Career Opportunities: Director, Insurance Partnerships (53664)

About the Company:

International SOS is the world's leading health and security services company. Founded in 1985, the International SOS Group, headquartered in London & Singapore, is trusted by over 9,000 organisations. This includes the majority of the Fortune Global 500, as well as mid-size enterprises, governments, educational institutions, and NGOs. Nearly 12,000 multi-cultural security, medical, logistics and digital experts stand with you to provide support & assistance from over 1,200 locations in 90 countries, 24/7, 365 days. Between them, International SOS employees speak nearly 100 languages and dialects in our Assistance Centres, Clinics, and offices.  

We help companies prepare their workforce for travel to unfamiliar and remote locations, and provide training and guidance on travel risk management to help keep workers healthy and safe, wherever they may be. Come join a team of committed professionals who thrive in a high-paced, highly-collaborative, international and solution driven environment. If your passion is to work for the best then please contact us!

View International SOS Facts & Figures: https://www.internationalsos.com/about-us/facts-and-figures

Job Purpose:

International SOS maintains a strong philosophy on direct B2B client relationships, and also recognizes the importance of the broker and insurer market in influencing sales and renewal cycles.

The focus of the Director, Insurance Partnerships is to implement and execute these business development and retention strategies with key brokers, insurance carriers, intermediaries and employee benefit consultancies with focus on West Coast and Central markets. These will typically, but not exclusively, be businesses that are placing international private medical insurance (IPMI) and business travel (BTA) medical expense plans and the carriers underwriting medical and travel insurance markets.

Job Location:

This position supports our US West and Central Regions, with frequent travel in the region(s). Ideal locations include Los Angeles or San Francisco metro areas. #Americas

Essential Job Duties and Responsibilities:

The Director, Insurance Partnerships will be responsible for:

• Building a cohesive and compelling understanding of the International SOS value proposition with and for broker partners, leading to their positive support and influencing of both the corporate customers and insurers.
• Positive engagement of key stakeholders (owners / principals / partners and key consultants) within the targeted intermediaries and insurance carriers.
• Establishing and maintaining the IPMI / BTA channel as a primary new business development and client retention strategy.
• Establish ongoing alignment with Central and West US leadership on business execution strategy aligned with region requirements; support the business development and account management teams on client and prospect calls or meetings as the internal Subject Matter Expert on how International SOS works within the insurance ecosystem.
• Articulating the importance of direct corporate membership between the corporate customers and International SOS, while directly supporting the intermediaries, in their preparation of international medical and travel broking proposals / RFP’s on behalf of corporate customers.
• The leadership of education into the broker sales and consultant communities so that our complete value proposition is understood and correctly positioned.
• Tactical engagement of key regional insurers as required in support of our business development agenda.
• Generating new business against defined targets and budgets through the insurer and broker channel.
• Work closely with the Senior Director, Partnerships to support Americas wide broker and insurer initiatives.

Qualifications:

Required Skills:

• Strong relationship based consultative / solution selling skills within the US international health and benefits, broader benefits consulting market.
• Adept at building relationships in and through a diverse range of intermediaries and insurers, with a proven track record of tangible sales results set against quantitative and qualititative KPIs.
• Demonstrates strong ability to navigate the organizational structures (vertical and matrix) and complexities of the targeted organizations in order to drive tangible sales achievement.
• Understands market dynamics and specifically the roles of intermediaries / insurers and how to align needs and objectives to our overall business goals.
• A compelling and patient communicator, able to engage at all levels within targeted organizations and within our internal stakeholder community, and can demonstrate the ability to lead by example.
• Strong negotiation and influencing skills (impact and influence).
• High profile networking ability and confidence with senior decision makers and influencers alike.
• Excellent time management skills with the ability to successfully manage numerous projects simultaneously and drive change.
• Strong planning and organization skills with the experience to develop solutions by adopting a consultative sales approach.
• Excellent numeric, written and oral communication skills.
• Adaptable, agile minded with strong networking skills.
• Ability to communicate in English fluently and read and write effectively. Ability to speak another language will be an advantage.
• Cultural sensitivity and awareness. Ability to work in a multi-lingual, multi-cultural environment where consensus is the norm.

Required Experience:

• College degree with focus in business, economics, marketing or related field strongly preferred.
• Strong sales background, with demonstrable relationship based consultative / solutions sell expertise developed within corporate market sector and likely to have been developed across new business development and client retention / development roles and responsibilities.
• Direct B2B solution / consultative selling experience in complex / service industry with at least 3 years direct selling experience to large MNCs in the Corporate sector or similar experience selling within the insurer or broker market.
• Proven track record of profitable sales growth year on yer and pipeline management.

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