Junior Key Account Manager

**About the role**:
The Junior Key Account Manager is based within the sub location and is part of the team of Account Managers and Key Account Managers. The overall purpose of the role is to manage a portfolio of accounts through all stages of the client journey of onboarding, engagement and retention and achieve all sales targets.

Role Overview:

- Effectively manage a portfolio of client accounts (around 20) assigned to the individual to ensure we renew 100% existing accounts on time and to budget;
- Plan and identify targeted upsell opportunities to extend our product solutions within the portfolio of accounts. Generate proposals, pricing and contract negotiations to exceed 100% account extension targets;
- Help advise and educate clients on their service offering, embedding International SOS

**Key responsibilities**:
**Retention**:

- Effectively account manage and retain all existing clients and achieve and exceed 100% of renewal gross profit sales budget on time.
- Ensure the sales end to end process is followed effectively and renewals are executed in a timely manner before expiry.

**Growth**:

- Maximise cross and up sell opportunities with existing clients. Achieve and exceed 100% of allocated new and account extension business sales target.
- Foster business development opportunities with existing clients across borders internationally.
- Maximise business development opportunities with partners including insurance brokers, insurers, travel management companies, Everbridge, and other partners in the region.

**Engagement**:

- Develop and implement Account Management Plans for key clients.
- Coordinate aspects of the client onboarding and implementation, utilisation, reporting and complaint handling on behalf of the client with the internal teams in charge of the different aspects.
- Anticipate and uncover customer needs, requirements and market trends, identify buying influences and develop contacts at the highest levels within existing accounts.
- Manage International SOS’ level of service quality in the provision of medical and security solutions to the designated client base across the region. Provide continued operational liaison and review to ensure consistent service delivery through the development of Service Level Agreements;
- Understand of key market competitors and able to ghost and differentiate our services against them.

**Cadence**:

- Proficient with all company systems and processes, in particular, Salesforce and CPQ
- Ensure all sales administration, sales forecasts, client activity, client mapping and information in Salesforce is accurate, reliable and timely.
- Develop and maintain a sales pipeline for new business and extension opportunities for Corporate Membership, Digital Travel Risk Mitigation, Medfit, Training, Consulting service product suite.
- Ensure sound understanding of the value proposition of all International SOS products and services, through proactive self-directive elearning.
- Proficiency in using social media and Linkedin to identify new contacts in your client portfolio and build pipeline and professional brand as expert in our field.
- Meet all Quality KPIs for sales performance, as advised by the GM Sales, Director of Key Account Management or Account Management Director.

**Collaboration**:

- Work with other Business Development Managers, Key Account Managers and Account Managers within the region on key clients or prospects, including renewals, tenders, up-selling and cross border sales.
- Establish close professional relationships with sales team in other regions, to support and facilitate inbound and outbound cross border sales opportunities.
- Undertake project work or reasonable duties as requested by your Direct or Functional Manager.
- To work within, promote and ensure compliance with International SOS’ WH&S, policies, practices, Equal Employment Opportunity (EEO) and corporate values.

**About you**:
**Required Skills and Knowledge**:

- Demonstrated Track record in closing new business sales in B2B complex services
- Ability to develop, manage and progress a pipeline of sales opportunities
- Experience in formal Sales Methodology & Process
- Action and detail orientation
- Excellent verbal and written communication skills
- Creative, innovative and uses initiative
- Strategic thinking and critical judgment
- Customer orientation (internal and/or external customers)

**Required Competencies**:

- Interpersonal Skills
- Teamwork
- Technical/Functional Expertise
- Adaptability
- Leadership

**Required Work Experience**:

- Track record of success in exceeding new B2B sales targets - minimum 3 years
- Demonstrated ability to develop, maintain and manage a pipeline of sales opportunities
- Demonstrated successes in being part of a team to successfully account manage key accounts
- Demonstrated success in using communication skills
- Team player - evidence of being able to work in a sales team

**Required Qualifications**:

- Degree qualifi