JOB DESCRIPTION
Job Title
BandLocation
Legal Entity: Business Development Manager, Japan:: Japan: International SOS Japan Ltd.

Reports Administratively To: Business Development Director, JapanReports Functionally To: N/A

Direct Reports
Works Closely with: No direct reports: Operations, Health and Security Specialists, Commercial Services, AccountManagers, Client Service Executives, Partnership Development Director andService Delivery Manager

A. Overall Purpose of The Job (Brief description of the primary purpose of this position)• Achieve revenue targets• Develop business with qualified prospects and increase market penetration• Successfully execute distribution strategies and achieve related KPI’sB. Key Responsibilities (Critical responsibilities and skills of this position)••

ObjectiveLeadGeneration••
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AccountAcquisition••••

8th Mar, 2021

Drive new business acquisition and achieve revenue targets for the assignedindustries and territories
Prospect Lists. Create target prospect lists of companies to pursue for new businessdevelopment
Prospecting Plans. Develop prospecting plans including objectives, target contacts andaction plans for converting hot leads.
BDM-driven Leads. Create lead pipeline by performing cold-calling, attending events andbuilding professional networks to initiate contact with new prospects.
Sales & Marketing team leads. Pursue leads from Marketing Events, Partner Events,
the Assistance Centre, website and referrals from overseas colleagues, clients andpartners
Marketing. Engage in and support before, during and after all marketing activities
related to lead generation.
Sales Calls. Conduct a minimum of 7 substantive virtual/ face-to-face prospect sales
calls a week to uncover the problems and needs of the prospect.
Call Plan. Develop Call Plans for each substantive virtual/ face-to-face sales call andshare with appropriate team members.
Negotiation. Manage prospect negotiations and handle objections.
Nurturing. Invite prospects to seminars/webinars and marketing/partner events. Sharesample information with prospects, such as alert emails, to generate interest and moveopportunity discussions forward.

Page 1 of 4••Product
Knowledge•

Proposals•Internal•

Salesforce
and Pipeline
Monitoring•••••••••••••

MarketIntelligence••••Onboarding. Lead the handover process with Operations, Account Managers and Client
Service Managers to ensure that all administrative, operational, and financial activities arein place to ensure high levels of service to clients.
Understand Key features of International SOS products and how these are delivered.
Understand the meaning of our packaged solutions and offer appropriate packages andother optional services to prospects to match their needs.
Utilise stories to highlight the value of appropriate and relevant bundled solutions.
Develop proposals that reflect the explicit needs of prospects.
Ensure proposals reflect the value of our solutions to prospects.
Work effectively with internal partners from the Marketing, Health, Security, Operations,Commercial Services and Finance.
Develop, and agree on, a prospect engagement strategy with key stakeholders.
Manage a pipeline of opportunities by Salesforce.
Evaluate and Progress. Continually evaluate progress within the market segment
against pipeline objectives, revenue and profit targets. Ensure there is an adequate
number of sales pipeline opportunities to achieve budgeted targets.
Record data. Ensure real time update of all prospect related activities into Salesforce,
including the following activities:o Managing the sales pipeline, from the start of all engagements with prospects tothe timely updating of any changes (i.e. stages, competitors and resolution causes
for WON and LOST opportunities)o Tracking of all activities/points of contact with prospects, providing detailed
information on what was discussed/decided and on exchanged documentso Ensuring that all owned records (accounts, contacts, opportunities, etc.) are timelyand accurately updatedo Mapping prospects’ insurance company(s) and brokers
Action Plan. Create Bronze or Silver Action Plan mapping key influencer of prospects andidentify action plan for acquiring new accounts.
Dashboards. Effectively utilise dashboards to manage the sales pipeline, activities andachievement of KPI’s.
Industry. Follow the trends, issues, and changes in the industry segment to identify new
demand for International SOS products and sales opportunities.
Competitors. Collect and share competitor information to colleagues, Marketing andManagement.
Customers. Develop an understanding of the characteristics, unique needs, buying
behaviour, and decision-making attributes of organisations in his/her assigned industries
and territories.

