Job Description
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 Standard Operating Procedures.
Specific Responsibilities
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, telephone calls and voicemail messages are responded to within a reasonable time frame.
Maintain quoting system and ensure follow-ups on proposals, tenders and SLA’s.
Provide management with regular forecasts, 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 to 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, including client visit details and the key points discussed during the visit.
Ensure client contact details and designations are maintained regularly
Track, 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, 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)
Local contribution (LC)
New Leads / Opportunities
Number of proposals issued
Customer retention
Wins vs Losses (Conversion rate)
Sales Volume
Up-sell / Cross-Sell opportunities
Value of sales pipeline
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 area
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 Competencies
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.
Apply via company website ( www.sgs.co.za/ ) or
www.linkedin.com
