Business Development Director

International SOS is the world’s leading medical and security services company with over 12,000 employees working in 1,000 locations in 90 countries. We were founded on the principle of putting our clients’ employees first and this is still true today. Led by 5,200 medical professionals and 200 security specialists our teams work night and day to find solutions to protect our clients and their employees in whatever situation they may be facing; we assess, advise and assist from a medical, security and logistical perspective on a global scale to protect and save lives and thereby enable our clients to achieve their business goals. As we’ve delivered on this mission over the last 35 years, we have become the market leader in global telehealth services and digital health solutions for an extensive client base of Fortune 500 companies, NGO’s and governments around the world.

About The Position

International SOS is the world's leading health and security services company. Founded in 1985, the International SOS Group, headquartered in London & Singapore, is trusted by over 9,000 organisations. This includes the majority of the Fortune Global 500, as well as mid-size enterprises, governments, educational institutions, and NGOs. Nearly 12,000 multi-cultural security, medical, logistics and digital experts stand with you to provide support & assistance from over 1,200 locations in 90 countries, 24/7, 365 days. Between them, International SOS employees speak nearly 100 languages and dialects in our Assistance Centres, Clinics, and offices. We help companies prepare their workforce for travel to unfamiliar and remote locations, and provide training and guidance on travel risk management to help keep workers healthy and safe, wherever they may be.

The Business Development Director is responsible for driving the business development strategies within their individual assigned territory, while at the same time developing trusted partnerships with insurers, brokers, TMCs within the New York City market. In this capacity, the incumbent will work closely with the GM/SVP US Northeast to develop market and segment specific business development and marketing strategies to meet New Business targets and goals. This is a remote position with frequent travel within the Metropolitan New York City region.

Come join a team of committed sales professionals who thrive in a high-paced, highly-collaborative, international and solution driven environment. If your passion is to work for the best then please contact us!

View International SOS Facts & Figures: https://www.internationalsos.com/about-us/facts-and-figures

Essential Job Duties And Responsibilities

Business Development

• Has an in-depth understanding of the geographical territory and key industry verticals to identify new prospects and to promote and sell the entire range of International SOS services.
• Understands customer needs, requirements, and market trends, identify buying influences and developing contacts at the highest appropriate levels within target clients and prospects. Feeds this information back to the Region to help modify behavior and approach.
• Effectively manages and maximizes face-to-face client sales time to drive new business acquisition.
• Assists the General Manager to grow and manage a pipeline of opportunities in Salesforce.com to provide accurate forecasting. Reports, as requested, on business development and new opportunities where required.
• Ensures professional representation of International SOS at client and industry specific functions and maximizes network opportunities, e.g. participation in conferences and exhibitions.
• Provides support to the General Manager on the implementation of corporate objectives, by assisting with communication and leading by example.
• Continually evaluates progress within the market/assigned Region against pipeline objectives, revenue and profit targets and client plans.
• Ensures the professional standard of all written client proposals, tender documents and communication is adhered to, in line with company standards and pricing procedures
• Supports Junior BDMs with complex contract negotiations.
• Drives effective pipeline development.

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-Heiman (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 prospect plans and 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.

Qualifications

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 in the financial services, retail, hi-tech, media an advantage.
• 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 in New York City a must.
• Exposure to working in an international cross-border engagement sales environment an advantage.
• Optional: Previous working experience of selling to emerging markets is an advantage
• Useful backgrounds: Security, Insurance, Broker Market. Financial Services

Education And Training

• Minimum of Bachelor’s Degree (Business Studies, Marketing preferred)
• Prior Certification in SPIN training or equivalent
• Training in Salesforce CRM an advantage

Required Language

Ability to communicate in English fluently, (oral and written) is required.

Travel Requirements

25% travel within Region and/or Country with some International travel from time to time

#Americas

Footer

International SOS is an equal opportunity employer and does not discriminate against employees or job applicants on the basis of race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, amnesty or status as a covered veteran in accordance with applicable federal, state and local laws.