Account Manager

A. Overall Purpose of the Job

To achieve and exceed gross profit targets by developing existing clients, through upsell & cross sell, in the Indian market through face to face consultative selling. Levereging collective subject matter expertise to acquire new business from identified list of accounts.

B. Key Responsibilities

Account Management

• Acquire an in-depth understanding of the Corporate segment within the geographic territory to identify key clients and to promote and sell the entire range of Intl.SOS services.
• Follow the Value Selling model and Account management practices.
• Work to follow the standard renewal process to renew existing business.
• Drive the growth of cross border sales through proactive cooperation with other regions and the Global Accounts team.
• Maintain accurate sales forecasting and client engagement journey through the CRM system.
• Continually evaluate progress within the market segment against pipeline objectives, revenue and profit targets and client key account plans.
• Ensure the professional standard of all written all client proposals, tender documents and communication is adhered to, in line with company standards and pricing procedures.
• Manage the implementation of new business won, to ensure that all administrative, operational and financial activities are in place to ensure high levels of service to clients.
• Work with the relevant Marketing Manager to increase awareness of the products & services through conferences and symposiums as appropriate.
• Work with partner organizations closely and promote their services to all clients and further establish International SOS as a broker of capability.
• Work with distribution channels to make further penetrate in existing accounts.

C. Job Profile

Required Skills and Knowledge

• Skills / Knowledge: IT literate and proficient in the use of computer software including Microsoft Outlook, Excel, Power Point.
• Persuasive, articulate and able to work with and influence people at all levels, diverse background/ industries and personalities.
• Self motivated and possess aggressive sales personality that helps in achieving quantitative results.
• Able to work in a calm, logical and professional manner at all times.
• Good organizational and administrative skills.
• Creative & out of the box thinking.
• Report writing skills.

Required Competencies

Customer orientation

• Actively listens and seeks information, identifies customer/client need and checks understanding, builds rapport, develops relationships with key customers/clients, confident in building relationships at all levels.

Communication

• Excellent written & oral communication in English is a must; good knowledge of local language.
• Actively listens, checks understanding, uses language and tone appropriate for the audience, expresses ideas clearly and logically, builds rapport, and manages the emotions of self and others.

Attention to detail

• Follows established procedure, develops systems to check accuracy such as checklists, and uses quality assurance techniques.

Problem Solving

• Ability to define problems, analyzes possible causes, review options with Manager and implement most feasible option.

Teamwork

• Actively encourages a team culture, performs own team duties responsibly and effectively, builds trust and supports team members.

Result orientation

• Effectively sets and achieves realistic goals, monitors own progress and assesses quality, develops and follows action plans, seek feedback and modifies accordingly.

Initiative and Innovation

• Proactive, generates creative solutions, uses different approaches to resolve issues, generates ideas for improvement, and takes productive action without being asked.

Ability to work under pressure

• Maintains performance under pressure, manages stress, identifies ways to reduce work stress, uses appropriate coping mechanisms.

Adaptability

• Successful performance in changing environments, positive attitude to change, willing to use new techniques, modifies behavior successfully in response to change.

Required Work Experience

• +7 years years of proven sales experiences in solution selling to multinational organizations Experience of working in a matrix organization is preferable.

Required Qualifications

• Minimum graduate (any stream). MBA qualification will be an advantage.

Required Languages

• English and local language.

Travel / Rotation Requirements

• As and when required.