Business Development Manager East Africa Job Placement – International SOS African Services Limited

Job Title:    Business Development Manager
East Africa

Organisation: International
SOS African Services Limited

Duty Station:  Kampala,

Reports to: GM
Sales and Marketing Africa 


About US:

International SOS
( is the world’s leading medical and travel security
risk services company. We care for clients across the globe, from more than
1,000 locations in 90 countries. Our expertise is unique: More than 11,000
employees are led by 1,400 doctors and 200 security specialists. Teams work
night and day to protect our members. We pioneer a range of preventive
programmes strengthened by our in-country expertise. We deliver unrivalled
emergency assistance during critical illness, accident or civil unrest. Our
global services include medical and risk planning, preventative programs,
in-country expertise and emergency response for travellers, expatriates and
their dependents of over 70 percent of the Fortune 500 companies.


Job Summary:  The Sales and Marketing function across all of
International SOS’ local offices exists to provide comprehensive risk
management solutions to deliver end to end medical and security care to
existing and potential clients. The main products and services that are sold
within the company are:

and Security workforce resilience subscriptions

Medical Assistance

Site Medical Staffing Solutions


Occupational Care

Travel and Site Security Services

SOS Online



Overall Purpose Of The Job (Brief description of the primary
purpose of this position):
achieve and exceed revenue and gross profit targets by sourcing new business
and developing existing clients in East Africa, through face to face
consultative selling.

To identify East
Africa based clients operating outbound across other markets and working cross
border with other BDMs globally to secure business acquisition. The scope of
the BDM is East Africa, including Kenya, Uganda, Tanzania, Burundi, Rwanda and
Ethiopia. The countries included in this cluster may be adjusted before the
start of each financial year.


Key Duties and Responsibilities:  


a sound understanding of the relevant market segments and identify key
prospects and customer segments to promote the entire range of Intl SOS
services and explore needs of these segments for potential new

new customer prospecting plan which focuses on closing new sales.

new sales within assigned markets to ensure that revenue and profit targets are
achieved against an agreed Sales Plan.

close cooperation with sales and marketing personnel from other regional
operations to foster the growth of cross border sales and master service

Account Management

top level account management for existing clients and focus on relationship
building to increase the profitability of each client through relationship
marketing and cross selling.

key account plans in order to maximize client penetration, identify buying
influencers, decision makers and develop contacts at the highest levels within
target organizations.

that there are regular face to face contacts with all customers assigned and a
regular business review supported by data analysis in order to fuel value

utilisation of International SOS Services to support renewal and upselling.

People Management

Lead the
development of all aspects of the East Africa Growth agenda in conjunction with
all the various support functions and potential direct subordinates, including
defining the capabilities, organizational. structure, roles and
responsibilities and performance targets.

through practical supervision, including managing, appraising, mentoring and
coaching, and training aimed at achieving the highest sales potential.

objectives and monitor individual performance and conduct performance
evaluations. Implement corrective actions as required.


ensure the professional standards of all written client proposals, tender
documents and communication is adhered to, in line with company standards and
pricing procedures.

credibility by communicating trust, morale and professionalism with all
customers by understanding the needs of the customer and recommending the
appropriate solutions to meet these requirements.

together with the GM Sales and Marketing Africa an aggressive sales action plan
to achieve monthly & annual sales and business targets for new business and
cross selling targets.

possible evolutions and adjustments of the contents of our solutions as may be
appropriate in order to secure business growth and penetration of new markets.

in conducting workshops and symposiums, networking events within allocated
industry verticals to increase awareness of International SOS’ services

all administrative and financial activities involving the accounts including,
renewals, contract review, pricing, invoicing and AR collections.

clients pay promptly within credit terms with zero bad debt accounts.

weekly and monthly sales and pipeline reports in-line with Location, Region and
Global requirements through effective use of CRM software

SFDC is up to date at all times.


Qualifications, Skills and Experience:

Qualifications (Brief description of the educational background needed to
perform the job)

Business degree or diploma.

Languages (Brief description of the language skills needed to perform the job)

written and verbal communication in English and in French.


Required Work Experience (Brief description of the
job-related experience needed to perform the job)

5 years’ experience within a sales or business development role.

experience in solution selling, gross margin responsibilities,
business-to-business environment and/or service sectors in a long sales cycle

have proven experience of a “hunter” mentality in developing new clients and
exemplary level of customer care and focus in account management to drive
extension business.

experience or demonstrated knowledge of the Oil & Gas, Mining and/or
Infrastructure segments. Experiences with other Verticals such as, but not
limited to Aid & Relief (NGOs, Supranational and Institutional
organisations) are very advantageous.


Required Skills and
Knowledge (Brief description of technical knowledge or skills needed to perform
the job)

A strong
hunter and closer mind-set.

natural networker with the ability to effectively up sell into existing clients
in addition to establishing a dynamic pipeline of prospects.

Can work
autonomously as well as within a team to deliver results.

solution selling skills and well developed influencing and negotiating skills
with the ability to motivate and influence internal and external clients to
commit to buy.

time management skills with the ability to successfully manage numerous
projects / opportunities simultaneously.

management exposure.


level of literacy in MS PowerPoint and CRM applications. Intermediate level of
literacy in MS Word and Excel.


Competencies (Critical behaviours necessary to successfully perform the job)

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 other

Proactive, generates creative solutions, uses different approaches to resolve
issues, generates ideas for improvement, and takes productive action without
being asked.

Focus: Is dedicated to meeting the expectations and requirements of internal
and external customers; gets first-hand customer information and uses it for
improvements in products and services; acts with customers in mind; established
and maintains effective relationships with customers and gains their trust and

Practices attentive and active listening; has the patience to hear people out;
can accurately restate the opinions of others even if he/she disagrees

Agility: Knowledgeable about how organizations work; knows how to get things
done through formal channels and the informal network; understands the origin
and reasoning behind key policies, practices and procedures; understands the
culture of Eisai Inc.

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

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 and adjusts for problems and
roadblocks; measures performance against goals; evaluates results

for Results: Can be counted on to exceed goals successfully; is constantly and
consistently one of the top performers; very bottom-line oriented; steadfastly
pushes self and others for results

Can negotiate skillfully in tough situations with both internal and external
groups; can settle differences with minimum noise; can win concessions without
damaging the relationships; can be direct and forceful as well as diplomatic;
gains trust quickly of other parties to the negotiations; has a good sense of


Job Conditions / Contractual (Brief description of the
outside factors)

Frequent travel to
visit clients throughout the East Africa region.


Behaviours (Brief description of any behaviours required
in order to align with the organisation)

Alignment with the
Intl.SOS values of Passion, Expertise, Respect and Care


This job description
outlines the types of responsibilities the incumbent is required to perform.

The incumbent may be
required to perform job related tasks other than those specifically presented
in this job description. This job description is subject to regular review.


How to Apply:

All candidates
should send their applications via Email to:


For more of the
latest jobs, please visit or find us on our facebook page

Leave a Reply

Your email address will not be published.