Company Description
We are SGS – The global leader in testing, inspection and certification services. We are recognized as the global benchmark for quality and integrity. Our 98,000 employees operate a network of 2,650 offices and laboratories, working together to enable a better, safer and more interconnected world.
Job Description
MAIN RESPONSIBILITIES
The incumbent of this position is responsible for the sales development and commercial development of activities in the oil, gas and chemicals sectors in Canada. It will focus on increasing revenues from trade flows by sea, rail and pipeline.
SPECIFIC RESPONSIBILITIES
- Increase market share among established customers for marine inspection and petroleum testing services (70%).
- Acquire new customers through identification, prioritization and execution for refinery, petrochemical plant, crude oil rail, terminal and pipeline operations opportunities (15%)
- Acquire new laboratory outsourcing opportunities in addition to off-site petroleum testing projects in support of the SGS laboratory network across Canada (15%).
- Implement campaigns and strategies to increase revenue in the areas of inspection, testing and operation of new factory terminals, as well as laboratory outsourcing opportunities.
- Work closely with the technical team to develop growth strategies and close new deals.
- Responsible for achieving sales goals within approved spending budgets.
- Lead proposals, quotes and responses to tenders and requests for information.
- Work closely with operational departments to ensure project scope, schedules and budgets are accurately planned, controlled, communicated and adhered to.
- Achieve set sales and profitability targets, including implementing strategic pricing decisions.
- Communicate the SGS value proposition to industry decision-makers.
- Understand market challenges and participate in strategic planning for future business opportunities.
- Work with regional managers, operations and laboratory managers, site managers to resolve daily issues to meet customer expectations.
- Participate in technical presentations, customer program reviews, customer events and trade shows.
- Advise senior management on maximizing business relationships and creating an environment where the customer experience is optimized.
- Participate in the production and development of ideas for new services, products and/or improvement of existing services.
- Prepare and coordinate customer events organized by SGS OGC.
- Lead and coordinate annual customer value and pricing strategies and adjustments with associated governance, monitoring and implementation.
- Serve as the focal point for aligning strategies and actions with counterparties within NAM and the global affiliate network.
- Act as the focal point for OGC Canada’s marketing and communications strategies and governance.
Qualifications
PROFILE
- Recognized advanced degree (preferably in engineering, business or similar field).
- 8+ years of executive level sales experience with current senior level relationships in refineries, terminals, industrial and petrochemical plants.
- Excellent understanding of trade flows and logistics of petroleum products and raw materials.
- Strong business acumen (economics and finance/accounting), participation in the evaluation of new businesses, preparation of profitability analyses.
- Ability to demonstrate customer-centric sales techniques.
- Excellent presentation skills.
- Mastery of CRM tools (Salesforce).
- Must have intrinsic motivation and initiative.
- Creativity, innovation and attention to customer needs.
- Being bilingual is an asset (English and French)
- Travel required (30%)
REQUIRED SKILLS
- Sense of competition and motivation for profit.
- Challenge the status quo.
- Demonstrate above average verbal and written communication skills.
- Ability to work well in a team and independently.
- Excellent experience selling “solutions” and/or service-type products in an industrial environment at a high level within organizations.
- Set bold and aggressive standards and be able to maintain a high level of productivity.
- Superior organizational, communication and interpersonal skills are essential.
- Must be motivated, take initiative and demonstrate a strong sense of urgency
- Demonstrating diplomacy and networking skills is an asset in building relationships with external clients as well as key internal personnel.
- Must be creative, innovative, customer focused and have an ability to work under pressure.
- Use good judgment to identify sales opportunities, close deals, and resolve customer or staff issues.
- Must be proficient in using different types of software (Word, Excel, PowerPoint, Outlook, etc.).
- Be able to manage and coordinate several projects at once in a dynamic and highly professional environment.
- Actively encourage others to openly exchange information and views.
- Proactively share updates and information with relevant parties, within required timeframes.
- Take reasoned positions on important issues.
- Holds colleagues accountable for achieving set goals and proactively manages progress and performance.
- Excellent time management and attention to detail.
- Gladly shares credit and gives visibility to others for their successes and contributions.
- Must be willing to travel to Canada and North America and have a valid passport. Planned travel is around 30%.
- Ensure absolute compliance with company policies regarding occupational health and safety, the Code of Integrity and the Code of Professional Conduct.
Further information
SGS Canada is an equal opportunity employer and we are committed to ensuring greater accessibility by providing accommodations for people with disabilities during our hiring process. Accommodations are available upon request to qualified candidates during each stage of the recruitment process.
Please note that candidates applying for job offers in Canada must be authorized to work in Canada.
2024-01-30 11:38:32
#Remote #Business #Development #Manager #Oil #Gas #Chemicals #Job #SGS
