Business Development Manager - Aviation

  • Full-time

Company Description

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.

Job Description

Profitability

  • Achieve Gross Profit Targets for the European  territory
  • 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 10 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 MedAire 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 a 3:1 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 [Industry Segment] and/or [Country]

Qualifications

  • 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
  • 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. 

Additional Information

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 and Cover Letter.

www.internationalsos.com

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