About the role
The Business Development Manager is responsible for
- Primarily developing a healthy pipeline of new business with new clients
- Driving the profitable growth of existing clients with untapped potential
The key focus of the role is to drive the diversification strategy developed by the Management around geographical expansion, market segment diversification and broadening the product portfolio.
It is the Business Development Manager’s role to fully understand the needs of the client or prospect, to fully understand the full suite of Intl. SOS’s products and services, to recommend the right range of services to the client, to properly advise the client on product and service benefits and features, so that clients entirely understand the services they are ordering.
Among other things, the Business Development Manager is responsible for:
- Conduct industry and market research to identify business opportunities
- Identify business opportunities via prospect development and/or evaluating the changes within the market environment.
- Manage the entire sales process from lead qualification to deal closing.
- Ensure client/prospect proposals are of a professional standard
- Identify, develop and establish new business opportunities in relevant customer segments as may be agreed from time to time, with the key aim being to secure profitable revenue and achieve specific objectives.
Key responsibilities
BUSINESS GROWTH (ACQUISITION)
- Develop and demonstrate a thorough knowledge and understanding of all sectors and target markets within the relevant market segment(s).
- Identify key target potential clients in all appropriate market segments and develop sales strategies and plans to develop and convert a strong new business sales pipeline into contracted sales revenue.
- Continually conduct industry and market research, including surveys, analyse findings and report to the Sales and Marketing Manager on new business opportunities and on events that impact upon current client business.
ACCOUNT MANAGEMENT (RENEWAL, UP-SELLING, CROSS-SELLING)
- Support growth of profitable revenue through the use of up-selling and cross-selling within the designated client base in the relevant market segment(s).
- In conjunction with the Sales and Marketing Manager, implement a client visit plan and maximise face-to-face Client sales time by arranging and facilitating support resources in an effective manner to drive client retention, renewal and account extension.
- Support the development of close relationships throughout all levels of the client base and initiate negotiations to enhance profitable revenue and gross margin.
- Continually evaluate progress within the client group, against pipeline, revenue and profit targets, client plans, and take action with Sales and Marketing Manager as required to amend discrepancies.
FINANCIAL RESPONSIBILITIES
- Supervise all administrative and financial activities involving the clients including, renewals, contract review, pricing, invoicing and AR.
- Manage collection on Account Receivables, which are either problematic or over 60 days