Business Development Manager

**A. **Overall Purpose Of The Job
The Business Development Manager will research, locate, define and target key **business **prospects as well as work with customers to provide feedback to **development **teams for new content and products. The BDM will establish and nurture relationships that fill the **business **pipeline with prospective partners and customers. The Business Development Manager is responsible for creating and maintaining strong relationships and growing the business in a defined sales territory or market segment. The BDM will develop a plan to grow the business, identify areas of client needs, manage, and participate in business negotiations and execute commercial strategies to acquire new business. Additionally, the Business Development Manager will be accountable to the retention and growth of strategic business aviation clients within their territory. This will include meaningful client engagements, developing a product saturation matrix, growing product penetration, account growth and effectively managing client needs and enquiries.

**B. **Key Responsibilities
- Meet or exceed assigned new business sales revenue targets.
- Meet or exceed assigned renewal revenue targets within assigned portfolio.
- Meet or exceed assigned account extension revenue targets within assigned portfolio.
- Research, locate, define and target key business prospects.
- Work with customers to provide feedback to development teams for new content and products.
- Establish and nurture relationships that fill business pipeline with prospective partners and customers.
- Create business development strategies; identify roadblocks and drive new business from conception through closure.
- Full accountability for revenue and expenses (this includes travel expenses) for respective territory.
- Generate proposals, pricing and contract negotiation, issuance of contracts and distribution of collateral for assigned territory.
- Use of CRM system to maintain and report client/prospect data and to continuously evaluate progress within the client group against pipeline, revenue and profit targets, client plans, and take

action with Head of Sales, APAC, as needed.
- Collaborate with the Head of Sales, APAC, to review plans and develop and implement strategies so as to exceed/maximize sales opportunities.
- Enhance and maintain relationships with key clients.
- Negotiate complex deals with regional customers.
- Maintain accurate account, pipeline and activity information in the customer data base-CRM.
- Participate in sales pipeline reviews.
- Prepare content for internal periodic business reviews in a timely manner.
- Ensure timely and effective problem resolution.
- Complete all administrative and financial activities for new business deals including timely receipt of territory’s accounts receivables and execution of contracts.
- Once new deals are closed by the BDM, hand over new clients to the respective account manager for ongoing client ownership according to current account management territories. Of these accounts, some may remain with the BDM for continued account management.
- Identify and analyze local market requirements and business opportunities by soliciting market feedback and by maintaining strong industry contacts/network.
- Develop a strong network of colleagues (e.g. MedSupply, International SOS) and contacts within the organization to gain respect and trust for effective collaboration and cross selling.
- Attend and participate in sales and product training.
- Attend and participate in professional development training as needed.
- Research, attend and participate in industry events (seminars, trade shows) as needed. To include presenting potential sponsorship and partnership opportunities.
- Represent MedAire at external events within assigned territory and globally as needed.
- Support the global response center during crisis situations.
- Maintain all client information which may be encountered either directly or indirectly while in the performance of the job in strict confidence and in accordance with HIPAA and/or any other pertinent confidentiality regulations.
- Other duties as assigned.

**C. Job Profile
**Required Skills and Knowledge
- Good knowledge of the Business Aviation industry.
- Good knowledge of the health and/or aviation security market.
- Exceptional account management and sales acquisition skills.
- Strong consultative/solution and value selling skills, results driven sales skills and the ability to close high level account renewals.
- Strong lead generation skills.
- Excellent negotiation, interpersonal and communication skills.
- Excellent organizational skills and time management skills with the ability to successfully manage numerous projects simultaneously and drive change.
- Understanding of process improvement with the ability to lead implementation of change.
- Adaptable to constant change.

**Required Competencies
- Customer-centric ethos
- Results orientation
- Proven busi