GIS Sales Executive at SGS

Job description

Role Purpose

• Participates in the implementation of GIS business strategy
• Analyzes market opportunities for existing and new services, identify potential clients, develop a pipeline of new business
• Designs and develops proposals to new clients (market extension)
• Deals and identifies, when necessary, with consultants, partners, subcontractors and/or other business associates.
• Leads, coordinates and contributes to the preparation of tenders documents and submissions
• Participates in contract negotiations
• Provides feedback to product managers on client and market needs
• Prepares and submits periodic reports on sales activities and strategies for the different countries and projects
• Shares best practice and ensure compliance with Compliance and Integrity Code of Practice

KPI’s

• Prepares sales plans and ensures execution to the agreed targets
• Identifies market and customer potential
• Monitors strategy implementation in line with GIS objectives
• Coordinates SGS representation in business events such as fairs, exhibitions and seminars
• Understands and captures the technical requirements and specifications of client transactions and to assist Operations personnel to formulate and present quotes, proposals and presentations.
• Coordinates, when necessary, “training / demonstration tours” with clients
• Identifies, proposes and deals (when necessary) with consultants, subcontractors, partners or other business associates.
• Defines in coordination with Product Manager public relations strategy (news media) to best communicate on the results and benefits of our services.
• For each potential target, designs the best strategy to market GIS solutions. Identifies the stakeholders, identify the appropriate value and determine the selling factors and other success factors.
• Coordinates with Product Managers to ensure that the solution envisaged is the most appropriate from available technology, is technically viable and can be sold
• In coordination with product managers designs the solution to address the clients' needs or to create some expectations
• Responsible for the preparation and the orderly and timely submission of proposals (tenders and other)
• To liaise with the respective contract managers and/or affiliates to exchange information pertaining to market sector developments.
• Supports the Product Manager in the preparation of the financial projections for the projects
• Conducts negotiations with clients
• Follows up regularly with clients to ensure full commitment of the Group to deliver contracted services.
• Operates to the highest standards of ethics, in accordance with the SGS Code of Integrity.
• Identifies and shares best practices with the different GIS teams
• Prepares and submit periodic reports covering the activities done and strategies defined for the different products and countries
• Actively promote the cross-selling of GIS Country Contracts & Additional Products & Services.
• Gather market and competitor information.
• Build and leverage a network of software integrators
• Conduct longer follow-up pre-contract activities (few weeks to possibly few months) in target countries depending on level of implication of local SGS office
• To assist in achieving LOB revenue and LC targets in all activities.
• Promote the image, capability and integrity of the company to the clients.

KPIs

• No. of qualified leads generated
• No. of proposals, quotes or tenders
• No./value of projects landed and lost
• Client satisfaction levels
• Health and Safety Positive attitude towards safety, willingly co-operating in the objectives of making the workplace a healthy and safe workplace. Required to observe and ensure safe working practices are followed.

Critical Competencies

• Ability to present detailed concepts to an audience in a presentation environment
• Ability to adopt a flexible approach to work and react effectively to a rapidly changing environment
• Ability to write, appraise and negotiate detailed contracts and commercial agreements
• Able to implement sales strategy defined by Global Product Manager
• Excellent interpersonal and communication skills
• Accountability, results driven
• Enthusiasm and perserverance

Experience, Knowledge and Qualification

• A tertiary qualification in marketing and sales.
• Minimum Of 2 Years Of Sales And Marketing Experience.
• Demonstrable successful sales and business management track record.
• Related technical and product knowledge.
• Proven knowledge of client base.
• An ability to work with an international team and throughout different cultures
• Good communication skills and ability to work across boundaries in international environment
• Computer Literate – advanced knowledge in MS software (Word, Excel, Power Point,)
• Fluent in French and English (additional languages are welcome)