SGS is the world’s leading inspection, verification, testing and certification company. SGS is recognized as the global benchmark for quality and integrity. With more than 93,000 employees, SGS operates a network of over 2,600 offices and laboratories around the world.

Job Description

• Coordinate and interact with the key accounts to ensure high customer satisfaction and service quality.

• Actively work on business development across all the divisions service offering, contributing to sustainable and organic growth within the business.

• Process all information received from the Global Key Account Managers and ensure that all relevant sales and operational staff is informed and updated accordingly.

• Ensure that all local staff is trained on the processes required for the global and local key accounts in accordance with customer needs.

• Set-up of Client Plan for each key account.

• Monthly / Quarterly meetings with all Key Accounts and main contacts within these customers

• Manage the sales process in accordance with the company procedures, client procedure, scheme/ program procedure, contract requirements.

• Formulate strategic and sales objectives aligned with organizational goals.

• Analyze financial data to identify opportunities for improving profitability.

• Analyze Salesforce data to identify opportunities for improving processes.

• Implement corrective actions to improve processes.

• Utilize approved resources and systems to execute KAM activities.

• Prepare and develop proposals, quotations, tenders, and client correspondence.

• Provide management with monthly KAM report.

• Seeks technical advice from technical staff when preparing proposals, quotations, tenders.

• Promote the capabilities, facilities, personnel, and experience of SGS Knowledge Solutions.

• Assist management in taking the appropriate decisions in relation to sales and marketing trends within the industry.

• Assists and expedites the resolution of customer problems and complaints in conjunction with the business unit manager/s.

• Coordinates sales effort with business development, marketing, accounting, technical and operations.

• Plan, organize and execute the KAM strategy.

• Keep abreast of product applications, technical services, market conditions, competitive activities, advertising, and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas.

• Prepare for and participate in trade shows, exhibitions, conventions, and the like.

• Focus on growing and developing existing key clients together with generating new sales opportunities.

• Supply management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services.

• Ensure that local services are performed in line with Global contract’s terms & conditions.

• Local KAM is the interface between International team (ISM / GKAM) and Local SGS affiliate will be the contact point with the client

• To set-up an on-going communication with the GKAM.

• Adhere to all quality and safety requirements of SGS management systems.

• Ensure pricing policies and financial policies and procedures are followed.

• Performance indicators will include:

• Prepare monthly business commentary reports, status reports of sales targets.

• Preparation of forecasts and budgets.

• Implementation of and compliance with the SGS Management System requirements.

• Work closely with operational and support services (Sales, Operations, Technical, Marketing, HR, Finance, IT, Procurement).

• Attend management meetings.

• Training of resources where relevant.

• Identify opportunities that will support the business's strategy and the active promotion of SGS services.

• Achieve set KPI’s.

• Business travel.

• Other reasonable miscellaneous duties assigned to you by your Manager
  

Qualifications

• Matriculation.

• Qualification or training in Sales and or Key Account Management
  
  

Additional Information

Required Skills

• 8 Years work experience in sales / key account management preferably in auditing, certification, training and verification services.

• 5 Years management system experience (ISO 9001, 17021, 17065 or other)

• Document and report writing experience.

• Excellent experience in budgeting, costing, pricing and finance.

• Experience in achieving set KPI’s and realizing business opportunities.

• Experience in customer service and liaison.

• Excellent computer literacy.

• Excellent English communication: Speaking, reading, writing.

• Able to interact with all levels of management, suppliers, and clients.

• Sound financial acumen - Understanding financial principles, budgeting, and forecasting skills for managing resources efficiently and making informed decisions to achieve financial targets.

• Communication skills - Effective verbal and written communication to convey information, collaborate with teams, and also interact with stakeholders.

• Organizational skills - Excellent organizational skills for managing tasks, coordinating resources, and ensuring smooth sales processes within the organization.

• Problem solving - Strong problem-solving abilities to analyse complex situations, identify issues, and develop timeous solutions for e.g., stalled deal, dissatisfied customer or prospect, frustrated team member, or individual who isn’t driving business outcomes. Applies judgment and acts according to the SGS standards of ethics and integrity.

• Analytical skills - review data and make actionable decisions to set and achieve sales goals and effectively leverages data to forecast the revenue their team will generate in a given period.

• Collaboration - Strong collaboration and teamwork skills to work effectively with cross-functional teams and stakeholders to achieve goals.

• Resilience - to remain resilient in the face of setbacks, to see every setback as a learning or training opportunity, to find ways to improve the sales process.