Account Manager

Retention, Drive Growth, Client Engagement, Cadence as well as Collaboration;
Effectively manage and retain accounts of all existing clients and achieve and exceed 100% of
renewal gross profit sales budget on time;
Ensure the sales end to end process is followed effectively and renewals are executed in a timely
manner before expiry;
Drive growth and maximise cross and up sell opportunities with existing clients;
Achieve and exceed 100% of allocated new and account extension business sales target;
Foster business development opportunities with existing clients across borders internationally;
Maximise business development opportunities with Joint Venture partners;
Be fully engaged and own all aspects relating to client onboarding, utilisation drive, reporting,
complaint handling and internal advocacy on behalf of the client;
Anticipate and uncover client’s needs, requirements and market trends, identify buying influences
and develop contacts at the highest levels within existing accounts;
Manage International SOS’ level of service quality in the provision of medical and security
solutions to the designated client base across the region;
Provide continued operational liaison and review to ensure consistent service delivery through the
development of Service Level Agreements;
Maximise business development opportunities with other channel partners including insurance
brokers, insurers, travel management companies, Everbridge, and other partners in the region.
Understand of key market competitors and able to differentiate our services against them.
Collaboration;
Act as the primary inter-departmental liaison on operational / administrative matters with support
from the Client Services Team and Service Delivery Department for a client;
Support the Client Services and / or Senior Account Manager as and when required, and work with
other Business Development Managers and Account Managers within the region on key clients or
prospects, including renewals, tenders, up-selling and cross border sales;
Establish close professional relationships with sales team in other regions, to support and facilitate
inbound and outbound cross border sales opportunities;
Undertake project work or reasonable duties as requested by the Direct or Functional Manager.
Work within, promote and ensure compliance with International SOS’ WH&S, policies, practices,
Equal Employment Opportunity (EEO) and corporate values;
Cadence;
Be proficient with all company systems and processes specifically Salesforce and CPQ.
Ensure all sales administration, sales forecasts, client activity, client mapping and information in
Salesforce is accurate, reliable and timely;
Develop and maintain a sales pipeline for new business and extension opportunities for Corporate
Membership, Digital Travel Risk Mitigation, MedFit, training and consulting service product suite.
Ensure sound understanding of the value proposition of all International SOS products and
services, through proactive self-directive E-Learning;
Be proficiency in using social media and LinkedIn to build pipeline and professional brand as
expert in this field as well as identifying client’s stakeholders;
Meet all Quality KPI’s sales performance as advised by the GM Sales or Client Services Director.
Occupational health and safety responsibilities;
Participate in the development and maintenance of a safe and healthy workplace;
Undertake all mandatory OH&S training as required;
Comply with any reasonable instructions, policies, procedures or safe work practices given by
Intl.SOS in adhering to safe work procedures;
Co-operate with management in its fulfilment of its legislative obligations;
Take reasonable care to ensure their own health and safety and the safety of others;
To report any injury, hazard or illness as soon as possible to their supervisor.

Required Skills and Knowledge (Brief description of technical knowledge or skills needed to
perform the job);
A minimum of three (3) years with a proven track record in account management;
Demonstrated track record in managing account portfolio;
Proven experience in developing engagement strategies and managing complex accounts;
Ability to cold call and identify business opportunities;
Strong negotiation and influencing skills (impact and influence);
Ability to develop, manage and progress a pipeline of sales opportunities;
Experience in formal Sales Methodology & Process;
Action and detail orientation;
Team player – evidence of being able to work in a sales team;
Excellent verbal and written communication skills;
Creative, innovative and uses initiative;
Strategic thinking and critical judgment;
Customer orientation (internal and/or external customers);
The Account Manager has no direct reports however must be able to demonstrate ability to
influence decisions / actions through provision of value-added inputs into the organisation’s
business and sales processes;
The role may involve moderate travel and occasional international travel as required and/or visits to
clients in your area of responsibility and the region;
Has the functional and technical knowledge and skills to do their job at a high level
of accomplishment;
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;
Demonstrated successes in being part of a team to successfully account manage a portfolio of
clients;
Direct B2B solution / consultative selling experience in complex / service industry with at least 3
years direct selling experience to large multi-national;
Exposure to working in a cross-border engagement sales environment including previous
experience selling to emerging markets;
Required Qualifications (Brief (Brief description of the educational background needed to perform the
job);
Relevant Business Management or related Degree or Diploma;
Required Languages (Brief (Brief description of the educational background needed to perform the
job);
Ability to communicate in English fluently (oral and written) an absolute must;
Ability to speak another language relevant to the covered territory and client base will be an
advantage;
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.

Empresa líder em Saúde