Job description
The purpose of the role is to achieve and exceed new business revenue and gross profit targets for the identified market segments through the building of new and the maintenance and expansion of existing relationships with clients and prospects within the geographic area of responsibility.
To develop a sales plan to increase Iqarus’s market penetration and promote our full product lines to clients such as multinationals and SMEs, governments, non-governmental organisations, supra-nationals, and non-profit organisations.
Driving business growth in the identified geographic area of responsibility by following a structured sales approach to uncover new opportunities & drive sales activities to close deals.
Qualifications and essential requirements:
Proven experience in a sales / business development role with sales and gross profit responsibility and a track record of achievement.
Direct B2B solution/consultative selling experience in complex / service industry selling experience to a similar client base.
Exposure to working in a cross-border engagement sales environment.
Previous working experience of selling to high complex and regulated markets is an advantage.
Prior working experience or demonstrable knowledge of Military, Government, NGO’s.
Proven consultative / solution selling skills.
Educated to University level.
Key responsibilities include:
Business Development
Acquire an in-depth understanding of the industries within the geographic territory to identify potential prospects and clients and to promote and sell the entire range of Iqarus services.
Furthermore, develop a detailed and relevant understanding of prospects business, organisational structure, operational footprint, business trends and operational requirements to enable the promotion and selling of relevant company services.
Understand customer needs, requirements and market trends, identify buying influences.
Based upon the above develop an aggressive sales action plan for new client acquisition and product extension to achieve sales targets.
The new and extension business acquisition plan must be balanced between larger longer-term sales and tactical more recurrent sales pipeline to ensure quarterly and annual targets can be met and achieved.
Develop relationships at Senior level with key clients / prospects to acquire a comprehensive understanding of Clients business strategy, needs, requests and demands and work with management both internally, as well as with counterparts at International SOS to be able to close new business sales in shortest possible timeframes.
Secure prospective clients to drive new business acquisition and gross profit target achievement.
Work together with the marketing team to develop specific marketing strategies.
Ensure professional representation of Iqarus at client and industry specific functions and maximize network opportunities, e.g. participation in conferences and exhibitions as part of your plan.
Develop an outsourcing and ROI approach to provide a much-enhanced solution to the client/prospect and at the same time dramatically increase the total value of sales for Iqarus.
Develop attack and defense strategies vs competition in market as part of sales plan and approach.
Work with International SOS to identify leads and opportunities.
Ensure growth of profitable revenue through reviewing and challenging the pricing models developed.
Key Account
Drive account relationships and long term profitability of nominated accounts.
Develop an Account Management Plan for each identified Key Account with key quarterly and yearly objectives and broken down by product and gross profit.
Be able to articulate integrated solutions for our clients and be able to articulate the benefits and methodology of framework agreements.
Lead in the coordination of legal documents, pricing framework and account management tools.
Management & Leadership
As senior sales team member provide a commercial leadership role within the organisation and areas of responsibility.
Prepare and submit annual and quarterly objectives and accurate forecasts.
Responsible for the functional leadership of the sales and account management for geographic area of responsibility.
Continually evaluate progress within the geographic area of responsibility against pipeline objectives, revenue and profit targets and client plans.
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.SalesForce.com
Ensure real time update of all client related activities into Salesforce.com including group chatter and performing the following activities:
Maintain communication with key Iqarus stakeholders through Chatter Page and ensure all market intelligence is shared.
Ensuring that all owned records (accounts, contacts, opportunities, etc.) are timely and accurately updated.
Ensure the development of a healthy, transparent and accurate pipeline.
Work proactively with the entire GHS team, as well as other Iqarus functions as appropriate during the sales process.
Manage the implementation of new business won, to ensure that all administrative, operational and financial activities are in place to ensure high levels of service to clients.
Work with the GHS Marketing Manager to increase awareness of the Company’s products and services.
Coordinate the involvement of company personnel, including support, service, technical and management resources, in order to meet performance objectives and clients’ expectations.
Report on activities and performance (and review with management) as requested.
Prepare and submit annual and quarterly objectives and accurate forecasts in conjunction with the Head of Sales.
