Job description
- Strategic Role
- Individual role
- Consulting/Engineering
Main Purpose of Role
- Develop large/global accounts where SGS can leverage scope and network to provide solution-based packages and leverage into segment development
- Enhance worldwide revenue, profit and market share with identified multinational accounts, through both existing and new businessDefine, in collaboration with affiliates & business team, accounts he/she will work on developing and be the global point of contact of
- Identify accessible potential in the accounts and develop account strategy with a clear roadmap to penetrate new service areas, geographies and sites, while developing a network of contacts by key stakeholders
- Formalize and deploy sales plans
- Act as the commercial interface between a multinational client and SGS network. will monitor leads from the account into our network and ensure compliance with defined timelines and quality requirements.
Key Accountabilities
- In collaboration with affiliates & business team, prepare commercial approaches for selected key accounts in one or several sub-segments,
- Maintain/develop a positive and productive business relationship within segment by
o optimizing new work potential,
- Act as the initial point of contact with client, facilitate effective coordination of job orders, enquiries between SGS affiliates, offices and personnel involved in the execution of the contract (KAMs, coordinators)
- Maintain permanent communication with key account and SGS network and provide continuous education, information and back-up to SGS offices involved in activities with the Key Account
- Arrange kick-off meetings and induction trainings with client and the SGS network
- Attend regular meetings with client (global, regional and local) for business development, marketing, technical governance, performance reviews, resolution of conflicts, delivery of invoices and reports
- Collaborate with affiliates and Tender Back Office to ensure definition of service solutions and timely preparation of proposals for targeted accounts,
- Collect client related KPIs
- Use the tools provided (SP, CRM, etc) to load and manage sales data and prepare reports when requested.
- Negotiate (with support of affiliate/ global team) with client with the objective of closing the sale.
- Provide feedback to business teams and affiliates about local and regional account opportunities
- Be a key contributor in the continuous improvement process of the sales process and organization
- Meet or exceed agreed Sales targets, delivering revenue and profit to the global network, with regard to assigned account
- At all times, comply with SGS Code of Integrity and Professional Conduct.
Core Competencies
- Team player
- Strong verbal and written communication skills
- Self motivated and independent
- Delivery focussed
- Revenue and profit generation focused
- Strong collaboration skills
Skills & Knowledge
- Knowledge of the [SEGMENT] sector, from the (technical) services point of view and ability to develop quickly a clear understanding of the current SGS service and geographical capabilities
- General Business/ industry awareness with an ability to identify opportunities
- Capacity to develop value creation models based on customer needs understanding (“consultative sales”)
- Must have good communication skills at all levels
- Organised with some project management skills
- Tenacious and target driven
- Problem solver, diplomatic and assertive
- Team player with a real ability to network and collaborate
- Ability to work independently and coordinate several activities simultaneously
Experience
- Minimum 10-year experience in the assigned market segment, preferably in TIC, technical services or engineering/consulting
- Demonstrable track record in sales and commercial development
- Familiar with matrix structured international organisations advantageous
- International exposure at senior management level with major international and regional companies within the assigned global market segment desirable
Qualifications
- Must – university degree or equivalent, preferable in relevant technical discipline or in commercial / economical matters
- Must – business grade English language
- Desirable – additional languages, e.g. Spanish, French, Portugese
Performance Indicators & Deliverables
- Revenue growth with assigned accounts (customer portfolio development)
- Additional revenue generation for existing clients with new services (share-of-wallet expansion)
- Number of leads and opportunities identified and brought to SGS
- Client care – resolving contractual issues in a timely and professional manner.
- Awareness of services generated (internally and externally)
- Adequate minutes of meetings with market segment “thought leaders”
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