Business Development Director

2 weeks ago

Pasig, National Capital Region, Philippines International SOS Full time

Job Title: Business Development Director

Location: Ortigas, Pasig

Overall Purpose of the Job:

  • The Business Development Director will lead the key growth projects of Philippines to ensure the company's sales strategies are achieved. To grow the business and work effectively with the sales, and operations teams, along with medical and security subject matter experts to ensure the highest level of quality and service is provided to prospects and clients. The Business Development Director will partner and support the Country GM and Head of Sales to achieve and exceed Budgeted Revenue, Gross Profit, NEBITDA targets in the country.

Key Responsibilities:

  • Develops and executes the country commercial strategy, to profitably grow the sales across H3S and Medical Services Business Units, to expand into new markets and to drive the International SOS solution portfolio, consistent with the company's strategic growth plan.
  • Champion and work jointly with the Business Development Managers to drive new business acquisition as well as craft and execute business development plans for specific target verticals or key prospects with relevant solutions.
  • Maintain an updated pipeline in SFDC (3x Annual Sales target).
  • Lead and own selected strategic prospect accounts for the Country. The list of strategic accounts is indicative and may change as defined by the HOS and Country General Manager
  • Leads and supports the Business Development Managers and coordinates sales initiatives across the assigned countries on the full suite of Workforce Resilience Solutions.
  • Leads and coaches the Business Development Managers jointly with the Head of Sales & Marketing to drive business acquisition, targeting specific key growth verticals.
  • Interacts directly with customers and/ prospects to support the team of Business Development Managers to provide regular debriefs to enhance solution and sales skills.
  • Assists with Requests for Proposal / Information (RFP/I) and drawing up tender documents or contracts for Regional Contracts
  • Guides the Business Development Teams in preparing quotations to customers in line with solution guidelines and practices.
  • Leads and owns selected Strategic Accounts.
  • Ensures that the sales teams have appropriate sales tools; training; and promotional support on the International services suite of solutions to expand business in their respective markets.
  • Leads, collaborates and works closely with Partners (TMC, Brokers etc) to enhance our value proposition.
  • Works with customers and regional/global sales teams to identify and capture new business opportunities notably via Cross Border activities.
  • Manages the sales pipelines actively with frequent reviews with the Business Development Managers.
  • Works with Marketing to maintain a library of sales and competitors' materials for the products (sales sheets, proposal templates, case studies, competitor analysis, Return on Investment case studies).
  • Analyses the local market requirements by working with Regional and Country Marketing team on market research activities and soliciting client feedback to Region and Group.
  • Provides thought leadership for new solution development and coordinate the solution initiatives, in line with and integrated in the overall worldwide solution strategy.
  • Works with the relevant Operations Managers to ensure that the business needs for the Philippines are met.

Job Profile:

Required Skills and Knowledge:

  • The successful candidate will be a self-starter who is able to work with minimal supervision, can travel ~5-10% of his/her time and enjoys an entrepreneurial work environment.
  • Leadership to influence, motivate and lead the BDMs to outperform
  • Flexible and adaptable character
  • Strong problem solving, analytical and project management skills
  • Experience of working within a matrix organisation an advantage
  • Detail oriented, multitasking; enjoys balancing competing priorities
  • International experience is highly desirable

Required Competencies:

  • Proven track record of personal target achievement.
  • Proven experience of strong account management experience and success.
  • Proven experience of manoeuvring complex Matrix relationships and solution selling.
  • Proven experience of demonstrating ROI to deliver increased sales.
  • Proven to be interpersonal savvy. Relates well, able to build rapport easily and able to build constructive and effective relationships.

Required Work Experience:

  • At least 9-10 years of relevant Asian market business development and sales management experience would be preferential.
  • Successful track record of business development and management, consultative selling within a complex industry, selling solutions to a B2B environment.
  • Experience of working within a sales team and strong regional solution selling background are highly desirable.

Required Qualifications:

  • Min. bachelor's degree.
  • Preferably from Healthcare, Clinical, Medical or Insurance Industry.
  • Proficient with administrative software tools (MS Word, Excel, PowerPoint, Power BI).
  • Recruitment background is a plus.

Required Languages:

  • English and preferably SEA language.

#ISOSCSE

Job Type: Full-time


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