Business Development Manager

Essential Job Duties and Responsibilities:

The Business Development Manager will lead the key growth projects of Philippines to ensure the company’s
sales strategies are achieved. To grow the business and work effectively with the sales, and operations
teams, along with medical and security subject matter experts to ensure the highest level of quality and
service is provided to prospects and clients. The Business Development Manager will partner and support
the Country GM and Head of Sales to achieve and exceed Budgeted Revenue, Gross Profit, NEBITDA
targets in the country.

Description:

Develops and executes the country commercial strategy, to profitably grow the sales across H3S
and Medical Services Business Units, to expand into new markets and to drive the International SOS
solution portfolio, consistent with the company’s strategic growth plan.
• Champion and work jointly with the Business Development Managers to drive new business
acquisition as well as craft and execute business development plans for specific target verticals
or key prospects with relevant solutions.
• Maintain an updated pipeline in SFDC (3x Annual Sales target).
• Lead and own selected strategic prospect accounts for the Country. The list of strategic accounts
is indicative and may change as defined by the HOS and Country General Manager
• Leads and supports the Business Development Managers and coordinates sales initiatives across
the assigned countries on the full suite of Workforce Resilience Solutions.
• Leads and coaches the Business Development Managers jointly with the Head of Sales & Marketing
to drive business acquisition, targeting specific key growth verticals.
• Interacts directly with customers and/ prospects to support the team of Business Development
Managers to provide regular debriefs to enhance solution and sales skills.
• Assists with Requests for Proposal / Information (RFP/I) and drawing up tender documents or
contracts for Regional Contracts
• Guides the Business Development Teams in preparing quotations to customers in line with solution
guidelines and practices.
• Leads and owns selected Strategic Accounts.
Ensures that the sales teams have appropriate sales tools; training; and promotional support on the
International services suite of solutions to expand business in their respective markets.
• Leads, collaborates and works closely with Partners (TMC, Brokers etc) to enhance our value
proposition.
• Works with customers and regional/global sales teams to identify and capture new business
opportunities notably via Cross Border activities.
• Manages the sales pipelines actively with frequent reviews with the Business Development
Managers.
• Works with Marketing to maintain a library of sales and competitors’ materials for the products (sales
sheets, proposal templates, case studies, competitor analysis, Return on Investment case studies).
• Analyses the local market requirements by working with Regional and Country Marketing team on
market research activities and soliciting client feedback to Region and Group.
• Provides thought leadership for new solution development and coordinate the solution initiatives, in
line with and integrated in the overall worldwide solution strategy.
• Works with the relevant Operations Managers to ensure that the business needs for the Philippines
are met.

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Required Skills and Knowledge (Brief description of technical knowledge or skills needed to perform the
job)
• The successful candidate will be a self-starter who is able to work with minimal supervision, can
travel ~5-10% of his/her time and enjoys an entrepreneurial work environment.
• Leadership to influence, motivate and lead the BDMs to outperform
• Flexible and adaptable character
• Strong problem solving, analytical and project management skills
• Experience of working within a matrix organisation an advantage
• Detail oriented, multitasking; enjoys balancing competing priorities
• International experience is highly desirable
Required Competencies (Critical behaviours necessary to successfully perform the job)
• Proven track record of personal target achievement.
• Proven experience of strong account management experience and success.
• Proven experience of manoeuvring complex Matrix relationships and solution selling.
• Proven experience of demonstrating ROI to deliver increased sales.
• Proven to be interpersonal savvy. Relates well, able to build rapport easily and able to build
constructive and effective relationships.
Required Work Experience (Brief description of the job-related experience needed to perform the job)
• At least 9-10 years of relevant Asian market business development and sales management
experience would be preferential.
• Successful track record of business development and management, consultative selling within a
complex industry, selling solutions to a B2B environment.
• Experience of working within a sales team and strong regional solution selling background are highly
desirable.
Required Qualifications (Brief description of the educational background needed to perform the job)
• Min. bachelor’s degree.
• Proficient with administrative software tools (MS Word, Excel, PowerPoint, Power BI)

Required Languages (Brief description of the language skills needed to perform the job)
• English and preferably SEA language