Global Key Accounts Developer, Industrial Equipment Specialist
il y a 3 jours
About the Role
As a Global Key Accounts Developer, Industrial Equipment, you will play a key role in developing large/global accounts in the equipment and machinery segment for SGS. Your primary objective will be to leverage SGS's network to provide industrial and environmental solutions to manage global suppliers, product compliance, and plants and facilities (CAPEX and OPEX).
Main Responsibilities
- Develop account strategies with a clear roadmap to penetrate and expand SGS's 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 and business teams.
- Act as the commercial interface between a multinational client and SGS's network, monitoring leads from the account into the network and ensuring compliance with defined timelines and quality requirements.
Key Accountabilities
- In collaboration with SGS affiliates and business teams, prepare commercial approaches for selected key accounts in sub-segments.
- Maintain/develop a positive and productive business relationship within the segment by maximizing international work opportunities and optimizing new work potential.
- Act as the initial point of contact with clients, facilitating 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 accounts and SGS's network, providing continuous education, information, and back-up to SGS offices involved in activities with the key account.
- Arrange kick-off meetings and induction trainings with clients and the SGS network.
- Attend regular meetings with clients (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 clients 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 accounts.
- At all times, comply with SGS's Code of Integrity and Professional Conduct.
Requirements
- 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 organizations 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.
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