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 around the world.
Job Description
PRIMARY RESPONSIBILITIES
Responsible for generating and closing leads and opportunities withing the C&P Trade Facilitation Services (SBU) with special focus on the Non-Intrusive Inspection Portfolio
Assigned and/or targeted customer channels will include clients in the specified segments within TFS. This role may also receive assignments in general retail to pursue business.
Responsible for sales of the given area for Non-Intrusive Inspection Services
Responsible for effective and professional relationship and close cooperation with key internal customers (SGS Affiliates) and support teams, including client services, global sales and operations.
SPECIFIC RESPONSIBILITES
* General Principles:
* In collaboration with the GPM, plans and updates the sales strategy in the given region.
* In collaboration with the Product Team learns and provides feedback that come out of the sales process to infuse the product development roadmap.
* Leads the commercial preparations for proposals and tenders, including CAPEX.
* Analyzes market opportunities, identifies potential clients, develop client relationships and drive the market position
* Conducts contract negotiations or supports Local Sales Manager in contract negotiations
* Compliance Management:
* Stay abreast of relevant laws, regulations, and industry standards related to the business
* Develops the sales strategy based on the SGS Compliance rules. This includes identification of potential partners, consultants, subcontractors, if an when needed and carrying out all the necessary checks (i.e: Due Diligence) and framework documentation (i.e: NDA, MOU, Commercial Agreements)
* Liaise with the TFS Legal to make sure the commercial documentation is aligned with SGS rules.
* Vendor Management:
* Evaluate and manage key contact points in the given region to secure the vendors as additional sales channels
* Ensure that vendors comply with security and compliance requirements.
* Team Leadership and Development:
* Build and lead a high-performing sales capacity within the team.
* Foster a culture of continuous learning and development within the team.
* Documentation and Reporting:
* Maintain accurate and up-to-date documentation to follow up the Sales Pipeline
* Weekly and Monthly reports
* Market Trends and Customer base feedback over the promoted solutions
Qualifications
* - University degree
* 5 years’ experience preferably in product (software based) development
* Digital strategy and Innovation knowledge
* Project management
* Finance knowledge for building CAPEX / OPEX
* English written and spoken. French and a third language is an asset
Leadership competencies:
Thinks Strategically – Understands the internal/external environment impacting future business direction. Clarifies critical priorities to create business value. Assesses potential risks.
Translates Strategy into Actions – Effectively communicates strategy and action plans to others. Agrees on SMART targets/KPIs/objectives that are linked to the strategy. Reviews progress against the defined objectives.
Influences Internally & Externally – Seeks to understand others’ needs and interests to build trust. Convinces others to change the way they think and act. Tailors his/her message to the audiences’ needs. Generates engagement and commitment from others.
Collaborates Effectively – Goes beyond ‘borders’ to connect with others. Shares information and resources across countries / businesses / teams. Leverages diversity to work efficiently. Seeks out and replicates better practices. Overcomes barriers that inhibit interaction.
Embraces Change – Anticipates the need for change. Seeks out new and improved ways of doing things. Overcomes the barriers to change. Implements change in a timely and effective manner. Champions the importance of change.
Leads in Uncertainty – Advances problems towards resolution despite ambiguity. Takes calculated risks to move the business forward. Makes confident and timely decisions despite incomplete information or adverse factors. Works well under pressure.
Delivers Superior Results – Sets higher standards of performance. Fosters a sense of urgency to exceed targets. Works to exceed customers’ expectations. Strives for operational excellence. Delivers short-term wins that build on long-term goal.