Iqarus is a Dubai headquartered specialist provider of health solutions to the international workforce through a combination of frontline and preventative services.  Iqarus offers a range of Offshore & Onshore Healthcare, Environmental Sciences, and Occupational Health & Remote Healthcare solutions to companies deploying staff in the heavy industrial, mining, oil & gas, security industries and International government agencies.

Through a recently announced strategic alliance with International SOS, Iqarus now benefits from the combined capabilities of more than 11,000 staff operating around the world.  The organisation is entering a critical phase in its growth strategy and requires dynamic personnel to lead and support the growth of the business.

Iqarus has two principle Business Units, Health Risk Management and Global Health Services:

·       The HRM Business Unit is centered around a preventative approach to managing the health and wellbeing of our clients’ workforces and comprises three divisions: Occupational Health; Training & Development and Industrial Hygiene.

·       Global Health Services Business Unit provides intelligent health solutions that enable organisations to operate and grow in the world’s most complex and demanding environments using technology-enabled capabilities at the forefront of prevention and detection of workforce health issues, enhancing health, well-being and performance in a workforce.

Accountabilities 

• Responsible for the relationships with the key account portfolio 
• Ensure customer needs are met in line with the client contract work scope 
• Analysis and identification of client needs and opportunities 
• Responsible for key account renewals 
• Ensuring the CRM is up to date at all times 

Main Duties 

Key Account Management 

The key account manager responsibilities: 

• Effectively managing a predefined list of existing accounts to ensure 100% renewal is achieved 
•  Managing client relations ensuring an understanding of client’s business and business requirements 
• Cross selling and up selling the range of products and services available to the client portfolio 
• Generating proposals, pricing and contract negotiation solutions 
• Coordinating responses to client complaint handling and quality assurance events 
• Implement and maintain a client communication plan including a schedule for regular client meetings, QPR’s and debriefs 
• Develop an account plan for each key client defining their market strategy, market share/competitors, growth opportunities, decision making unit and key contacts 
• Growing and maintaining a pipeline of assigned client opportunities on the Iqarus CRM 
• Ensuring all contractual documentation is accurate, filed correctly and variations raised for new contracts are raised in a timely manner 
• Monitor service performance regularly to ensure any issues are addressed promptly and feeding back to the business 
• Work with business development for on boarding of new clients and engaging with key personnel internally 
• Act as the key interface between client and internal teams 
• Interfacing effectively with Business Development, Operations, Billing, Commercial and IT teams to develop and maintain strong working relationships to support the efficient and effective management of clients 
• Ensure relevant representation of Iqarus at client and industry specific events 
• Acquire an in-depth knowledge of the market, drivers, products and services 

Sales, Account Extension and Renewals 

• Generate sales through client relations and understanding of client operations and business requirements 
• In coordination with the Bid Team, lead the bid process on account renewals and extensions 
• Perpetration of proposals in line with the bid process 
• Provide quotes for ad-hoc work 

Financial 

• Regularly review and follow up with debtors to ensure regular and timely payment of invoices 
• Coordinate and responding to financial queries 
• Regularly review and update client monthly forecasting 
• Develop annual budgets 
• Attend and participate in regular aged debt meetings with finance 

Communication and Reporting 

• Regular attendance and participation at weekly opening and closing meetings 
• Effective communication between Business Development, Account Managers, Relationship Managers, Operations Managers and delivery team 
• Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics 
• Assist in the collation, preparation, review and issue of management information 
• Raise and monitor improvement plans to ensure all remedial actions are completed 
• Manage FPAL process and ensure regular FPAL reviews are conducted 

CRM 

• Ensure all owned records (accounts, contacts, opportunities, etc.) are timely and accurately updated 
• Manage and update client account plans regularly 

• Minimum 3 years experience in a client facing, commercially focussed environment 
• Experience in the management of personnel 
• Eligible to work, or resident, in the UK 
• Excellent written, numeric and oral communication skills 
• IT literate – Word, Excel, PowerPoint, Outlook and Visio 
• Ability to work with initiative and minimal supervision 
• Task orientated and result driven 
• Team player with the ability to communicate with people at all levels 
• Customer focussed – dedicated to meeting the client requirements and expectations 
• Excellent listening skills and practices active listening 
• Ability to complete plans to ensure compliance and delivery 

All your information will be kept confidential according to EEO guidelines.