Associate Director / Director - Business Development – Aspire Lifestyles

JOB DESCRIPTION

Job Title : Associate Director / Director - Business Development – Aspire Lifestyles

Location : Mumbai, India

Legal Entity : Aspire Lifestyles India

Reports Functionally To : Head of Sales / MD

Reports Administratively To : Head of Sales / MD

Works Closely with: Concierge operations, Finance, Partnership development and HR and Administration teams

Direct Reports : N/A

A. Overall Purpose Of the Job (Brief description of the primary purpose of this position)

Aspire Lifestyles is an integrated Concierge, personal assistance and customer relationship engagement company. We develop & design white-label loyalty programs for leading brands as their marketing preposition which enables new customer acquisition, retention and loyalty of their customers. This position is responsible for new business development (B2B) by targeting CXO’s, CMO’s and product managers of leading banks, Hospitality Luxury Auto & Insurance companies along with retention and growth of the current business through relationship & key account management.

Aspire Lifestyles (www.aspirelifestyles.com) is part of International SOS, a leading travel, medical and security assistance company.

B. Key Responsibilities (Critical responsibilities and skills of this position, listed in order of importance)

• Responsible for achieving individual sale targets and including related KPIs as well as annual budgeted sales margin. This includes combined targets for existing partners and new clients

• Responsibilities will include the ownership of mapping the market basis the key segments, generating leads through cold calls & references, maintaining a effective sales pipeline, delivering high impact presentations, pricing & contract negotiations and leading sales conversions.

• Source for new prospects and clients on an ongoing basis - the target audience should be Head of Departments preferably from the following units/divisions –CXO’s. CMO’s, New Product Development, & Marketing teams.

• Responsible for relationships with decision makers, influencers, economic buyers & technical buyers to generate new business and maintain a long-term relationship to retain and grow them into large & profitable accounts.

• Maximize business from existing clients through retention & engagement and generate additional revenue through account extension, cross sell & develop new products, offers, events & experiences.

• Responsible for proactive client engagement throughout the account lifecycle which includes Onboarding, designing the standard operating procedures, coordinating cross functional teams, driving program utilization, yearly renewals & conducting regular client visits & reviews.

• Would need to be well versed or have relationships in the following sectors

Banks & Financial institutions – Credit cards, Private banking, Wealth, NRI

Hospitality companies – Hotels, restaurants, real estate, facility management, Loyalty providers

Luxury Automobiles – High end car manufacturers

Insurance – Loyalty programs

Other Duties

• To work within and adhere to all Aspire Lifestyles’ policies and procedures.

• To carry out any other reasonable duties as requested by the line manager and other senior management members.

C. Job Profile

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

• Skills / Knowledge: IT literate and proficient in the use of computer software including Microsoft Outlook, Excel, Power Point.

• Persuasive, articulate and able to work with and influence people at all levels, diverse background/ industries and personalities.

• Self-motivated and possess an aggressive sales personality that helps in achieving quantitative results.

• Able to work in a calm, logical and professional manner always.

• Good organizational and administrative skills.

• Creative & out of the box thinking.

• Report writing skills. Demonstrate a consultative sales approach and be able to foster relations with a wide range of local and expatriate clients.

Required Competencies (Critical behaviors necessary to successfully perform the job)

Customer Orientation

• Actively listens and seeks information, identifies customer/client needs and checks understanding, builds rapport, develops relationships with key customers/clients, confident in building relationships at all levels.

Communication

• Excellent written & oral communication in English; good knowledge of local language.

• Actively listens, checks understanding, uses language and tone appropriate for the audience, expresses ideas clearly and logically.

Ethics and Values

• Adheres to the company’s Core Values and beliefs during both good and bad times, acts in line with those values.

Ability to work under pressure

• Able to work under pressure to meet deadlines. Use positive and constructive coping strategies when under pressure. At all times conducts oneself professionally to reflect positively on the profession he/she represents.

Initiative and Innovation

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

Problem solving

• Uses logic and methods to solve difficult problems with effective solutions; probes all sources for answers; can see hidden problems; is good at honest analysis; looks beyond the obvious and doesn’t stop at first answers.

Good Negotiating skills

• Ability to negotiate skillfully in tough situations with both internal and external groups; make winning negotiations; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to facilitate negotiations.

Result orientation

• Effectively sets and achieves realistic goals, monitors own progress and assesses quality, develops and follows action plans, seeks feedback and modifies accordingly.

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

• 7+ years of proven sales experience in Product & Services/ solution selling to multinational organizations.

• Experience of working with matrix organization is preferable.

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

• Minimum graduate (any stream).

MBA with specialization in Sales/ Marketing or related subjects

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

• Excellent oral and written English communication and good knowledge of local language (usually Hindi). Travel / Rotation Requirements (Brief description of any travel or rotation requirements)

• As and when required.

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.