Business Development Manager

Overall Purpose Of The Job

The Business Development Manager will research, locate, define and target key business prospects as well as work with customers to provide feedback to development teams for new content and products. The BDM will establish and nurture relationships that fill the business pipeline with prospective partners and customers.

The Business Development Manager is responsible for creating and maintaining strong relationships and growing the business in a defined sales territory or market segment.  The BDM will develop a plan to grow the business, identify areas of client needs, manage and participate in business negotiations, and execute commercial strategies to acquire new business.
 

Key Responsibilities

• Meet or exceed assigned sales revenue targets.
• Research, locate, define, and target key business prospects.
• Work with customers to provide feedback to development teams for new content and products.
• Establish and nurture relationships that fill the business pipeline with prospective partners and customers.
• Negotiate new partnerships and business alliances in coordination with VP Strategic Partnerships. Create business development strategies; identify roadblocks and drive new business from conception through closure.
• Full accountability for revenue and expenses (this includes travel expenses) for respective territories.
• Generate proposals, pricing and contract negotiation, issuance of contracts, and distribution of collateral for assigned territory.
• Use of CRM system to maintain and report client/prospect data and to continuously evaluate progress within the client group against pipeline, revenue and profit targets, client plans, and take action with Director of Sales BGA as required.
• Collaborate with the VP of Strategic Partnerships and GM Americas to review plans and develop and implement strategies so as to exceed/maximize sales opportunities. 
• Enhance and maintain relationships with key clients.
• Negotiate complex deals with regional customers.
• Maintain accurate account, pipeline, and activity information in the customer data base-CRM.
• Participate in pipeline reviews.
• Ensure timely and effective problem resolution.
• Complete all administrative and financial activities for new business deals including timely receipt of territory’s accounts receivables and execution of contracts.
• Once new deals are closed by the BDM, hand over new clients to the respective account manager for ongoing client ownership according to current account management territories.
• Identify and analyze local market requirements and business opportunities by soliciting market feedback and by maintaining strong industry contacts/networks.  
• Develop a strong network of colleagues (examples - LE West, International SOS, Aerosafety) and contacts within the organization to gain respect and trust for effective collaboration and cross-selling.
• Attend and participate in sales and product training and industry events (seminars, trade shows) as needed.
• Attend and participate in sales training and other professional development training as needed.
• Support the global response center during crisis situations.
• Maintain all client information that may be encountered either directly or indirectly while in the performance of the job in strict confidence and in accordance with HIPAA and/or any other pertinent confidentiality regulations.
• Remain current in understanding and application of MedAire’s ISO 9001:2008 processes and provide assistance as required in tasks associated with MedAire maintaining its ISO certification.
• Other duties as assigned.
   

Required Skills and Knowledge

• Good knowledge of the Business Aviation and/or Health and/or Travel Assistance Market.
• Strong consultative/solution and value selling skills, results-driven sales skills, and the ability to close high-level account renewals.
• Strong lead generation skills.
• Excellent negotiation, interpersonal, and communication skills.
• Excellent organizational skills and time management skills with the ability to successfully manage numerous projects simultaneously and drive change.
• Understanding of process improvement with the ability to lead the implementation of change.
• Adaptable to constant change.
• Ability to read and write effectively. 
• The ability to speak another language relevant to location and client base will be an advantage.
• Cultural sensitivity and awareness and demonstrated ability to work in a multi-lingual, multi-cultural environment.

Required Competencies

• Customer Orientation.
• Results Orientation.
• Business Acumen
• Product Knowledge
• Account Planning
• Persuading and Influencing.
• Planning and Organizing.
• Team work and Commitment to excel.
• Resilient, resourceful, optimistic and energetic.
• Strong sense of accountability and ability to work under pressure.

Required Work Experience

• At least 5+ years’ experience in direct B2B solution/consultative selling experience – Aviation industry a plus.
• 5 to 7 years of experience in sales or account management.
• Demonstrated effective verbal and written communication skills including but not limited to the ability to present to groups and to interpret and summarize complex written materials.
• Demonstrated effective problem-solving, interpersonal, and analytical skills.
• Demonstrated proficiency in utilizing various CRM and software programs (for example Microsoft Outlook, Excel, PowerPoint, Salesforce.com).

Required Qualifications 

• Bachelor's Degree or equivalent.

Required Languages 

• English proficiency.
• Spanish/Portuguese a plus.

Travel / Rotation Requirements 

• Both domestic and international travel may be required.
• Up to 50% travel expected.
   

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