A. Overall Purpose Of The Job
The incumbent is responsible for developing and driving new businesses as well as account extension businesses of existing clients within the Assigned Segments, from lead generation through to close.
Main responsibility is to aggressively drive new and account extension businesses for the Singapore market through the development of sales strategies and tactical execution of action plans in order to meet the monthly, quarterly, and yearly allocated sales targets.
Incumbent will be part of the Singapore Sales & Marketing team and is required to ensure alignment of Sales strategies within the Singapore market. This is achieved through the direction of Managing Director Singapore & Middle East in conjunction with Sales activities, campaigns, and strategies in accordance with the International SOS Group Sales leadership team.
B. Key Responsibilities
a. Sales Targets and Strategies Execution
(i) Develop and execute activities that will enable the achievement of the assigned sales targets
· To achieve the assigned sales targets on a monthly, quarterly, and yearly basis.
· To prepare actions plans and schedules to identify specific targets and/or opportunities within the assigned sales verticals.
· To ensure the required number of sales calls/visits to prospects and existing clients are achieved.
· To work with Head of Marketing and Communications, Singapore to ensure consistent lead generation. To qualify and follow up on the leads and/or referrals resulting from field activities.
(ii) Plan strategies, jointly with Managing Director Singapore & Middle East and Head of Account Management & Partnerships, that support the achievement of assigned sales targets
· To identify business opportunities via prospect development and/or evaluating the changes within the market environment.
· To analyzedata of existing clients and determine the appropriate sales approaches to enable account extension and up-selling of additional services/solutions.
· To review and develop strategies with regards to the verticals and/or initiatives that has been assigned.
· To provide timely sales pipelines updates when required and with the ability to accurately project the estimated close won period of the identified opportunities.
b. Clients & Prospects Engagement
(i) Focus on client centricity
· To maintain and enhance client relationship by providing support, information, guidance and following up on required sales activities whenever is appropriate.
· To cultivate effective business relationships with identified economic buyers, influencers, technical buyers, and buyers to ensure buy-in of solutions.
· To ensure prompt response to clients and prospects queries, ensuring the correct expertise, knowledge and personnel are involved in the response.
(ii) Ability to develop opportunities
· To participate in relevant sales and/or marketing events as deemed required by Managing Director Singapore & Middle East.
· To identify and attend trade meetings, industry conventions and networking events hosted by business associations so as to network and obtain sales leads.
c. Sales Administration & Support
(i) Strong focus on administration
· To provide support to Client Services team to ensure client related documentation, invoicing and entries within relevant systems are being managed accordingly.
· To support Finance team to ensure working capital targets for the assigned clients are being well managed according to the assigned Finance targets.
· To ensure the accurate and timely updating of sales related details, information and sales calls/visits made within the existing systems (e.g. SalesForce.com).
· To adhere to the required sales processes, procedures, and protocols.
(ii) Collaborate with relevant teams
· To work with Commercial Services team to develop competitive pricing that will enable the winning of the opportunities that has been targeted.
· To work with other relevant teams whilst pursing opportunities with existing clients and/or prospects (e.g. Medical and Security team, Operations team, Assistance Centre team etc.).
· To liaise and work with Singapore team members as well as relevant Group and other countries functions on all sales related activities.
(iii) Pursue opportunities to improve
· Maintains professional and technical knowledge by attending internal and/or external education workshops, trainings, briefing sessions and/or external events as arranged by the Managing Director Singapore & Middle East.
· Display keen interest in participating in the scheduled Sales & Marketing meetings.
C. Job Profile
Required Skills, Knowledge and Competencies
· Strong consultative selling and/or value selling business knowledge, preferably within the Corporate, Government and/or Education verticals.
· Result oriented, displaying high passion, drive and motivation so as to achieve the assigned sales targets and Key Performance Indicators (KPIs). Ability to identify what to do when performance deviates from plan and execute corrective measures.
· Strong analytical, problem and decision making capabilities. Able to analyze the information in a given situation and recommend the best course of action.
· A self-starter who is able to work with minimum direction whilst possessing both the desire and ability to develop constructive ideas to react to the ever changing business environment.
· Exceptional written and verbal communication skills. Able to communicate and deliver client presentation with ease and flair.
· Persuasive, articulate and able to work with and influence people of different nationalities, personalities and across all levels.
· Display good cross functional skills, with the ability to collaborate and communicate effectively within a demanding and culturally diverse matrix organisation.
· Stress tolerance, able to do the job/task with minimal anxiety level.
· Hardworking, persistent and a dependable team player.
Required Work Experience
· At least 5 years in a sales representative role.
· Proven track record in business development and account management activities, selling complex B2B solutions to multinational companies in a fast moving and global 24/7 environment.
Required Qualifications
· Bachelor’s Degree, Business and Marketing majors preferred.
Travel / Rotation Requirements
· Singapore based, with occasional travels within Asia, depending on business requirements.
