北京招聘

职位描述：
A. Overall Purpose Of The Job
The Corporate Services Manager reports to and works under the guidance of the Regional Commercial Director, and is responsible for managing a portfolio of clients, developing a healthy pipeline of new prospects, and driving the profitable growth of cross-border business to meet the goals and strategic plan for China.

In line with the China Sales and Marketing Strategy, this role will develop and implement strategies for Northern China region with a primary focus on acquiring new Fortune 500 multinational companies and new large Chinese national accounts with China headquarter based in Beijing. This role is also required to support and enlarge share of wallet with existing clients in Beijing.

This role is responsible for driving clinic business revenue and increasing patient volume to the clinics in Beijing (primary focus). As a key member of the Raffles Medical China corporate services team, this role will be responsible for developing new business to both new and existing clients. He/she must be capable of generating quality solution proposals, experienced and knowledgeable in pricing strategies, experienced and effective in contract negotiation.

This role will work closely with the Marketing team to generate new leads from effective marketing campaigns / programs, and follow through to contract / order closure. This role will work closely with the Beijing clinic management team (and/or other clinic managers where applicable), to understand capabilities, capacity and services which can be delivered effectively to the respective corporate clients.

This role has to ensure that all account receivables due from the corporate clients are paid on-time or prompt action has to be taken to follow-up with clients to ensure timely closure on outstanding payment matters. This role has to proactively manage the account life-cycle of each corporate client, prepare and engage client early for contract renewal / extension, and be available to respond to any inquiries from client within one (1) business day.

Finally, the candidate must be collaborative, decisive with independent judgement / thinking, and show leadership in cross-functional engagements within the Company.

B. Key Responsibilities
1. Hunting and Acquisition
? Ensure in-depth understanding of the Beijing (primary) market and the Northern China region (secondary) in general;
? Continually research and identify prospective clients to drive new account acquisition and drive revenue and patient volume target achievement;
? Generate monthly prospect Hit-List, through zonal analysis, cold calling, other means of professional / social networking and outreach;
? Leverage existing clientele in Singapore and Hong Kong to drive referral sales to China. Similarly, optimize opportunities to strengthen existing client coverage in Beijing by referring opportunities to Raffles Medical entities in Singapore and Hong Kong;
? Anticipate customer needs, requirements and market trends, identify buying influences and develop contacts at various levels within the prospective corporate client organization;
? Persistent and proactive management of the Account Acquisition Life Cycle - from Identifying, Qualification, Pitching, Consultation, Negotiation, Closure to Roll-out Implementation with the Clinic Management team(s);
? Proactively manage sales pipeline and provide updates at weekly Funnel Review Meetings (FRM), and know when to call out for support and assistance;

2. Account Management
? Support the growth of profitable revenue by enlarging share of wallet in existing clients through upselling and cross-selling;
? Regularly arrange for joint calls with Regional Commercial Director, to visit strategic accounts 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;
? Proactively manage existing account list review at weekly FRM meetings and provide status of action plan to Regional Commercial Director, especially on accounts with contracts expiring within one to two months, and accounts with bad debts or outstanding account receivables;
? Build strong rapport and relationship with existing accounts and proactively develop collaborative business development initiatives which mutually benefit both Raffles Medical and the client;
? Plan monthly or quarterly review meetings to discuss utilization and proactive medical cost management solutions with existing strategic / contractual clients;

3. General Role & Responsibilities
? Expect mostly local travels within Beijing and/or Tianjin area. Air travels to other cities in China or outside China may be required on a need-to basis;
? Develop an aggressive sales plan to achieve quarterly and annual sales and business targets for new and existing businesses in Beijing;
? Measure and track performance against financial and non-financial objectives. Implement corrective actions as required in alignment with Regional Commercial Director;
? Establish Account Development Plan (ADP) for each strategic account (80/20 rule), track execution status of the account plan on a weekly basis, and update China Exco on a bi-monthly basis;
? Support the budget and forecast process for designated and/or strategic accounts;
? Support all pricing and contract negotiations ensuring the coordination and consistent communication between management, finance, and clinic operations, acting as escalation for contract, pricing and dispute resolution;
? Ensure the professional standard of all written client proposals, tender documents and communication is adhered to, in line with Company standards and pricing procedures;
? Supervise all administrative and financial activities involving the clients, including renewals, contract review, pricing, invoicing, and account receivable collections;
? Ensure clients pay promptly within credit terms with zero bad debt accounts;
? Be a good corporate citizen, lead by example, ensuring the demonstration of Company values at all times;

C. Job Profile
Required Skills and Knowledge (Brief description of technical knowledge or skills needed to perform the job)
? Strong B2B consultative / solution selling skills
? Strong negotiation and influencing skills
? High profile networking ability and confidence with senior decision makers
? Excellent time management skills with the ability to successfully manage numerous projects simultaneously and drive changes
? Strong planning and organization skills with the experience to develop solutions by adopting a consultative sales approach
? Excellent numeric, written and oral communication skills
? Adaptable, agile minded with strong inter-personal and networking skills
? Native Mandarin with fluent English language skills
? Culturally sensitive and aware, ability to work in multi-lingual, multi-cultural environment where consensus may be the norm 举报 分享

Raffles Medical Group has evolved since its founding in 1976 from a two clinic practice in Singapore to an integrated healthcare provider with a wide presence in Asia.
 莱佛士医疗集团自1976年在新加坡成立，从两家新加坡诊所起步，逐渐发展成一个医疗集团，现在足迹遍布亚洲各地。

It operates a network of more than 100 medical centres, a tertiary care private hospital, dental and Chinese medicine services, insurance services, an educational healthcare institute and a consumer healthcare division.
 莱佛士医疗集团的网络包含超过100家医疗中心，一家三级私立医院，多家专门牙科和中医诊所，还有医疗保险部门，医学教学学院和消费保健品部门。

 In China, we are serving you with seven clinics in Beijing, Shanghai, Tianjin, Tianjin Teda, Nanjing, Dalian and Shenzhen.
 在中国，我们有七家诊所，分别遍布于北京，上海，天津，天津泰达，南京，大连及深圳。

Our clinics are managed by a highly trained and specialised team of professionals to ensure that you receive quality, comprehensive, healthcare.
 我们的诊所是由国际医生组成的专业团队，每一位医生都拥有个人“精”与“专”的领域，以确保您获得更优质、全面的国际医疗服务。

 At Raffles Medical, your health and safety are our highest priorities.
 在莱佛士医疗，我们把您的健康和安全放在首位。