The Sales and Marketing function across all of International SOS’ offices exists to provide comprehensive risk management solutions to deliver end to end medical and security care to existing and potential clients.

Overall Puprose of the Job:

The position of Commercial Services Executive will provide advice, support and direction to the Marketing sales teams in three key areas: 

1)     Strategic Pricing Support;

2)     Commercial Contract Management and

3)     Process efficiencies, improvements and increased adoption 

You will be required to champion best practices ensuring procedures are of a high standard, as well as develop and maintain positive relationships with internal and external stakeholders. Dedication to performance against KPI’s is critical for success in this role.

Key Responsibilities:

Responsible for developing and implementing process optimisation matrixes in the region and providing advice and support to strategically control risk, increase operational efficiency and maximise the business value of prices and commercial contracts (for example Clinic Plan agreements, medical staffing services agreement, direct billing agreements, novation agreements, amendment templates, etc).

The candidate will be expected to support pricing and contact management on equal merit.

The key responsibilities will include, but not limited to:  

Pricing

• Provide support to the Sales team (Business Development and Account Management teams) and advice in the acquisition of new business and renewals by reviewing product mix opportunities, pricing and gross margin assumptions, utilisation rates and client specific requirements and then, in partnership with various functions, deliver standard or develop non-standard offers to meet clients’ needs, whilst conforming to Group guidelines.
• Meet the turnaround times in responding to pricing referrals via CPQ: 2 working days for Access quotes; 3 working days for Service quotes (excluding referral time to Group Head of Service Membership).
• Support sales users in the utilisation of the regional pricing tool (CPQ) and the efficient adoption of enhancements to facilitate automation and autonomy.
• Where products are priced outside CPQ, support the sales community in acquiring approved pricing as per product matrix, including the capture of any deviation.
• Support complex pricing models for tender responses.
• Support the monitoring of discount escalation outcomes and analysing root cause for discount request across the region, vertical and individual contributor level.
• Support Account Movement processes, collaborating with cross border peers to build pricing strategies that meet the client needs and minimise impact to group revenue, ensuring regional compliance with approval process.
• Support the regional Commercial Services agenda to improve sales administration throughout the region in order to ensure renewals are completed on time, service levels are met and renewal rates are increased.
• Support with the management and development of basic costing models to support pricing of new services or products.

Contract Management

Ensure the use of the Contract Lifecycle Management (CLM) tool (DocuSign CLM), including acting as local escalation point for CLM sales support. 

• Drive compliance and adoption of the Group CLM tool by the sales team, managing the generation of standard contracts and request for non-standard contracts via the tool and tracking all changes regardless of risk attributed to a given clause.
• Understand commercial contracts terms and lead responses to the sales team and clients regarding exceptions raised to our terms and conditions, mitigating legal and financial risk exposure whilst maximising opportunities.
• Meet the turnaround time of responding to contract referrals on CLM within 4 working days.
• Triage and prioritise requests for contracts, including supporting other team members on contractual matters.
• Provide support in training the sales community and ongoing contract guidance relating to terms and conditions, balancing the client’s requirements with those of the Group and Regional business goals.
• Understand product business rules and ensure deviations are managed in accordance with the escalation guidelines. 
• Escalate as per guidelines to functional units such as Legal, Operations, Finance, tax manager for all consequential changes to agreement templates.
• Take ownership of complex non-standard agreements or client agreements in collaboration with Legal. 
• Support tender responses, working closely with the Bid Management Team to deliver competitive and compliant bids.
• Support in developing and maintaining regional/country specific sales contract templates, localise and translate standard contract templates where applicable, and maintain these templates;
• Analyse current contract management processes, identify potential gaps or opportunities and develop a fluid process flow to increase efficiencies in the region.
• Actively participate in identifying best practices and supporting process improvement initiatives.

Other Duties:

• Work with and support the Head of Commercial Services as and when required.
• Support any other tasks and responsibilities relative to Commercial Services, including but not limited to data reporting, special projects or initiatives from the region or Group, developmental trainings, User Acceptance Testing (UAT) for Salesforce and CLM enhancements, etc. 
• Adapt work schedules to meet the positions requirements as necessary.