MedAire provides aviation and maritime crew members and passengers with fully integrated medical and security solutions. Credited with establishing the world’s first global emergency response centre dedicated to providing immediate, real-time medical assistance to people in remote locations, our centres are staffed by emergency physicians, Registered Nurses, and communication specialists.

The Head of Business Development will be responsible for driving key account acquisitions, new business sales and providing the market intelligence for new product development, to ensure achievement of revenue and profit targets as determined for the region and team. The Aviation Market, both Business and General Aviation as well as Commercial Aviation is the key focus.

Responsible for a team this role will be required to mentor, lead and develop a high calibre team to achieve and exceed sales targets and report on the achievement of these as part of the MedAire Europe Leadership Team. The development of a strategy and strong pipeline will be critical to the success of this role as will be the recruitment and management of the team and their performance.

People Management
•    Plan, organize and direct an efficient and effective team. Upgrade the caliber of the team through coaching and mentoring as well as partnering with HR to ensure effective training and recruitment processes and the monitoring of individual performance to identify a pipeline of talent.
•    Working with the MedAire WW Sales community and Marketing to create a sense of community and high performance in order to achieve a common agenda, clarity and transparency of duties and targets, the exchange of ideas and the development of business opportunities.
•    Build and ensure effective team relationships between the European region and Global team including partnerships with the Product Team, Control Risks and Operations.
•    Participate in conducting workshops both internally and externally, team events, symposiums and networking events within allocated industry sectors to represent the company and increase awareness of MedAire and its complete range of products.
•    Provide ongoing coaching and mentoring through informal and more formal one-to-one reviews to ensure continued motivation, open and effective communication, development and adoption of company values.
•    Develop KPI’s with team members and monitor individual performance, including conducting performance evaluations and performance improvement processes when needed. Measure performance against financial targets and non-financial objectives and implement corrective action as required.

Business Growth
•    Ensure an in-depth understanding of the assigned region including competitor analysis to provide support to the MedAire Sales & Marketing team in the identification of key prospect clients and market segments, to promote and sell the entire range of medical and security services.
•    Contribute to the development of and execute the business strategy and new product development for your region.
•    Develop sales plans – defining market strategy, market share/ competitors and growth opportunities. This role will be critical in aligning the MedAire medical and security services with client requirements to define a sales opportunity pipeline and forecast, driving the growth of profitable revenue with the aim to exceed budgeted targets.
•    Be an ambassador within the Europe teams for the global ‘Client and Market First’ agenda and contribute to the execution of this regionally.
•    Support and implement product initiatives within the region including regionally specific products.

Sales Performance and Process Management
•    Monitor and maintain performance and productivity of the Europe team including effective management of the functional G&A budget and the management of sales performance dashboards.
•    Champion and ensure compliance with Salesforce.com
•    Proactively contribute to the sales forecast review processes to oversee the development of pipeline, identification and support of key deals and opportunities, the assessment of key deals for wider management or other support and the closing of deals in time to meet forecasts and financial objectives.
•    Support all key pricing and contract negotiations and dispute resolutions and ensure all commercial processes adhere to the requirements.
•    Continually monitor and report on progress against longer term pipeline development, annual review and profit targets, account plans and take action to support and overcome any discrepancies.
•    Actively engage with and educate the team to drive relationships with Medical Services, Assistance Operations and Security teams in the acquisition of prospect clients, up-selling and cross-selling of existing clients.

Required Skills and Knowledge 
•    Leadership and people management skills including coaching, change management, motivating and addressing performance.
•    Demonstrated experience as a ‘doer’ and hands on leader. A team player.
•    Results driven with high passion, drive and motivation.
•    Proven sales skills with well-developed influencing, persuasiveness and negotiating abilities.
•    Evidence of strategic thinking and planning skills, particularly in market development and financial analysis and reporting.
•    Accomplished networking skills both internally and externally to ensure collaboration, teamwork and cooperation within a demanding, culturally diverse and matrix organisation.
•    Entrepreneurial, comfortable in a dynamic, fast changing, complex and unstructured environment.
•    Strong analytical, problem solving and decision making abilities.
•    Excellent communication and presentation skills.
•    High standards of honesty and integrity – self-discipline and self-motivated.
•    Customer centric.

Required Work Experience 
•    High levels of experience in a Management Role, and leading complex teams. Exposure and experience of change management an advantage.
•    Considerable and broad experience in a Senior Business Development or Sales role in business-to-business environment and/or service sectors.
•    Able to demonstrate a proven track record of key account management at senior management/board level, developing and building profitable relationships and influencing senior decision makers.
•    Previous experience in aviation ideal, but not essential.

Required Qualifications
•    Educated to Degree or MBA level

Required Languages 
•    Fluent English, both verbal and written.
•    A second language is advantageous, especially German, though not essential.

Travel Requirements

•    Some international travel as required, mainly within Europe.

Here at International SOS we will offer you an interesting, varied and challenging career, where you will have the opportunity to experience working within a multicultural environment

Please apply online now attaching your CV.

www.internationalsos.com