Job Description
\nPRIMARY RESPONSIBILITIES<\/p>\n
\tPrepare 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.
\n\tSupport 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.<\/p>\n
Specific Responsibilities<\/p>\n
\tOperate 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.
\n\tIn 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.
\n\tPrepare quotations, service level agreements and tenders within set deadlines. Prepare and develop proposals, quotations, tenders and client correspondence within a predefined time frame.
\n\tEnsure timely creation of quotes and professional and accurate submission of all information as requested by clients, ensure follow-up.
\n\tEnsure that all work performed for clients is in line with procedures (PO number, signed quotation, relevant submission forms).
\n\tEnsure client emails, telephone calls and voicemail messages are responded to within a reasonable time frame.
\n\tMaintain quoting system and ensure follow-ups on proposals, tenders and SLA\u2019s.
\n\tProvide management with regular forecasts, client updates and sales reports.
\n\tSeek technical advice from technical staff when preparing proposals, quotations, tenders.
\n\tInvolve technical team in technical feedback required by clients.
\n\tPromote the capabilities, facilities, personnel and experience of SGS H&N Services.
\n\tIdentify, research, plan and contact potential clients to establish new business in order to achieve targeted revenue growth.
\n\tAnticipate, identify and understand client\u2019s needs and pains and translate those into sales opportunities.
\n\tMonitor customer satisfaction.
\n\tMaintain positive relationships with current and potential clients through regular contact
\n\tComply with health, safety and environmental acts, regulations and requirements.
\n\tWork with a safety conscious attitude and demonstrate good and safe work habits.
\n\tEstablish, develop and maintain business relationships with current customers and prospective customers in the assigned territory \/ market segment to generate new business for H&N.
\n\tAct as a key point of contact between SGS and customers.
\n\tResponsible for sales visits to present SGS service offerings, as defined by sales call plan.
\n\tMaintain good relationships with customers, new and existing, through regular contact and ensure customer expectation and experience is managed accordingly.
\n\tFacilitate customer service issues and communicate to management to ensure that expectations are achieved.
\n\tAssist management in taking the appropriate decisions in relation to sales and marketing trends within the industry.
\n\tAssist and expedite the resolution of customer problems and complaints in conjunction with the business unit manager(s) and their operations teams.
\n\tCoordinate sales effort with business development, marketing, accounting, technical and operations.
\n\tSupport management in analysis of the territory \/ market\u2019s potential and determine the value of existing and prospective customers\u2019 value to the organization.
\n\tSupport management to identify advantages and compare organization\u2019s products \/ services against competitors.
\n\tSupport management to execute the sales strategy.
\n\tSupport 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.
\n\tSupport management to prepare for and participate in trade shows, exhibitions, conventions and the like.
\n\tSupport management to focus the sales activity in growing and developing existing clients together with generating new sales opportunities.
\n\tSupport management in achieving the budgeted local contribution and revenue and in achieving and exceeding the revenue defined in sales plan.
\n\tSubmit 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.
\n\tEnsure client contact details and designations are maintained regularly
\n\tTrack, record and update weekly sales activities in line with defined KPI\u2019s as per relevant template.
\n\tSupply management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
\n\tAdhere to all quality and safety requirements of SGS management systems.
\n\tFor client proposals, SLA\u2019s and tenders, ensure pricing policies, financial policies and procedures are followed.
\n\tActing on and updating of CRM leads assigned by management and response to clients in line with SGS golden standard rules.
\n\tPerform any other reasonable tasks as assigned by direct line manager.
\n\tPerformance indicators will include but will not be limited to below:
\n\tClient Engagement and Calls (new and potential)
\n\tRevenue (Sales value in terms of target vs achieved)
\n\tLocal contribution (LC)
\n\tNew Leads \/ Opportunities
\n\tNumber of proposals issued
\n\tCustomer retention
\n\tWins vs Losses (Conversion rate)
\n\tSales Volume
\n\tUp-sell \/ Cross-Sell opportunities
\n\tValue of sales pipeline
\n\tMaintain positive relationships with current and potential clients through regular planned and scheduled contacts (nationwide) as per call plan.
\n\tLiaise with technical \/ operations teams to ensure excellent communication channels exist to facilitate the successful handover and execution of new and current business.
\n\tSupport marketing strategy and management and business development teams as appropriate.
\n\tMaintain awareness and understanding of all the company\u2019s services, ensuring that the full range of the company\u2019s services are presented to new and existing clients to maximize sales opportunities.
\n\tForward potential opportunities to other appropriate Business Lines.
\n\tTrack competitor activity and prices.
\n\tQuality & Health & Safety System
\n\tAdhere to all quality and safety requirements of the SGS management system.
\n\tActively participate in safety related activities.
\n\tAlways wear appropriate protective clothing (where required).
\n\tAdhere to all relevant HSE procedures and protocols.
\n\tKeep workplace and equipment neat and tidy.
\n\tPerform Health and Safety inspections in designated area
\n\tReport deviations and communicate instructions to improve and maintain the quality system.<\/p>\n
Specific Authorities<\/p>\n
\tCease the use of any equipment that may be deemed to constitute a safety hazard or entry to hazardous environments without the necessary knowledge and protection, and take action to address the hazard.
