Sr. Account Manager - Quebec/Ontario Canada
ON, CA CA
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.
Job Purpose
The Sr. Account Manager will work to achieve and exceed renewal and account extension targets, through the maintenance and expansion of relationships of assigned client accounts in the Quebec/Ontario, Canada market, and globally as required.
The Sr. Account Manager will represent the entire range of company products and services to assigned clients, lead the client account planning cycle and ensure assigned clients’ needs,expectations and contractual obligations are met by company.
The Sr. Account Manager will collaborate with the various departments within the company group, including: Medical Services Operations, Assistance Center Operations, Clinic Operations, Regional General Management, Director of Assistance and Regional Medical Directors with the ultimate objective of maintaining a consistent approach and ensuring full compliance to clients’ standards & requirements.
Essential Job Duties and Responsibilities:
Account Management
- Establish and maintain effective relationships across the key customer stakeholders in assigned book of clients, with focus on client satisfaction, retention and identifying opportunity to drive additional solutions that fill uncovered client gaps.
- Develop a detailed and relevant understanding of each client’s business, organizational structure, global operational footprint, business trends and operational requirements to enable the promotion and selling of relevant company services
- Support the cross border agenda of growing International SOS’ overall worldwide business with assigned accounts
- Lead in the coordination of legal documents, pricing framework and account management tools.
- Provide value added client and industry-specific medical and travel security knowledge to clients within a consultative selling framework, and deliver client specific solutions.
- Implement a client visit plan and maximize face-to-face client sales time to drive client retention, renewal and account extension; to include annual contract renewal meetings, quarterly review meetings, monthly reporting updates and ongoing / daily follow up of requests, tasks as they arise
- Work to achieve 100% renewal of all client programmes.
- Drive the growth of cross border sales through proactive cooperation with other regions and the Global Accounts team.
Qualifications:
Required Skills and Knowledge
- Proven consultative / solution selling skills based on a recognized methodology, such as Value Selling (SPIN) and Relationship Selling.
- Strong relationship building skills. A natural networker with the ability to map out account plans and support upselling into assigned accounts
- Well-developed influencing and negotiating skills with the ability to motivate and influence internal and external clients to commit to buy and the drive to close sales
- Good strategic thinker with strong planning and organization skills who has the experience to develop solutions by adopting a consultative sales approach
- 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
- 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
- Excellent numeric, written, oral communication and presentation skills
- 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
- Ability to objectively assess own performance and implement self-development plans
Required Work Experience
- Proven experience in a sales / business development role with sales and gross profit responsibility and a track record of achievement
- Direct B2B solution/consultative selling experience in complex / service industry selling experience to a similar client base
- Exposure to working in a cross-border engagement sales environment. Previous working experience of selling to emerging markets is an advantage
- Prior working experience or demonstrable knowledge of offshore is an advantage
Other Requirements
Required Education
- Educated to University level
Required Languages
- Ability to communicate in French and English fluently (oral and written) an absolute must.
Required Travel
- Frequent throughout the region - Quebec and Ontario
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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.
