About the role
The Account Manager is responsible for managing a portfolio of clients and driving the profitable growth of existing and cross border business to meet the goals and aspiration of the client and market strategy while ensuring 100% renewal of existing accounts on time within budget.
It is the Account Manager’s role to fully understand the needs of the client and the full suite of Intl. SOS’s products and services, to recommend the right range of services to the client with the support from Medical and Security experts, to properly advise the client on product and service benefits and features so that clients entirely understands the services they are contracting.
Among other things, the Account Manager is responsible for:
- Developing new business for existing clients, as well as managing renewal of existing accounts.
- Planning and identifying targeted upselling and cross selling opportunities, migrating to bundle solutions within the portfolio of accounts, advising and educating clients on their service offering, embedding International SOS onto their policies and procedures to maximise client benefit.
- Building and developing relationships with existing clients on a local and often global basis through an understanding of clients and markets in which they operate, defining and implementing solutions which meet their business needs.
- Developing cross-border sales opportunities with other sales managers and/or regions as appropriate.
- Generating proposals, pricing and driving contract negotiations across the complete range of services offered by International SOS as part of an appropriate client solution that satisfies and exceeds clients’ needs and expectations.
Key responsibilities
Retention
- Effectively manage and retain accounts of all existing clients and achieve and exceed 100% of renewal gross profit sales budget on time.
- Ensure the sales end to end process is followed effectively and renewals are executed in a timely manner before expiry.
- Ensure account plans are in place at least for the Top 5 Strategic accounts – defining account strategy, stakeholder mapping and relationship building, market share/ competitors and growth opportunities. Align the International SOS 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.
Growth
- Drive growth and maximise cross and up sell opportunities with existing clients.
- Achieve and exceed 100% of allocated new and account extension business sales target.
Engagement
- Be fully engaged and own all aspects relating to client onboarding, utilisation drive, reporting, complaint handling and internal advocacy on behalf of the client. Anticipate and uncover client’s needs, requirements and market trends, identify buying influences and develop contacts at the highest levels within existing accounts.
- Manage International SOS’ level of service quality in the provision of medical and security solutions to the designated client base across the geographical remit.
- Provide continued operational liaison and review to ensure consistent service delivery through the development of Service Level Agreements.