Business Development Manager- Trade & Energy
SGS North America Inc.

Job Info

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Company Description

This position is responsible for all sales and business development activities to promote SGS divisional services withing their assigned
territory or geographic location, from lead generation through closing of opportunites. The successful incumbent will prepare individual sales
action plans in line with the overall sales strategy to ensure a targeted and focused approach that will deliver on the overall growth strategy
of the business and maximize profit.

Additionally, they will provide technical sales support for products and services related to their area of subject matter expertise (SME)
including pre and post sales client support and working collaboratively with other sales team members to win new opportunities outside of
their specific territory or geographic region. Incumbents will also contribute to sales and marketing intelligence and maintain a high profile in
the industry for the Company.

Directly reports to

• Sr. Director, Sales and Business Development

Job Description

Duties and Responsibilities %Time

• Increases sales by cultivating new client relationships as well as strengthening existing ones and meeting their operational needs with a focus on subject matter expertise. 30
• Develops, communicates, and executes sales strategy for SBU to achieve sales objectives as directed. 10
• Drives opportunities through the entire sales cycle from prospect/lead generation, including cold calling, and in some cases to contract execution. 25
• Strategizes with regional operational teams to focus business development activities on existing services and available capacities to maximize profitability and develop new markets and services. 5
• Prepares individual sales plans with goals/objectives: Identify, research, plan and contact potential and existing clients to maintain and establish new business to achieve targeted revenue growth. 2
• Prepares monthly sales pipeline review for discussion with reporting manager and to assist in forecasting activities for operations as required. 2
• Acts as the customer's advocate in interactions with the SGS organization to ensure the customer obtains the best value from the SGS offerings. Sets appropriate customer expectations on SGS product and service offerings. 2
• Reviews and approves prepared quotes and proposals to ensure they are competitive within the market, meet the client's objectives, and are error-free. 10
• Ensure all business development and sales activities are documented (e.g., calls, meetings, site visits, proposals, contract, etc.) in SGS's client relationship management (CRM) system. Opportunities are to be updated regularly to ensure pipeline and forecasting data is accurate and all information related to clients is kept up to date. 5
• Coordinates as directed sales completion activities with Customer Care and project management team. 2
• Acts as the technical sales expert for opportunities related to subject matter expertise, providing support to clients for the appropriateness and use of SGS products and services both before and after sale. When necessary and appropriate, assist other team members in closing sales opportunities related to their area of expertise. 5
• Promotes SGS's services, especially in the area of subject matter expertise, through direct client contact, providing technical seminars, presentations, and talks, distributing approved social media posts, and other client outreach activities. 2
• Maintains membership and, where possible, positions of leadership in industry-related groups and organizations to improve SGS visibility within the minerals and mining industry. 0
• Participates in sales forecasts and feasibility planning studies for new products and services.
• Completes expense reports, required training, and other administrative activities accurately and promptly.
• Performs other duties as assigned.

Leadership & Supervisory Responsibilities

• Provides guidance and/or leadership to others, including indirect reports, peers, or managers -Yes
• Provides guidance and/or leadership to others - Yes
• Has hiring and terminating responsibilities - No
• Supervises others - No
• Number of employees directly reporting - None

Impact of Decisions

• Achieving sales targets and company revenue targets
• Brand reputation and client relations
• Establishing new business leads to support divisional revenue targets.

Job Complexity

• Analyze sales performance by category, account, and client to establish productive sales plans.
• Translating client testing or certification requirements into SGS services and products to produce viable sales and business development proposals.
• Strategic understanding of the market to guide the development of new services and capacities to meet near and longer-term future demand.
• Making commercial decisions in line with business plans.
• Skilled judgment in identifying sales opportunities, closing business, and resolving customer-related issues.
• Using tools and skills to close new business.
• Developing and implementing marketing campaigns and initiatives (e.g., webinars and social media inbound marketing).

Analytical Thinking & Problem Solving

• Assess clients requirements and requests and translate these into solutions (products and services) offered by SGS.
• Strategizing solutions to client requirements to maximize client satisfaction and SGS win rate.
• Anticipate and resolve potential client problems. Forwarding to the appropriate individual(s) where necessary.
• Assist in decisions involving price structure and price negotiations.
• Recommendations as to the most effective trade shows, conferences, etc., for SGS to participate in.
• Contributes to the establishment of sales & profitability targets.
• Creative initiatives related to sales and marketing.

Communication & Contacts

Purpose of communication: Written or Verbal or Both Frequency

• clients - new and existing - Both Daily
• internal departments - Marketing, Client Services, etc. - Both Daily

Qualifications

Education & Experience

• Bachelor's degree in Business, Finance, Engineering, or Related- Required
• Minimum 5 years of experience in the mineral services industry, or equivalent combination of education and experience - Required
• MBA - Preferred

Knowledge, Skills, & Abilities

• Advanced level of proficiency in English - Required
• Intermediate level of proficiency in Math - Required
• Advanced level of reasoning and problem-solving skills - Required

Additional KSAs

• Intermediate level skills with Office 365 - Required

Equipment

• Advanced proficiency using a computer and cell phone

Physical Demands of the Job

• Stand: Frequent
• Move or traverse: Frequent
• Sit: Occasional
• Use hands: Constant
• Reach with hands and arms: Frequent
• Climb or balance: Never
• Stoop, kneel, crouch or crawl: Never
• Talk/hear Frequent:
• Taste/Smell: Never
• Lift/carry/push or pull: Occasional

Environmental and Work Conditions

• Wet or humid (non-weather) conditions: Occasional
• Work near moving mechanical parts: Occasional
• Work in high, precarious places: Never
• Fumes or airborne particles: Occasional
• Toxic or caustic chemicals: Never
• Outdoor weather conditions: Occasional
• Extreme cold (non-weather): Never
• Extreme heat (non-weather): Never
• Risk of electrical shock: Never
• Work with explosives: Never
• Risk of radiation: Never
• Vibration: Never
• Bio-hazard: Never

Vision Requirements

• No Special Vision Requirement

Environment and Work Conditions

Travel

• Frequent Travel Required (34% - 66%)

Driver Type

• Requires Driving

Other Physical/Work Environmental Exposures

Noise Level (keep the highest that applies)

• Moderate Noise (examples: business office with computers & printers, light traffic)

Auditory Requirements

• No special auditory requirements

Additional Information

SGS is an Equal Opportunity Employer, and as such we recruit, hire, train, and promote persons in all job classifications without regard to race, color, religion, sex, national origin, disability, age, marital status, sexual orientation, gender identity or expression, genetics, status a s a protected veteran, or any other characteristics protected by law.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily with or without reasonable accommodations. The requirements listed above are representative of the knowledge, skills, and/or abilities required.

This job description should not be construed as an exhaustive statement of duties, responsibilities, or requirements, but a general description of the job. Nothing contained herein restricts the company's rights to assign or reassign duties and responsibilities to this job at any time.

If you are applying for a position within the United States and you have difficulty completing the on-line employment application because of a disability, please call 201-508-3149 for assistance and leave a message. You will receive a call back. Please note, this phone number is not for general employment information, but is only for individuals who are experiencing difficulty applying for a position due to a disability.

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