Job Purpose:The
Account Manager will work to achieve and exceed renewal and account extension targets, through the maintenance and expansion of relationships of assigned client accounts in the
US Northeast region, and globally as required, with a focus in the
Academic / Scholastic industry. The
Account Manager will represent the entire range of company products and services to assigned clients, lead the client account planning cycle and ensure assigned clients' needs, expectations and contractual obligations are met by company.
The
Account Manager will collaborate with the various departments within the company group, including: Medical Services Operations, Assistance Center Operations, Clinic Operations, Regional General Management, Director of Assistance and Regional Medical Directors with the ultimate objective of maintaining a consistent approach and ensuring full compliance to clients' standards & requirements.
Essential Job Duties and Responsibilities:Account Management- Establish and maintain effective relationships across the key customer stakeholders in assigned book of clients with focus on client satisfaction, retention and identifying opportunity to drive additional solutions that fill uncovered client gaps.
- Develop a detailed and relevant understanding of each client's business, organizational structure, global operational footprint, business trends and operational requirements to enable the promotion and selling of relevant company services.
- Support the cross border agenda of growing International SOS' overall worldwide business with assigned accounts.
- Lead in the coordination of legal documents, pricing framework and account management tools.
- Provide value added client and industry-specific medical and travel security knowledge to clients within a consultative selling framework, and deliver client specific solutions.
- Implement a client visit plan and maximize face-to-face client sales time to drive client retention, renewal and account extension; to include annual contract renewal meetings, quarterly review meetings, monthly reporting updates and ongoing / daily follow up of requests, tasks as they arise.
Qualifications:Required Skills and Knowledge- Proven consultative / solution selling skills based on a recognized methodology such as Value Selling (SPIN) and Relationship Selling.
- Strong relationship building skills. A natural networker with the ability to map out account plans and support upselling into assigned accounts.
- Well-developed influencing and negotiating skills with the ability to motivate and influence internal and external clients to commit to buy and the drive to close sales.
- Good strategic thinker with strong planning and organization skills who has the experience to develop solutions by adopting a consultative sales approach.
- Excellent time management skills with the ability to successfully manage numerous projects simultaneously, including activity planning and pipeline management.
- Strong individual who can work autonomously and within a team to deliver results.
- Ability to research and successfully gather all the required / relevant information relating to a client, prospect and/or individual/contact to support each stage of the sales process.
- Excellent numeric, written, oral communication and presentation skills.
- Computer literate (MS Word, Excel, PowerPoint and CRM applications).
- Cultural sensitivity and awareness. Ability to work in a multi-lingual, multicultural environment where collaboration is the norm.
- Ability to objectively assess own performance and implement self-development plans.
Required Work Experience- 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 an Academic/Scholastic client base.
- Exposure to working in a cross-border engagement sales environment.
- Previous working experience of selling to emerging markets is an advantage.
- Prior working experience or demonstrable knowledge of offshore is an advantage.
Other Requirements:Job Location- This Account Manager is part of our team in the US Northeast, based in a metropolitan area within the region: NJ, NY, CT, VT, RI, MA, ME, NH #Americas The Account Manager works remotely with frequent travel in the region to client and company sites and events.
Required Education- Educated to University level
Required Languages- Ability to communicate in English fluently (oral and written) an absolute must. Ability to speak another language relevantto location and client base will be an advantage
Required Travel- Frequent throughout the region
