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Sales & Business Development
049866 Requisition #
SGS is the global leader and innovator in inspection, verification, testing and certification services. Founded in 1878, SGS is recognized as the global benchmark in quality and integrity. With over 90,000 employees in 130 countries, and operating a network of more than 2,400 offices and laboratories, we provide services to almost every industry by assuring quality and safety of products and services.

Trusted all over the world, SGS is a market leader because we put 100% passion, pride and innovation into everything we do. We encourage new ideas. We welcome people who challenge the way we do things. And we will be 100% committed to helping you reach your full potential.

The Director of Sales will be responsible for all sales activities for the Certification & Business Enhancement (CBE) food sector.  Management of a national sales team providing a comprehensive suite of services including certification audits, performance assessments, training, and supply chain risk management for small and large corporate accounts.  You will also develop and implement agreed upon sales execution plans aligned with the business sector strategy to meet individual and team sales targets.

Primary Responsibilities

  • Drive the sales and business development program for US CBE within the food sector to meet individual and team sales targets.
  • Provide leadership, direction, training, development and mentoring to the sales team to meet agreed targets.
  • Responsible for all sales activities to include: audits, certification, training, and full solutions within the food sector.
  • Meet with existing clients and new prospects to understand client needs, which can be addressed by our total solution offering to expand business and achieve sales targets
  • Work within the sales and support teams for the achievement of customer satisfaction, revenue generation, and long-term overall account goals in line with company vision and values.
  • Develop and maintain CRM database of qualified leads through consultant referrals, face to face meetings, cold calling, direct mail, email, and networking.
  • Define qualitative and quantitative sales targets which will meet the company’s budget and objectives.
  • Establish incentive and reward schemes which will cost effectively motivate and drive the sales team to exceed their targets and drive cross-selling.
  • Constantly monitor and strive to improve the performance and effectiveness of the sales function.
  • Provide feedback to the CBE business line management that allow development of new products and services expanding CBE’s portfolio to meet customer needs. 
  • Work closely with CBE business line to develop strategic growth initiatives and tactical sales execution plans.

Additional Responsibilities:

  • Set a sales strategy to meet the company’s objectives and budget
  • Recruit, train and develop sales managers in line with agreed resource plans and objectives
  • Work with operations to establish effective customer relations and retention mechanisms (renewals, etc.)
  • Quoting in compliance with Accreditation Body requirements and/or product sector requirements.
  • Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities.   
  • Gather and submit detailed business information for pricing.
  • Create and conduct effective proposal presentations and RFP responses that identify prospects business problems, and the effects of the problems.
  • Participate in and contribute to the development of educational programs offered to clients.
  • Include the appropriate International Sales Manager (ISM) and or Global Key Account Manager (GKAM) on any opportunities that meet the criteria for a Global Key Account (more than 3 countries outside of the Region).
  • Maintain effective sales reporting systems which enable measurement of ROI for various activities.
  • Develop, approve and monitor costs incurred for sales activities in line with the Company’s budget, track return on spend
  • Achieve KPI’s relevant to the role
  • Define effective procedures for lead generation follow up and closing of sales contracts.
  • Work with operations to communicate and establish effective delivery in line with customer expectations.

Skills / Experience

  • High level knowledge of the food industry supply chain and related certification/auditing services for regulatory and industry compliance
  • 5+ years of experience leading a sales team
  • Selling solutions at the Director/VP level
  • Manage a diverse portfolio of services consisting of a mix of solution oriented and transactional products.
  • Highly developed sales and account management skills
  • Strong people-management skills
  • Ability to drive and lead change
  • Analytical, decisive, adaptable, ethical, problem solver, persuasive, commercially-sensitive
  • Customer and commercial focus
  • Verbal & written communication skills – highly developed presentation skills and ability to interact effectively with senior management of organizations.
  • Teamwork with ability to operate without close supervision
  • Solid experience and understanding of the complete sales and marketing process.

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