重庆招聘

职位描述：
具体工作地点为 Lagos/Luwanda/Johannesburg

The Chinese Business Development Manager is responsible for managing a portfolio of clients, developing a healthy pipeline of new prospects and driving the profitable growth of in-country and cross border business with Chinese Companies having operations or interests in Angola. to meet the goals and aspiration of the client and market first strategy.

It is the Chinese Business Development Manager's role to fully understand the needs of the client, to fully understand the full suite of Intl. SOS’s products and services, to recommend the right range of services to the client, to properly advise the client on product and service benefits and features so that clients entirely understand the services and value they are ordering.

Among other things, the Chinese Business Development Manager is responsible for:
? Achieving individual sale targets and the related KPIs which would be set at the beginning of every budget year.
? Identifying, developing and establishing new business opportunities in relevant market segments with a strong focus on Chinese Companies operating in Angola, with the key aim being to secure profitable revenue and achieve specific sales targets and related business objectives.
? Consistent updating local Chinese clients’ information in terms of their strategy, challenges, development plan, and decision-making process etc and analyzing their needs as well as creatively refine the penetration plan
? Building and developing relationships with new client prospects on a local and often global basis through developing an understanding of our clients and the markets in which they operate, and defining and implementing solutions which meet their business needs.
? Developing cross-border sales opportunities with other sales managers and/or regions as appropriate.
? The generation of proposals, pricing and contract negotiations across the complete range of services offered by International SOS as part of an appropriate client solution that satisfies and exceeds clients’ needs and expectations.
? Developing new business for both new and existing clients, as well as managing renewal of existing accounts.
? Maximizing every business opportunity in the relevant market segment(s) and cross selling / up selling the entire range of Intl.SOS products and services from time to time.

D. Key Responsibilities (Critical responsibilities and skills of this position, listed in order of importance)

CLIENT EXTERNAL
BUSINESS GROWTH (ACQUISITION, HUNTING)
? Develop and demonstrate a thorough knowledge and understanding of all sectors and target markets within the relevant market segment(s).
? Identify key target potential clients in all appropriate market segments and develop sales strategies and plans to develop and convert a strong new business sales pipeline into contracted sales revenue.
? Continually conduct industry and market research, including surveys, analyse findings and report to the Head of Sales - Angola on new business opportunities and on events that impact upon current client business.
? Investigate new business opportunities and secure new business in line with the sales strategies and budgets.
? Anticipate client needs, requirements and market trends, identify buying influences and develop contacts at the highest levels within prospect clients.
? Fully understand the business requirements of prospective clients and the industries within which they operate, and identify buying influencers, decision makers and develop contacts at the highest levels within target clients.
? Build credibility with new client prospects by demonstrating a thorough understanding of their businesses and the industries that they operate in and communicating in a way that creates trust and demonstrates professionalism with clients.
? Drive the growth of cross border sales through developing close cooperation and strategic relationships with sales and marketing personnel from other regions.
? 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 the aim to exceed budgeted targets.

ACCOUNT MANAGEMENT (RENEWAL, UP-SELLING, CROSS-SELLING)
From time to time the BDM Hunter may manage an account with significant opportunity for up sell.
This will be at the discretion of the Head of Sales - Angola and done in conjunction with the Account Managers.

? Support growth of profitable revenue through the use of up-selling and cross-selling within the designated client base in the relevant market segment(s)
? In conjunction with the Head of Sales - Angola, implement a client visit plan and maximise face-to-face Client sales time by arranging and facilitating support resources as well as delivering MOS in an effective manner to drive client retention, renewal and account extension, referral
? Support the development of close relationships throughout all levels of the client base, and initiate negotiations in order to enhance profitable revenue and gross margin
? Continually evaluate progress within the client group, against pipeline, revenue and profit targets, client plans, and take action with the Head of Sales - Angola as required to amend discrepancies
? Provide value added industry-specific medical and security knowledge to Clients’ within a consultative selling framework, and deliver industry-specific advantage solutions to Clients’
? In conjunction with Operations, manage International SOS’ level of service quality in the provision of medical and security solutions to the designated client base across the region

GENERAL RESPONSIBILITIES
? Frequent travel to visit clients in Luanda, and potentially throughout Angola.
? Support all pricing and contract negotiations ensuring the coordination and consistent communication between each region acting as escalation for contract, pricing, dispute resolution.
? Ensure client proposals are of a professional standard and in line with company policies and procedures. If a proposal is non standard then it is necessary to seek the approval of the Head of Sales - Angola and/or Regional stakeholders prior to submission to the client. Ensure proposals for indemnified memberships are approved by Corporate if non-standard.
? Ensure clients pay promptly within credit terms with zero bad debt accounts.
? Be a good International SOS ambassador, leading by example ensuring the demonstration of company values at all times.
? Maintain an open and win-win approach to client relationships, self, department and company through the process of consultative selling.
? Be prepared to present ideas, concepts and specific knowledge to the Marketing and Sales Team and the Company as and when required or volunteered.
? Build close relationships with International SOS’s joint venture partner Control Risks.
? Build close relationships with local Chinese community, association and Embassy etc
? Make use of the Subject Matter Experts to bring more knowledge to our prospects/clients
? Manage the implementation of a new client with regards to the administration requirements as well as the client on boarding in conjuction with the Account Managers and/or Client Services Manager
? Keep tracking and building depth knowledge of the key competitors in the sector or product group and understand their strengths and weaknesses .

