Global Key Accounts Developer, Industrial Equipment
1개월전에
Main Purpose of Role
Develop large/global accounts in equipment and machinery (E&M) segment where SGS can leverage its network to provide industrial & environmental solutions in managing global suppliers, product compliance, and plants and facilities (CAPEX and OPEX). Identify accessible potential in an account and develop account strategy with a clear roadmap to penetrate and expand SGS footprint by leveraging relationships across various stakeholders Enhance worldwide revenue, profit, and market share with identified multinational accounts, through both existing and new business Develop and deploy sales plans, in collaboration with affiliates & business team Act as the commercial interface between a multinational client and SGS network. The KAD will monitor leads from the account into network and ensure compliance with defined timelines and quality requirements.Key Accountabilities
In collaboration with SGS affiliates & business team, prepare commercial approaches for selected key accounts in sub-segments Maintain/develop a positive and productive business relationship within segment bymaximizing international work opportunitiesoptimizing 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 by delivering revenue and profit to the global network with regards to assigned account At all times, comply with SGS Code of Integrity and Professional Conduct.
Qualifications
Please submit the CV in English.
Skills & Knowledge
Knowledge of Equipment & Machinery manufacturing, 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 simultaneouslyExperience
Minimum 10-years’ experience in the assigned market segment, preferably in TIC, technical services or engineering/consulting Demonstrable track record in techno-commercial or 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 desirableQualifications
Must – university degree or equivalent, preferable in relevant technical discipline or in commercial / economical matters Must – business level English language
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