Business Development Manager

About the role

The Business Development Manager is directly responsible for meeting/exceeding territory sales and customer satisfaction targets in the Commercial Maritime segment by proactively identifying and closing up-selling opportunities, renewing existing clients, and responding to client requests in a timely and effective manner to ensure optimal client satisfaction.  The Business Development Manager will primarily be measured by his/her achievement or overachievement of budgeted new business and key renewals and up-selling opportunities. Gross profit targets as well as other related KPI’s will also be set annually.

This is a full-time role based out of our Baton Rouge, LA office and requires up to 50% domestic travel.

Key responsibilities

•    Manage the identification and acquisition of new business as well as the retention and growth of a portfolio of Commercial Maritime accounts through all stages of the client journey including onboarding, engagement & utilisation, account extension & driving renewal profitability, to achieve or exceed all sales targets.

•    Generate proposals, pricing and contract negotiation, issuance of contracts and distribution of collateral for assigned territory.

•    Use of internal sales 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 the Director, Commercial Maritime and Sales Managers as required.

•    Responsible for all administrative and financial activities involving clients including timely receipt of territory accounts receivables, renewals, contract review and pricing.

•    Assist in setting up/arranging and/or attending industry events (Seminars, Trade Shows) as required by business needs.

•    Attend and document sales and professional development training work within the client’s stakeholder ecosystem to establish cross functional relationships strengthening retention and growth.

•    Plan and identify targeted extension/migration/XB and potential global account opportunities within the portfolio of accounts through development & execution of account plans.

•    Identify key prospects to promote the entire range of the company's services.

•    Achieve and exceed 100% of allocated new business sales target.

•    Explore the needs of the prospect for potential new products/services and establish a strategy to maintain and develop new sales opportunities.

•    Develop and maintain a sales pipeline that will reflect new business opportunities.

•    Leverage resources (Medical Directors, Ops Managers, Regions/Corporate) when building proposals and responding to tenders.

•    Maximize business development opportunities with channel partners

About you

Required Skills and Knowledge
•    Excellent knowledge of the International or US domestic Maritime and the Health and Travel Assistance Market a plus.
•    Proficient in result-oriented work with high passion, drive, and motivation
•    Expert in consultative/solution selling skills 
•    Proficient in development of engagement strategies to successfully manage Clients, in line with both their needs and those of International SOS
•    Proficient in developing, managing, and progressing a pipeline of renewal and extension opportunities to support successful timely closing and reporting
•    Proficient in sales skills with well-developed influencing, persuasiveness, and negotiating abilities
•    Proficient in strategic thinking and planning skills, particularly in financial analysis and reporting
•    Proficient in networking skills both internally and externally to ensure collaboration, teamwork, and cooperation
•    Proficient in entrepreneurship, comfortable in a dynamic, fast changing, complex, and unstructured environment
•    Proficient in analytical, problem solving, and decision-making abilities
•    Proficient in communication and presentation skills
•    Proficient in working to high standards of honesty and integrity – self-discipline and self-motivated
•    Proficient in customer centric perspective
•    Proficient in researching and successfully gathering all the required/relevant information relating to a client, prospect, and/or individual/contact to support each stage of the sales process

Required Work Experience

•    At least 5+ years' experience in direct B2B solution/consultative selling experience in the Maritime industry.
•    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 (example Microsoft Outlook, Excel, Power Point, Salesforce.com)
•    Experience selling consulting services would be advantageous
•    Experience in the Maritime Industry (Tugs/Offshore) would be advantageous

Required Qualifications

•    Bachelor's degree or equivalent in a relevant field is required
•    Master's degree in a relevant field is desirable

Required Languages
•    Excellent written and oral English 

Travel / Rotation Requirements
•    Up to 50% of travel time required to visit clients and operational sites 
•    Travel to Intl.SOS locations within the USA and abroad will be required from time to time