北京招聘

职位描述：
Key Responsibilities
1. Management:
? Plan, organize and direct an efficient and effective campaign to secure Chinese business within the assigned territories.
? Measure own performance against financial targets and non-financial objectives and implement corrective actions as required in conjunction with the relevant BDM
? Conduct joint reviews to build a more effective communications plan, to understand training and development needs and to provide insight for the improvement of sales and activity performance in regards to targeting Chinese customers in Africa and work in conjunction with the China Sales Team to deliver the end result
2. Business Development
? Achieve direct profitable sales growth in dedicated markets (Nigeria , Angola and other Africa region countries ) by winning new business opportunities as well as managing, renewing and upselling existing accounts
? Ensure an in-depth understanding of the Chinese EMI and Corporate market segments and identify key prospect clients and customer segments to promote and sell the entire range of medical and security services.
? Develop a list of nominated Chinese customers that have been identified as high growth potential customers and deliver revenue and GP targets
? Management of Chinese client Senior Executive relationships to acquire a comprehensive understanding of Chinese Clients business strategy and facilitate business development through alignment with International SOS medical and security solutions.
? Drive the growth of cross border sales through developing close cooperation and strategic relationships with country managers, sales and marketing personnel in the designated countries and in China.
? In conjunction with the Business Development Managers and China EMI Global Account Managers, develop a sales plan for each key prospect or client defining their market strategy, market share/competitors, growth opportunities, organizational chart, decision making process and key contacts.
? Align International SOS medical and security services with the client requirements to define a sales opportunity pipeline and forecast driving the growth of profitable revenue with an aim to exceed budgeted
? Anticipate Chinese customer needs, requirements and market trends, identify buying influences and develop contacts at the highest levels within target Clients and prospects.
3. Account Management
? Support growth of profitable revenue through up-selling and cross-selling
? In conjunction with the Business Development Managers and China Global Account Managers, implement a client visit plan and maximize face-to-face Client sales time by arranging and facilitating support resources in an effective manner to drive client retention, renewal and account extension.
? Ensure the development of close relationships throughout all levels of the Chinese client prospect base (including formal and informal channels)
? Ensure there is acceptable gross margin and profit from the business with Chinese clients
? Ensure Chinese clients pay promptly within credit terms with zero bad debt accounts.
? Monitor International SOS’ level of service quality in the provision of medical and security solutions to the designated client base across the region, and where needed, develop and help implement plans to address quality of issues or concerns.
4. Cross Border
? Provide forecasts of expected Chinese Client new business wins and/or RFQ’s to appropriate country managers, BDD or Head of Sales to assist with the allocation of support resources to effectively manage the clients expectations
? Maintain contact and gain support where required with Managers in other regions, communicate successes and best demonstrated practices
? Maintain contact with Chinese government departments operating in Africa such as the Chinese Embassies or consulates within Africa .
? Manage and lead a periodical and regular coordination of the Cross Border agenda and business opportunities with China Business Team (HOS/BDD) and relevant stakeholders
5. Marketing and Communications
? Sales Channel: Build close relationships with local Chinese communities, associations, embassies and our partner Control Risks
? Support on our own Chinese clients’ seminars and participation in conferences in Africa and EEMEA;
? Keep track and build depth knowledge of the key competitors
6. Sales Process
? Develop appropriate sales action plans to achieve monthly and annual sales and business targets for new business, up selling and cross border targets
? Ensure the availability, sufficiency and appropriateness of market intelligence to support the identification of opportunities, market trends and market segments
? Develop, communicate and roll-out sales stimulation initiatives to support the achievement of short-medium term goals and targets and client account development
? Ensure client facing time is maximized through reviewing and managing all non sales activities and providing escalation support for internal / inter department issues/disputes
? Evaluate weekly and monthly sales and pipeline reports through effective use of CRM software ensuring the information is accurate and the system is updated
? Manage the budget and forecast process of the Chinese EMI and corporate business within the area of responsibility.
? Increase awareness of the Company’s products and services through conferences and symposiums.
? 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 all own administrative and financial activities involving the clients including, renewals, contract review, pricing, invoicing and AR collections.

