Key Account Manager

About the role

International SOS is the world’s leading medical and security services company with over 12,000 employees working in 1,000 locations in 81countries. Established 35 years ago, we have become the market leader for an extensive client base of companies, NGOs, and governments around the world.

The Key Account Manager is based within the sub location and is part of the Client Services function of the Sales team or the team of Account Managers and Key Account Managers. The overall purpose of the role is to manage a portfolio of accounts through all stages of the client journey of onboarding, engagement and retention and achieve all sales targets.

Key responsibilities

Retention

• Effectively account manage and retain 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.

Growth 

• Maximise cross and up sell opportunities with existing clients. Achieve and exceed 100% of allocated new and account extension business sales target.

• Foster business development opportunities with existing clients across borders internationally.

• Maximise business development opportunities with Joint Venture partner, Control Risks.

Engagement

• Develop and implement strategic Account Management Plans for Strategic  clients : ensure account plans in place, and reviewed every 6 months, ensure business review candence in place.

• Fully own all aspects of the client onboarding, utilisation drive, reporting, compliant handling and internal advocacy on behalf of the client. 

• Anticipate and uncover customer 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 region. 

Cadence

• Proficient with all company systems and processes, in particular, Salesforce and CPQ.

• Ensure all sales administration, sales forecasts, client activity, client mapping and information in Salesforce is accurate, reliable and timely.

• Develop and maintain a sales pipeline for new business and extension opportunities for Corporate Membership, Digital Travel Risk Mitigation, Medfit, training and consulting service product suite.

Collaboration

• Act as a support to the Client Services Director/Account Management Director in mentoring other account managers, both formally and on an adhoc basis.

•  Take a leadership role in helping shape professionalise the account management function through championing best practice and industry-leading initiatives.

• Act as the primary inter-department liaison on operational / administrative matters with support from the Client Services Team for a client.

• Support the Client Services Director as required, and work with other Business Development Managers and Account Managers within the region on key clients or prospects, including renewals, tenders, up-selling and cross border sales.

About you

Required Skills and Knowledge

• Demonstrated Track record in closing new business sales in B2B complex services.

• Ability to develop, manage and progress a pipeline of sales opportunities.

• Experience in formal Sales Methodology & Process.

• Action and detail orientation.

• Excellent verbal and written communication skills.

• Customer orientation (internal and/or external customers).

Required Competencies 

• Interpersonal Skills.

• Teamwork.

• Adaptability.

• Leadership.

Required Work Experience 

• Track record of success in exceeding new B2B sales targets.

• Demonstrated ability to develop, maintain and manage a pipeline of sales opportunities.

• Demonstrated successes in being part of a team to successfully account manage key and global accounts.

Required Qualifications 

• Degree qualified.

• Experience & training in formal Sales Methodology.

Required Languages 

• English, Spanish, Portuguese

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