Global Key Accounts Developer, Industrial Equipment & Machinery

Company Description

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 98,000employees operate a network of 2,650 offices and laboratories, working together to enable a better, safer and more interconnected world.

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 by

• maximizing international work opportunities

• optimizing 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 simultaneously

Experience

• 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 desirable

Qualifications

• Must - university degree or equivalent, preferable in relevant technical discipline or in commercial / economical matters
• Must - business level English language

Additional Information

This job can be based at multiple location such as Spain, France, Italy, Austria, Korea and India with strong preference for UK.

SGS is offering hybrid working condition.