Job Profile
1. Required Skills and Knowledge
? EMI industry/sector knowledge and experience working in and/or dealing with the emerging market and Chinese customers. EMI sector knowledge is a distinct preference and advantage although experience in the corporate environment is essential.
? Able to demonstrate a proven track record of profitable sales growth in a corporate environment.
? Strong sales background, with proven “hunter” attributes towards acquisition of new business and exemplary levels of client care and focus in account management to drive extension business and build relationships across all levels of the client.
? Exposure to working in a cross-border engagement sales environment including previous working experience selling to emerging markets.
? Successfully worked within a matrix culture
2. Required Behavioral Skills
? Strong negotiation skills (impact and influence)
? Strong strategic thinking and target orientation
? Excellent numeric, written and oral communication skills in both English and Chinese.
? High profile networking ability, strong relationship building skills and confidence with senior decision makers
? Cultural sensitivity and awareness within Africa and China
? Excellent time management skills with the ability to successfully manage numerous projects simultaneously and drive change
? Solid understanding of Chinese customer needs and strong links back to China corporations and entities
? Self awareness and ability to objectively assess own performance
3. Required Competencies
? Business Acumen, Customer Focus, Drive for Results, Negotiating and Peer Relationships
4. Required Work Experience
? Strong sales background, with proven experience.
? Exposure to working in a cross-border engagement sales environment including previous working experience selling to emerging markets.
? Able to demonstrate a proven track record of profitable sales growth.
5. Required Qualifications
? Educated to Degree level
6. Required Languages
? Ability to communicate in Chinese ( Mandarin) and English fluently (oral and written) an absolute must. 举报 分享

关于国际SOS集团

国际SOS集团致力于挽救生命，保护企业及组织的全球员工免受健康与安全威胁。无论客户身处何处，我们都能为其提供定制化的健康与安全风险管理解决方案，以助其实现业务发展及工作效率的提升。倘若出现极端天气、流行病或安全事件，我们会立即做出响应，为企业与组织解决燃眉之急。通过以预防为重点的创新技术和医疗专业知识，我们可提供实时、可执行的建议与高品质现场救援服务，从而助力企业来满足良好治理合规性报告的需求。通过与我们合作，企业可以充分履行其“员工关照”义务，同时获得商业韧性、连续性及可持续性。
国际SOS集团成立于1985年，受到11,000家企业及组织的广泛信赖，其中，涵盖了一半以上的财富全球500强企业、跨国企业客户，及中型企业、政府、教育机构与非政府组织。我们的11,000名跨文化医疗、差旅安全及后勤专家，能够为全球90个国家逾1,000个地区提供“365天x 24小时”全天候服务。

ABOUT THE INTERNATIONAL SOS GROUP OF COMPANIES

International SOS is in the business of protecting and saving lives, when involved in medical or security situations. International SOS understands clients’ needs like no other partner; more than 30 years of experience gives us an unparalleled understanding of clients’ health & security threats and risk challenges. We are, therefore, uniquely placed to tailor-make risk management solutions for the optimal health, security & wellbeing of your diverse global workforce, wherever they are, even in the most remote and fragile environments of the world – on land, at sea or in the air.
Founded in 1985, the International SOS Group of Companies is trusted by over 11,000 global clients, including governments, multi-national corporate clients, such as two-thirds of the Fortune Global 500, mid-size enterprises, educational institutions and NGOs. Our company has achieved global ISO 9001:2015 and ISO/IEC 27001:2013.
We help clients meet compliance reporting needs for good governance. By partnering with us, organisations can fulfil their Duty of Care responsibilities, while empowering business resilience, continuity and sustainability.

2017年，国际SOS中国荣获亚洲权威人力资源专业刊物HR Asia颁发的“亚洲***企业雇主奖”（BSET COMPANIES TO WORK FOR IN ASIA），国际SOS是医疗健康行业中***获得此荣誉的企业。

注：国际SOS承诺对应聘者资料给予严格保密，并仅用于招聘工作使用。