SALESFORCE.COM
Ensure real time update of all client related activities into Salesforce.com including performing the following activities:
？ Managing the sales pipeline, from the start of all engagements with prospects/clients, timely updating any changes (i.e. stages, competitors and resolution causes for WON and LOST opportunities).
？ Tracking of all activities/points of contact with prospects/clients, providing detailed information on what was discussed/decided and on exchanged documents.
？ Ensuring that all owned records (accounts, contacts, opportunities, etc.) are timely and accurately updated

FINANCIAL RESPONSIBILITIES
? Supervise all administrative and financial activities involving the clients including, renewals, contract review, pricing, invoicing and AR collections. Some of these tasks are done by using International SOS’s internal systems for example PriceManager, Invoicing Request Form and Salesforce.com
? Manage collection on Account Receivables, which are either problematic or over 60 days which ever come the soonest.
? Seek prior approval from RSMD for non-standard discounts, price changes and any free goods incentives.

MARKETING MANAGER
? Forge close cooperation with marketing personnel to ensure that all marketing efforts support the sales plans and objectives.
? Propose new business marketing and client communication strategies that increase sales revenue.
? Ensure representation of Company at Corporate functions that impact the relevant market segment and maximize network opportunities. (E.g. participation in conferences and exhibitions, support on our own seminars).

CORRESPONDING BDM’S AND BDD’S IN OTHER REGIONS
? Maintain contact and gain support where required with Managers from relevant market segments in other regions and mostly in China, communicate successes and best demonstrated practices.

GROUP, REGIONAL AND COUNTRY SUPPORT FUNCTIONS (MEDICAL SERVICES, ASSISTANCE,
OPERATIONS, CLINICS, COMMERCIAL DESK, PRODUCT DIRECTORS, SUPPLY CHAIN)
? Initiate contact to provide the most cost-effective non-sales support for all Clients’ as required (RFQ’s, utilisation reports).
? Provide forecasts of expected Client new business wins, RFQ’s to assist with the allocation of support resources to effectively manage the clients expectations.

E. Job Profile
Required Skills and Knowledge (Brief description of technical knowledge or skills needed to perform the job)
? Ability to cold call and identify business opportunities
? Direct B2B solution / consultative selling experience in complex / service industry with at least 3 years direct selling experience to large Chinese companies
? Ability to connect and network within the Chinese community in Angola
? Exposure to working in a cross-border engagement sales environment including previous working experience selling in Angola
? Strong in writing and presenting proposals and reports
? Strong consultative / solution selling skills
? Strong negotiation and influencing skills (impact and influence)
? 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 change
? Strong planning and organization skills with the experience to develop solutions by adopting a consultative sales approach
? Excellent numeric, written and oral communication skills
? Strong presentation skills
? Adaptable, agile minded with strong networking skills
? Ability to communicate in English and Mandarin fluently and read and write effectively. Ability to speak Portuguese or another language will be an advantage
? Cultural sensitivity and awareness. Ability to work in a multi-lingual, multi-cultural environment where consensus is the norm.
? The Chinese BDM must be able to demonstrate ability to influence decisions / actions through provision of value added inputs into the organisation’s business and sales processes.

Required Competencies (Critical behaviours necessary to successfully perform the job)
Competency Description
Action Oriented Enjoys working hard; is action oriented and full of energy for the things that he/she sees as challenging: not fearful of acting with a minimum of planning; seizes more opportunities than other
Business Acumen Knows how businesses work; knowledgeable in current and future policies, practices, trends, technology, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace
Customer Focus Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; established and maintains effective relationships with customers and gains their trust and respect
Listening Practices attentive and active listening; has the patience to hear people out; can accurately restate the opinions of others even if he/she disagrees
Organizational Agility Knowledgeable about how organizations work; knows how to get things done through formal channels and the informal network; understands the origin and reasoning behind key policies, practices and procedures; understands the culture
Perseverance Pursues everything with energy, drive, and a need to finish; seldom gives up before finishing, especially in the face of resistance or setbacks
Planning Accurately scopes out the length and difficulty of tasks and projects: sets objectives and goals: breaks down work into the process steps; develops schedules and task/people assignments; anticipates and adjusts for problems and roadblocks; measures performance against goals; evaluates results
Drive for Results Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results
Teamwork Actively encourages a team culture, provides honest and constructive feedback, performs own team duties responsibly and effectively, builds trust, actively listens and checks understanding
Negotiating Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging the relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing


Required Work Experience (Brief description of the job-related experience needed to perform the job)
? Minimum 3 years experience in sales with proven “hunter” attributes towards acquisition of new business and exemplary levels of client care and focus in building relationships across all levels of the client
? Proven track record of profitable sales growth year on year and pipeline management
? Experience working with Chinese companies in Angola or in Africa will highly appreciated
Required Qualifications (Brief description of the educational background needed to perform the job)
? A relevant Tertiary qualification
Required Languages (Brief description of the language skills needed to perform the job)
? Ability to communicate in English and Mandarin fluently (oral and written) an absolute must. Ability to speak Portuguese or another language relevant to client base will be an advantage

Behaviours (Brief description of any behaviours required in order to align with the organisation)
? Alignment with the Intl.SOS values of Passion, Expertise, Respect and Care
This job description outlines the types of responsibilities the incumbent is required to perform.
The incumbent may be required to perform job related tasks other than those specifically presented in this job description. This job description is subject to regular review. 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。