The Business Development Manager (BDM) West Africa role, based in our Accra Office, is set to achieve direct profitable sales growth in dedicated markets in West Africa by winning new business opportunities, as well as managing, renewing and upselling existing accounts. The position is primarily focused on developing the Energy Mining and Infrastructure sectors across our medical and security solutions.

Duties:

Business Devlopment

• Plan, organize and direct an efficient and effective campaign to secure business within the assigned territories.
• Measure own performance against financial targets and non-financial objectives and implement corrective actions as required.
• Achieve direct profitable sales growth in dedicated markets by winning new business opportunities as well as managing, renewing and upselling existing accounts
• Ensure an in-depth understanding of the Energy, Mining & Infrastructure (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 customers that have been identified as high growth potential customers and deliver revenue and GP targets
• Management of clients’ Senior Executive relationships to acquire a comprehensive understanding of 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 Europe, Asia, and North America.
• In conjunction with 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 customer needs, requirements and market trends, identify buying influences and develop contacts at the highest levels within target Clients and prospects.

Account Management

• Support growth of profitable revenue through up-selling and cross-selling
• In conjunction with 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 client prospect base (including formal and informal channels)
• Ensure there is acceptable gross margin and profit from the business with clients
• Ensure 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

Cross Boarder

• Provide forecasts of expected 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
• Manage and lead a periodical and regular coordination of the Cross-Border agenda and business opportunities with Business Team (HOS/BDD) and relevant stakeholders

Marketing and Communications

• Sales Channel: Build close relationships with local communities, associations, embassies and our partner Control Risks
• Support on our own clients’ seminars and participation in conferences in (West) Africa.
• Keep track and build depth knowledge of the key competitors

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 Salesforce (CRM) ensuring the information is accurate and the system is updated
• Manage the budget and forecast process of the 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.

Stakeholder Management:

• Provide timely feedback relating to new business, account extension, renewals, sales pipeline and performance against targets to Country Sales and Marketing Director / Manager
• Escalate issues directly impacting on a client and/or preventing the Business Development Managers from effectively closing a sale
• Work with the Africa Regional functional sales team in ensuring that alignment is achieved in regard to approach, execution and communication internally and externally.

Experience and Knowledge:

• Minimum of five (5) years of experience in a relevant commercial role in Africa and preferably in West Africa
• Strong sales background, with proven experience in the Energy, Mining and Infrastructure sector.
• 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.
• 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
• EMI industry/sector knowledge and experience working in and/or dealing with the emerging market and customers.
• Able to demonstrate a proven track record of profitable sales growth in a B2B Services environment.
• Successfully worked within a matrix culture
• Available for frequent travel across West Africa

Qualifications:

• Minimum of Bachelor’s Degree

Languages:

• English fluency is a must in speaking and writing.
• French speaking skills is strongly preferred.