Robert Pullock Business Development Director in Dubai Been with the company 6 years

When and how did you join International SOS?
I was previously working for Aon Consulting in Johannesburg and saw a job advertisement in a local newspaper posted by International SOS Singapore. The advertisement was for Business Development Managers interested in an international career. I joined the company in August 2002 and started with a 3 month training and orientation period in Indonesia, which was invaluable for my initial understanding of the business, the products that we sell, as well as the Energy, Mining and Infrastructure clients and their operating environment.

Tell us about your roles at International SOS
After competing the training and orientation period, I was offered the role of Business Development Manager in Kazakhstan. At that time the operation in Kazakhstan was 7 year old and was struggling. Oil and mineral rich Kazakhstan proved an ideal country for our Global Medical Services (GMS) as well as Clinic Services as it was vast and remote, had extreme weather conditions, as well as very poor medical infrastructure. I was given the opportunity to apply my skills and experience in business and sales, and was able to contribute to really turn things around. This involved building and training a local Sales team from scratch and together we managed to increase the revenues by 300% in the 3 year period I was assigned there. I also managed to pick up some Russian language skills which was useful for gaining credibility with clients (and catching out colleagues!).

In November 2005 I was promoted to Senior Business Development Manager as part of the sales team for the newly formed Middle East Africa (MEA) region. Although some of the clients were the same, the role proved to be very different to that of Kazakhstan. The primary task of the assignment was to assess and develop new markets and opportunities within the Oil and Gas Sector in the Middle East, a region in which International SOS had very limited operations and experience. I am proud to be part of the MEA region and to have played a key role in opening up new territories as well as doing business with new customers (e.g. National Oil Companies of the region). Demonstrating our unique selling proposition and value in such a market has been an interesting and rewarding challenge. In addition to building cross-border business opportunities with my colleagues in different regions, I have also acted as a mentor for new Business Development Managers.

In September 2008 I was promoted to Business Development Director.

Why do you enjoy working for International SOS?
The primary reason is to be able to work for a company that is so entrepreneurial. If you have ideas that are consistent with the company’s approach and have a true belief in what you are driving for, you can make those ideas become a reality. International SOS is a truly global organisation with a multicultural workforce. I enjoy the opportunities you get to see genuinely different things and places, being surrounded by culturally diverse teams. You never stop learning.

What are some key characteristics needed to be able to succeed as a Business Development Manager?
Firstly you need to be a self motivated person who is persistent in driving for above average results. You need to be prepared for a complex consultative B2B sale that in some instances can have a long sales cycle. There is a need to priorities your opportunities and ensure you spend your time and effort on areas of the business and market where the returns will be the greatest. Don’t forget team work and the ability to develop rapport and relationships with clients and colleagues, as well as the ability to networking internally to engender support in the sales process. Flexibility is a real key. There can be a significant amount of travel, sometimes to developing parts of the world, so you cannot be afraid of adventure and need to have to have a supportive family. Finally, you need to be genuinely willing to do something different – it isn’t an ordinary sales role!


Apply Now!

© International SOS, 2008. All rights reserved.

Unauthorised copy or distribution prohibited.


This website has been developed for discussion and educational purposes only and is correct at the time of publishing.