Regional Sales Manager – M&C

4 weeks ago

Glen Waverley, Australia SGS Full time
Job Description Responsible for the development of SGS M&C Services team (SBU) business to deliver sustained growth in line with strategic and financial targets and ultimately expanding SGS M&C regional footprint in within SEAP & NEA regions. Develop sales plans and implement sales strategies to grow the business, client base and deliver sales growth for SGS in SEAP & NEA regions Provide sales, account management and commercial leadership to key and international clients Form an integral part of the Global Measurement & Calibration Sales Team; contribute to the (SBU) Business Lines and the broader Group development through collaboration with other Business and Sales Managers Interact with vertical and horizontal business teams across regions Gain a detailed understanding of existing SGS M&C (SBU) capability initially on instrumentation project solutions in Energy, Renewables,Marine, Food & Beverage, Pharmaceutical/Medical Device companies and analytical solutions to the semiconductor market. Work with the Global SGS vertical and horizontal teams to develop a strong sales strategy that incorporates the strengths and abilities of all SGS M&C and Analytical Services and solutions to drive the growth of the business Regularly analyse and review the market (Demanded Services / Pricing / Geo Hot spots ) and the demand of the potential customers to recognise trends and customise the strategy to reflect the new and evolving market To maintain an awareness of the market trends/developments and maintain client relationships with key accounts to ensure that new business avenues are explored, and appropriate growth opportunities maximised Prepare a detailed sales plan to gain new clients, maintain them and ensure a sustainable market share in SEAP & NEA regions. Regularly review the Sales Plan to ensure sales targets are being met and adjusting as required to ensure market trends/opportunities are being realised and achieved. Identify and keep under review the pricing strategy and approach being adopted to ensure SGS remains competitive and capitalises on all market opportunities. Participate in the entire sales process from the initial discovery, project review, design & submission In collaboration with affiliates & business team, prepare commercial approaches for selected accounts. Provide company representation in industry forums, conferences, and related events. Maintain/develop a positive and productive business relationship with assigned accounts by securing current business, maximizing existing customer potential with new business offerings, and optimizing new work potential, Act as the initial point of contact for opportunities with client, facilitate effective coordination of job orders, enquiries between SGS affiliates, offices and personnel involved in the execution of contracts Collaborate with affiliates and Tender Back Office to ensure definition of service solutions and timely preparation of proposals for targeted accounts, Negotiate (with support of affiliate) with client with the objective of closing the sale. Meet or exceed agreed Sales targets, delivering revenue and profit Prepare and submit regular reports on sales activities as a minimum including Sales made within the month, performance against targets, current pipeline value, conversion ratio of sales and proposals issued. Attending Sales & BD Meetings, together with other team members to ensure sales plans, promotional activities and strategies are effectively completed and share best practice with other affiliates in order to support and develop the wider business activities. Work with the Marketing Specialists to determine the effectiveness of our marketing campaigns to ensure it meets the overall business strategy.  Co-ordination with the Marketing Specialist on seminars, sales events, and activities to grow the business and ensure sales targets are achieved. Travel as required for client/ internal meetings and presentations to promote capabilities/ initiatives and effect positive communication To develop and maintain effective working relationships with other SGS Affiliates and SGS Group personnel to capitalise on global strengths, network, and competence/expertise of people within the wider SGS network

Qualifications

To be successful in this role, you’ll need extensive and recent experience working in a relevant technical role in either process, instrumentation, measurement, analytical or control engineering. It would advantageous if this experience was gained within energy the gas sector. You will need to have a good knowledge of analytical instrumentation and experience in gas analysis methods would be beneficial.

University degree or equivalent, preferable in relevant technical discipline or in commercial / economical matter Demonstrable track record in sales and commercial development General Business/ industry awareness with an ability to identify opportunities

Required skills:

Essential

Sound working knowledge of applicable technical business development business sectors including, market trends, statutory obligations, new innovations and applicable economic and political influences Strong interpersonal skills, able to develop positive working relationships with people at all levels, Stong Commerical Orientation and the ability to close sales Abililty to think strategically and develop informed and progressive business plans Excellent communication skills, both verbal and written Able to work under own initiative and with a high degree of autonomy Engineering and techncal expereince in relevan industry.

Desirable

Working knowledge of Pharma & GMP requirements Familiar with matrix structured international organizations

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