We are SGS - the world's leading testing, inspection and certification company. We are recognized as the global benchmark for sustainability, quality and integrity. Our 99,600 employees operate a network of 2,600 offices and laboratories, working together to enable a better, safer and more interconnected world.
Job Description
The International Sales Manager's (ISM) main objective is to sell SGS's Business Assurance (BA) portfolio of services to global/multinational companies defined as a Global Key Account (GKA). This role sits within the BA business line and will have global remit.
SGS's BA portfolio of services including sustainability assurance (i.e. CSRD, GHG, ESG), assessment, auditing, and certification, medical devices regulatory compliance (i.e. IVDR, ISO 13485), supply chain assurance (SMETA, SCAN), digital trust assurance (i.e. ISO/IEC 27001, ISO/IEC 42001), consultation, and training.
We have a global network of specialists and auditors who provide the knowledge and expertise to help companies comply with local and international standards, and ensure their people have the skills, training and professional development to support their organization to thrive.
Primary responsibilities:
Develop a global sales strategy to achieve defined sales targets
Win exclusive contracts in line with the SGS BA services portfolio, whenever possible, as a preferable option compared to frame contracts
Take ownership of negotiations from initial contact to contract sign off and handle RFIs and RFPs
Enhance worldwide revenue, profit and market share with major multinational accounts through both existing and new business
Produce accurate and detailed proposals for clients in accordance with SGS procedures and global pricing structure in a timely manner
Ensure that SGS has the necessary capability and resources to perform contracted work as required, in order to ensure a correct and smooth execution of service
Develop close relationship with all appropriate SGS Business Managers and technical teams
Maintain a prospect list and a plan for each target client in liaison with Head of International Sales
To achieve or exceed sales targets issued by Head of International Sales
Specific responsibilities:
Deliver revenue targets from new clients and existing SGS clients that do not have an global/international contract
Define and maintain target list of prospective global key account clients to be targeted in region/sector.
Actively follow up on all proposals and conduct client presentation where required.
Develop relationships with and work with all local sales teams and global product owners and refer local clients to local sales teams. Attend local sales meetings.
Report all sales activities on the CRM sales pipeline in a timely manner.
Coordinate all activities cross-business activities within SGS to sell to global key accounts - i.e. H&N, C&P, NR, I&E
Communicate the requirements of global contracts to BA Business Managers globally on an as appropriate basis and ensure all necessary information is proved to allow for the correct and smooth execution of service
Work with a nominated Global Key Account Manager (GKAM) and ensure a proper handover to the GKAM for network implementation and delivery of the contract
Manage customer expectations and contributes to a high level of customer satisfaction
Monitor customer, market and competitor activity and provides feedback to leadership and business management teams
Travels for in-person meetings with customers to develop key relationships and opportunities for SGS
Operates to the highest standards of ethics, in accordance with the SGS Code of Integrity
Qualifications
You are a hunter who has a creditable track record of identifying new sales opportunities and closing them;
Experience of selling in a B2B market, to Global/multinational companies;
High level of knowledge of Business Assurance business and products and / or detailed knowledge of target sector
Skilled at setting up networks within a client's organization in order to be in the best position to drive and lead change;
Ability to manage and coordinate multiple projects in a fast-paced, highly professional environment
Excellent oral and written communications skills to build strong customer relationships as well as work effectively and collaborate internally
Highly developed presentation skills and ability to interact effectively with senior government officials, and senior management of organizations
Highly precise and accurate when issuing proposals for clients in order to prevent any misinterpretation and ensure alignment with the client's needs and expectations
Self-initiative, resource utilization and time management skills
Proficient in MS Office Suite and Salesforce CRM
Hold a full driver's license
Fluency in English and the language of allocated territory; multiple language proficiency would be an advantage
Ability to travel as required (20 - 50%)
Additional Information
We would like to hear from candidates based in US.