\n\tCease to carry on with work that may affect the quality (integrity) of services and take action to address the issue.
\n\tInitiate a formal improvement request when a deviation of the system occurs, possible improvements are identified or when nonconformity is identified.<\/p>\n
Qualifications
\nEducation<\/p>\n
\tTertiary Food or Agricultural Qualification will be an advantage
\n\tMinimum of 5 – 10 years\u2019 experience in a business development role or key account management role
\n\tHigh level of written and verbal English and Afrikaans
\n\tComputer literacy in Word, Excel, Outlook, PowerPoint
\n\tValid driver\u2019s license and own vehicle<\/p>\n
Experience<\/p>\n
\tMinimum 5 – 10 years\u2019 experience in the sales field, with a successful track record
\n\tGood knowledge of food and \/ or agricultural industry
\n\tExperience in the related fields
\n\tPrevious experience in a testing laboratory environment will be an advantage.<\/p>\n
Competencies<\/p>\n
\tState of the art selling techniques and an ability to translate these skills into tangible results.
\n\tExtensive knowledge of related field (basic technical knowledge, main actors, trends \/ shifts, competitors, processes, regulatory frameworks).
\n\tEnsure new services are sold at acceptable LC \/ margins within operational capacity.
\n\tAbility to write, appraise and negotiate detailed contracts and commercial agreements.
\n\tAbility to present detailed concepts to an audience in a presentation environment.
\n\tAbility to adopt a flexible approach to work and react effectively to a rapidly changing environment.
\n\tAbility to work under own initiative and with a high degree of responsibility, accuracy and autonomy.
\n\tKnowledge of IT systems, particularly MS Office applications.
\n\tExcellent interpersonal and communications skills.
\n\tTeam player.
\n\tAbility to listen and identify client requirements.
\n\tService orientated mind set.
\n\tPassion for selling and exceeding client expectations
\n\tSelf-starter and highly motivated
\n\tExcellent organizational skills and time \/ territory management skills
\n\tAccountable, responsible and results driven.<\/p>\n
Apply via company website ( www.sgs.co.za\/ ) or<\/p>\n
www.linkedin.com<\/p>\n
<\/p>\n","protected":false},"author":2,"featured_media":0,"template":"","meta":{"_promoted":"","_job_location":"","_application":"http:\/\/www.linkedin.com","_company_name":"SGS","_company_website":"http:\/\/www.sgs.co.za\/","_company_tagline":"SGS South Africa was established in 1949. Today, we are South Africa\u2019s leading inspection, testing, verification and certification company. Our network of offices and laboratories, strategically located around the country, enables us to serve clients in every region, including Gauteng, Mpumalanga... read more, North-West Province, Limpopo, Western Cape, Eastern Cape, KwaZulu Natal, Northern Cape and Free State. We provide comprehensive solutions for a wide range of industries: Mining Governments and institutions Consumer and retail Agricultural Industrial Oil, gas and chemical We also offer a complete range of systems and services certification, as well as training. Mining Since the 1960s, services for the mining industry have formed a major part of our activities. A number of acquisitions have allowed us to further extend our services in this sector. Our acquisition of Lakefield Research Limited in 2002 has enabled us to offer laboratory and metallurgical services. With the acquisition of Johannesburg-based Time Mining Group in 2014, we are able to offer project management, design, development and operations for small scale projects. We acquired the assets of Bateman Projects in 2016. SGS Bateman specializes in providing process plant design and engineering, project management and commissioning, and optimization services for mineral processing plants. Its activities cover a variety of minerals including gold, iron ore, copper, uranium and coal. Based in Johannesburg and active throughout South Africa and sub-Saharan Africa, it also provides specialized project services in other parts of the world. Our acquisition of Matrolab Group, based in Pretoria, was finalized in 2016. SGS Matrolab is now a leading engineering and construction materials company serving consulting engineers, construction companies and public authorities. In addition to its network of offices and commercial and onsite laboratories in South Africa, it has registered offices in Mozambique and Botswana. Harrowdene Office Park, Building No 1, Western Service Road, Woodmead, 2191, South Africa","_company_twitter":"","_company_video":"","_filled":0,"_featured":0,"_remote_position":0,"_job_salary":"","_job_salary_currency":"","_job_salary_unit":""},"job_listing_region":[11],"job-types":[12],"class_list":{"0":"post-31388","1":"job_listing","2":"type-job_listing","3":"status-publish","4":"hentry","5":"job_listing_region-gauteng","7":"job-type-full-time"},"jetpack_sharing_enabled":true,"_links":{"self":[{"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/job-listings\/31388","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/job-listings"}],"about":[{"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/types\/job_listing"}],"author":[{"embeddable":true,"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/users\/2"}],"wp:attachment":[{"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/media?parent=31388"}],"wp:term":[{"taxonomy":"job_listing_region","embeddable":true,"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/job_listing_region?post=31388"},{"taxonomy":"job_listing_type","embeddable":true,"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/job-types?post=31388"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}