• Develop profitable and sustainable sales growth at assigned or new accounts in order to achieve/exceed agreed sales targets.
• Develop a thorough understanding of our clients’ business to create a clear value proposition for customers. And implement appropriate account management strategies for designated Accounts, to proactively create cross-selling of our full range of MSIS services with viable solutions, to meet clients' needs.
• Maintain thorough understanding of the clients’ end use markets, their important customers, and their main competitors and share this understanding with the wider sales and Service Delivery Support and operations teams.
• Follow up leads received from technical delivery/Service Delivery Support teams and work with clients and relevant internal stakeholders to define scope of works, prepare bids and see them through to execution.
• Collect feedback from clients and work with internal teams to resolve client concerns; identify trends and make recommendations for implementing solutions.
• Determine clients’ future needs and provide detailed client feedback to relevant departments with regards to product requirements and enhancements. And ensure internally that adequate follow up to client takes place.
• Develop and lead the execution of a Sales and CRM plan in country/area, to meet or exceed Inspection’s business objectives (Budget Income and Margin).
• Using market analysis, identify new business opportunities and ensure that all new services which are brought to the market are technically and commercially sound.
• Provide input into and lead together with the Country Operations Manager, the strategy development, marketing and business development plans for country.
• Ensure the sales team develop a thorough understanding of our clients’ business so that they create a clear value proposition for assigned accounts. And ensure that they implement appropriate account management strategies for designated Accounts, to proactively create cross-selling of our full range of MSIS services with viable solutions, to meet clients' needs.
• Maintain a thorough understanding of the clients’ end use markets, their important customers, and their main competitors and share this understanding with the wider sales and Service Delivery Support and operations teams.
• To lead or support large opportunities for end-users clients in the designated geography of responsibility, in co-operation with and support of global BD Managers, against defined business plans, strategies and budgetary objectives.
• Deliver/exceed agreed individual and team targets for Sales. Measure, analyse and report on sales performance through forecasts, pipeline, market trends, competitors, and customer satisfaction reports with support from the wider Inspection Marketing team.
• Manage the CRM plan for designated accounts including overall customer satisfaction and profitability, to retain and grow the lifetime value of clients including meeting or exceeding sales targets.
• Monitor and report on all client meetings and visits for each client in CRM, including relevant competitor activity. Disseminate this information to line manager. Contribute to appropriate sales review meetings.
• Support and represent LRQA at industry events, local seminars and presentations as required.
• Conduct activities in line with internal procedures, accreditation schemes, legislation and industry standards as well as entering all leads/opportunities in CRM.
• To pursue Continuous Professional Development and maintain a high degree of discipline knowledge and awareness.
• As appropriate, coach technical delivery and Service Delivery Support teams towards a more client focused and commercial approach.
• Contribute to protecting and enhancing the reputation of LRQA and to improving the business, by putting forward new ideas and, when requested to do so, supporting the implementation of change to meet the future needs of the business.
• Establish and maintain strong working relationships with and provide commercial guidance and direction to Service Delivery Support and technical delivery teams.
• Assist area sale manager to develop sale growth plan in new countries, or new product/services.