveys, analyse findings and report to the Sales and Marketing Manager on new business opportunities and on events that impact upon current client business. Investigate new business opportunities and secure new business in line with the sales strategies and budgets. • Anticipate client needs, requirements and market trends, identify buying influences and develop contacts at the highest levels within prospect clients. • Fully understand the business requirements of prospective clients and the industries within which they operate, and identify buying influencers, decision makers and develop contacts at the highest levels within target clients. • Build credibility with new client prospects by demonstrating a thorough understanding of their businesses and the industries that they operate in and communicating in a way that creates trust and demonstrates professionalism with clients. • Drive the growth of cross border sales through developing close cooperation and strategic relationships with sales and marketing personnel from other regions. • Align International SOS medical and security services with the client requirements to define a sales opportunity pipeline and forecast driving the growth of profitable revenue with the aim to exceed budgeted targets. CLIENT EXTERNAL ACCOUNT MANAGEMENT (RENEWAL, UP-SELLING, CROSS-SELLING) • Support growth of profitable revenue through the use of up-selling and cross-selling within the designated client base in the relevant market segment(s) • In conjunction with the Sales and Marketing Manager, implement a client visit plan and maximise face-to-face Client sales time by arranging and facilitating support resources in an effective manner to drive client retention, renewal and account extension • Organize, drive, report and follow up Quarterly Business Review (QBR) for strategic clients • Support the development of close relationships throughout all levels of the client base and initiate negotiations in order to enhance profitable revenue and gross margin • Continually evaluate progress within the client group, against pipeline, revenue and profit targets, client plans, and take action with Sales and Marketing Manager as required to amend discrepancies • Provide value added industry-specific medical and security knowledge to Clients’ within a consultative selling framework, and deliver industry-specific advantage solutions to Clients’ • In conjunction with Operations, manage International SOS’ level of service quality in the provision of medical and security solutions to the designated client base across the region • Driving client utilisation through educating them on International SOS’s products and services.

Required Skills and Knowledge (Brief description of technical knowledge or skills needed to perform the job) • Ability to cold call / visit • Ability to manage the sales process from Identifying business opportunities to sealing deals. • Strong consultative / solution selling skills in B2B. • Strong negotiation and influencing skills (impact and influence) High profile networking ability and confidence with senior decision makers across Africa • Excellent time management skills with the ability to successfully manage numerous projects simultaneously and drive change • Excellent numeric, written and oral communication skills • Strong presentation skills 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 sees as challenging: not fearful of acting with a minimum of planning; seizes more opportunities than others Business Acumen Knows how businesses work; knowledgeable in current and future policies, practices, trends, technology, and information affecting the business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace 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. Listening Practices attentive and active listening; has the patience to hear people out; can accurately restate the opinions of others even if he disagrees. Organisational Agility