C. Job Profile
Required Skills and Knowledge

8th Mar, 2021

Page 2 of 4•Self-starter mindset and self-learner mindset•

Proven consultative / solution selling skills based on a recognized methodology such as SPIN (Value Selling)•

Proven strategic selling skills based on a recognized methodology such as Miller-Heinman (TargetedRelationship Selling)•Ability to research and successfully gather all the required / relevant information relating to a prospect and/orindividual/contact to support each stage of the sales process and buying cycle•

Strong relationship building skills. A natural networker with the ability to map out key action plans and establish
a pipeline of new prospects.

•Ability to identify and source opportunities with prospects.

•Well-developed influencing and negotiating skills with the ability to motivate and influence internal and externalclients.

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Strong planning and organizing skills.

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Excellent time management skills with the ability to successfully manage numerous projects simultaneously,including activity planning and pipeline management.

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Strong individual who can work autonomously and within a team to deliver results.

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Excellent numeric, written, oral communication and presentation skills•

Ability to express ideas concisely and clearly, orally and in writing•

IT literacy (MS Word, Excel, PowerPoint and Salesforce).

•Cultural sensitivity and awareness. Ability to work in a multi-lingual, multi-cultural environment wherecollaboration is the norm

Required Competencies•

Integrity and Trust: Deals with others in an open and honest manner. Demonstrates and lives by International
SOS values. Is widely trusted. Is seen as direct and truthful. Doesn’t misrepresent him/herself for personalgain.

•Customer Focus: Is dedicated to meeting the expectations and requirements of internal and externalcustomers; gets first-hand customer information and uses it for improvements in products and services; actswith customers in mind; establishes and maintains effective relationships with customers and gains their trustand respect.

•Action Oriented: Enjoys working hard; is action oriented and full of energy for the things that he/she sees as
challenging: not fearful of acting with a minimum of planning; seizes more opportunities than others.

•Drive for Results: Can be counted on to exceed goals successfully; Prioritizes tasks, overcomes obstacles
and accepts accountability•

Perseverance: Pursues everything with energy, drive, and a need to finish; seldom gives up before finishing,especially in the face of resistance or setbacks.

•Listening and Presentation Skills: Practices attentive and active listening; has the patience to hear people
out; can accurately restate the opinions of others even if he/she disagrees; is effective in a variety of formal
and informal situations. Engages with client and prospects to develop explicit needs.

•Negotiating: Conducts positive negotiations; can win concessions without damaging relationships; stays
focused on the required outcome.

•Planning: Accurately scopes out the length and difficulty of tasks and projects: sets objectives and goals:
breaks down work into the process steps; develops schedules and task/people assignments; anticipates andadjusts for problems and roadblocks; measures performance against goals; evaluates results.

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D. Required Work Experience•Minimum 7year experience in sales and new account acquisition with gross profit responsibility. Proven trackrecord of achievement required.

•Minimum 3year experience in business development in direct B2B solution/consultative selling, especially with
the Human Resources or Risk Management related services will be preferred.

•Experience in selling complex, high-value services required. Experience selling medical, travel or security
services preferred.

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Demonstrated success in identifying and developing new business with prospects.

•Exposure to working in a cross-border engagement sales environment an advantage.

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Optional: Previous working experience of selling to emerging markets is an advantage

Required Qualifications•Educated to University level•

Certification in Huthwaite SPIN© (or Equivalent) an advantage•Certification in Miller-Heiman Strategic Selling© (or Equivalent) an advantage•Training in Salesforce CRM an advantage

Required Languages•Ability to communicate in English fluently, (oral and written) is required. Ability to speak Spanish, Portuguese,
French or other languages an advantage.

Travel / Rotation Requirements (Brief description of any travel or rotation requirements)•Domestic travel to client offices will be required.

8th Mar, 2021

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