Business Development Specialist at SGS

Cape Town, Western Cape, South Africa -

Full Time

Start Date

Immediate

Expiry Date

01 Oct, 26

Salary

0.0

Posted On

03 Jul, 26

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Business Development, Key Account Management, Sales Strategy, Contract Negotiation, Client Relationship Management, Market Analysis, Tender Preparation, CRM, Presentation Skills, Time Management, Interpersonal Communication, Food Industry Knowledge, Agricultural Industry Knowledge, Financial Policy Compliance, Strategic Planning, Lead Generation

Industry

Professional Services

Description

Company Description 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 97,000 employees, SGS operates a network of over 2,600 offices and laboratories around the world. Job Description PRIMARY RESPONSIBILITIES Prepare individual sales action plans in line with the overall sales strategy to ensure a targeted and focused approach that consistently contributes to the overall growth aims of the business and ensures LC targets are achieved with maximized profit. Ensure current sales opportunities are maintained and identify new ones to meet required revenue targets within defined areas of responsibilities. Support Sales Manager and Business Manager in conjunction with the business strategy set by the Health and Nutrition (H&N) Business Manager: Grow all testing services and food inspection service offerings across H&N by pro-actively and re-actively, selling and promoting the product ranges on offer, to all industry sectors in South Africa and where applicable Africa, with the prime objectives of meeting the divisional budget by maintaining current key client portfolio and growing this portfolio to also include new clients. This will be achieved by compliance to all relevant H&N SOP’s. SPECIFIC RESPONSIBILITIES General Operate to the highest standard of ethics as indicated in SGS integrity programs and act in line with all standard processes that exist within H&N In conjunction with overall sales plan and strategy, support management to create and execute plans to manage and grow current designated accounts in specific sectors identified Prepare quotations, service level agreements and tenders within set deadlines Prepare and develop proposals, quotations, tenders and client correspondence within a predefined time frame Ensure timely creation of quotes and professional and accurate submission of all information as requested by clients, ensure follow-up Ensure that all work performed for clients is in line with procedures (PO number, signed quotation, relevant submission forms) Ensure client emails and telephone calls and voicemail messages are responded to with a reasonable time frame Maintain quoting system and ensure follow ups on proposals and tenders and SLA’s Provide management with regular forecasts and client updates, and sales reports Seek technical advice from technical staff when preparing proposals, quotations, tenders Involve technical team in technical feedback required by clients Promote the capabilities, facilities, personnel and experience of SGS H&N Services Identify, research, plan and contact potential clients to establish new business in order to achieve targeted revenue growth Anticipate, identify and understand client’s needs and pains and translate those into sales opportunities Monitor customer satisfaction Maintain positive relationships with current and potential clients through regular contact Comply with health, safety and environmental acts, regulations and requirements. Work with a safety conscious attitude and demonstrate good and safe work habits Establish, develop and maintain business relationships with current customers and prospective customers in the assigned territory/market segment to generate new business for H&N Act as a key point of contact between SGS and customers Responsible for sales visits to present SGS service offerings, as defined by sales call plan Maintain good relationships with customers, new and existing, through regular contact and ensure customer expectation and experience is managed accordingly Facilitate customer service issues and communicate to management to ensure that expectations are achieved Assist management in taking the appropriate decisions in relation to sales and marketing trends within the industry Assist and expedite the resolution of customer problems and complaints in conjunction with the business unit manager/s and their operations teams Coordinate sales effort with business development, marketing, accounting, technical and operations Support management in analysis of the territory/market’s potential and determine the value of existing and prospective customers’ value to the organization Support management to identify advantages and compare organization’s products/services against competitors Support management to execute the sales strategy Support management to 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 Support management to prepare for and participate in trade shows, exhibitions, conventions and the like Support management in focus the sales activity in growing and developing existing clients together with generating new sales opportunities Support management in achieving the budgeted local contribution and revenue and in achieving and exceeding the revenue defined in sales plan Submit accurate monthly sales reports as per relevant template by the required due date where this report includes client visit details and the key points discussed during the visit Ensure client contact details and designations are maintained regularly Track and record and update weekly sales activities in line with defined KPI’s as per relevant template Supply management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services Adhere to all quality and safety requirements of SGS management systems For client proposals, SLA’s and tenders, ensure pricing policies and financial policies and procedures are followed Acting on and updating of CRM leads assigned by management and response to clients in line with SGS golden standard rules Perform any other reasonable tasks as assigned by direct line manager Performance indicators will include but will not be limited to below: Client Engagement and Calls (new and potential) Revenue (Sales value in terms of target vs achieved) LC New Leads/Opportunities Number of proposals issued Customer retention Wins vs. Losses (Conversion rate) Sales Volume Upsell/Cross-Sell opportunities Value of sales pipeline Anticipate, identify and understand current client’s needs and pains and translate those into sales opportunities Identify, research, plan and contact potential clients to establish new business to achieve targeted revenue growth Maintain positive relationships with current and potential clients through regular planned and scheduled contacts (nationwide) as per call plan Liaise with technical / operations teams to ensure excellent communication channels exist to facilitate the successful handover and execution of new and current business Support marketing strategy and management and business development teams as appropriate Maintain awareness and understanding of all the company’s services, ensuring that the full range of the company’s services are presented to new and existing clients to maximize sales opportunities Forward potential opportunities to other appropriate Business Lines Track competitor activity and prices Quality & Health & Safety System Adhere to all quality and safety requirements of the SGS management system Actively participate in safety related activities Always wear appropriate protective clothing (where required) Adhere to all relevant HSE procedures and protocols Keep workplace and equipment neat and tidy Perform Health and Safety inspections in designated areas Report deviations and communicate instructions to improve and maintain the quality system Qualifications Education Tertiary Food or Agricultural Qualification will be an advantage Minimum of 5-10 years’ experience in a business development role or key account management role High level of written and verbal English and Afrikaans Computer literacy in Word, Excel, Outlook, PowerPoint Valid driver’s license and own vehicle Experience Minimum 5-10 years’ experience in the sales field, with a successful track record Good knowledge of food and/or agricultural industry Experience in the related fields Previous experience in a testing laboratory environment will be an advantage Additional Information REQUIRED SKILLS State of the art selling techniques and an ability to translate these skills into tangible results Extensive knowledge of related field (basic technical knowledge, main actors, trends / shifts, competitors, processes, regulatory frameworks) Ensure new services are sold at acceptable LC/margins within operational capacity Ability to write, appraise and negotiate detailed contracts and commercial agreements 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 work under own initiative and with a high degree of responsibility, accuracy and autonomy Knowledge of IT systems, particularly MS Office applications Excellent interpersonal and communications skills Team player Ability to listen and identify client requirements Service orientated mind set Passion for selling and exceeding client expectations Self-starter and highly motivated Excellent organizational skills and time/territory management skills Accountable, responsible and results driven

Responsibilities

Develop and execute sales action plans to grow testing and food inspection services within the Health and Nutrition sector. Maintain existing client portfolios while identifying new business opportunities to achieve revenue and profit targets.