Sales and Business Development Manager

Company Description

We are SGS – the world’s leading testing, inspection and certification company. We are recognized as the global benchmark for quality and integrity. Our 93,000 employees operate a network of 2,600 offices and laboratories, working together to enable a better, safer and more interconnected world.

Job Description

PRIMARY RESPONSIBILITIES

The Sales and Business Development Manager is primarily responsible for the following:

• Oversees the sales operations and business development of BA; and
• Performs the administrative function for the effective and efficient implementation of objectives, targets and programs of the Certification Sales and Business Development Team of BA.

REPORTING LINE

• Division Director

SPECIFIC RESPONSIBILITIES

Financials

• The Sales and Business Development Manager shall ensure attainment of Financial Objectives by proper sales management and planning.
• The achievement of financial objectives is supported by anticipation of requirements, monitoring of revenue projection and analysis of variances.
• The Sales and Business Development Manager shall analyse Business Development opportunities, develop, analyse and execute Marketing and Sales Strategies.
• The Sales and Business Development Manager shall develop, implement and update overall Division Business Plan which includes revenue and profit targets.
• The Sales and Business Development Manager shall keep track of the ROI of networking and marketing efforts and create the Cost Breakdown Analysis of the Sales and Business Development team.
• The Sales and Business Development Manager shall set the individual sales targets of his/her team members based upon Market Opportunities and business requirements.

Customer

• The Sales and Business Development Manager shall monitor, measure and analyse the customer feedback, together with the reporting of the Customer Retention Rate, Customer Acquisition Rate and Customer Satisfaction Index.
• The Sales and Business Development Manager ensures the timely response and actions to Customer Concerns are given
• Internal Process
• The Sales and Business Development Manager shall assist the Sales Executive in the creation of the Proposal Worksheets as per applicable product procedures.
• The Sales and Business Development Manager ensures PH BA compliance to global database KPIs (e.g. Certnet, CRM and the like).
• The Sales and Business Development Manager ensures compliance to Corporate requirements.
• The Sales and Business Development Manager ensures compliance to applicable accreditation rulings/requirements.
• The Sales and Business Development Manager shall set and monitor Key Performance Indicators of his/her team.
• The Sales and Business Development Manager shall ensure that operational disciplines of the Sales and Business Development Team are set and monitored.
• The Sales and Business Development Manager shall maintain the appropriate number of people based on business needs.
• The Sales and Business Development Manager shall inject innovative ideas to help streamline the processes of PH BA.
• Learning and Growth
• The Sales and Business Development Manager conducts Training Needs Analysis (TNA) for the administration team at least once a year. The results of TNA will be converted to Training Requirements and implemented and improved throughout the process. At the minimum, the training plan shall include motivational programs and process streamlining courses (e.g. Quality and Technological Awareness, Value Stream Mapping, Six Sigma and Problem Solving Tools).
• On top of the training plan established for the year, the Sales and Business Development Manager has to consistently identify Training Courses to ensure continuing professional development of his/her team members.
• The Sales and Business Development Manager conducts the annual performance assessment of his/her team members including the identification of strengths and weaknesses of employees and ensuring to capitalize on this for the betterment of the organization.
• The Sales and Business Development Manager shall ensure to obtain Training Courses needed for Personal Professional Development.
• General
• The appropriate controls are implemented to achieve Balanced Scorecard.
• Other related duties may be assigned either in support of the department goal or for his/her

Qualifications

PROFILE

• With basic knowledge of ISO Certifications.
• College Graduate (any 4-year course, preferably business management); an MBA is an advantage.
• Five (5) to seven (7) years relevant working experience or three (3) to four (4) years supervisory experience.

Able to work with Balanced Scorecard and its perspectives

Additional Information

Technical Skills

• Public speaking and presentation skills.
• Negotiation skills.

Soft Skills

• Works effectively with others.
• Root Cause Analysis and Problem Solving.
• Able to decide based on SOPs quickly and fairly.
• Able to motivate and empower employees.
• Management and Supervision.
• Planning and Organizational Skills.

Customer Requirements

• Ability to identify customer needs and applicable product to offer.
• Knows how to handle and manage customers regardless of situation.
• Good interpersonal relationship skills.

Work Ethics

• Time Management/Discipline.
• Willingness to learn new products and services.
• Willingness to be assigned on jobs beyond GMA.

• Able to coordinate and motivate.
• Good communication and interpersonal skills.
• Able to build trust, respect and confidentiality.
• Acts quickly and decisively; able to make tough calls.