Account Executive

at

SGS

Mississauga, Canada
Full Time
8mo ago

Company Description

Make an impact with SGS! Our Account Executive team makes a difference in the lives of our customers, colleagues and community. SGS works to ensure the health and safety of our environment and community being a key partner in the cleanup of contaminated sites, ensuring we all have safe drinking water and helping clients minimize their impact on the environment.

Our teams goal is to provide above and beyond client service along with industry leading technical expertise and our Account Executive team is an important part of that objective. If you’re looking for an exciting opportunity in an incredible work environment with a team who is constantly looking for ways to exceed the needs of our clients, then this could be the role for you.

We’re looking for a motivated and energetic individual with expertise in business development or client service and a passion for solution based selling.

This position is responsible for the sale of environmental analytical services to existing and prospected customers, as well as securing business opportunities to meet revenue targets in Canada. 

Using the customer centric selling process the successful candidate will generate revenue for SGS environmental laboratories. The successful technical sales representative will utilize the sales process model of prospecting, lead qualification, value proposition creation, proposal, negotiation, closing/implementation and maintenance.

Job Description

This position is responsible for the sale of Industrial Hygiene and Environmental Services in a geographical territory to existing and prospected customers, as well as securing business opportunities to meet revenue targets in Canada. 

Using the customer centric selling process the successful candidate will generate revenue for SHS Industrial Hygiene and Environmental Services laboratories.   The successful technical sales representative will utilize the sales process model of lead generation, prospecting, value proposition, proposal, close and implementation.

  • 15% Through continuous interaction across the Industrial Hygiene and Environmental Services community identify business leads with existing and potential customers.  Proactively seeks out, intelligently targets and initiates contact with prospective customers to assess potential leads.  Develops a network of industry contacts and continually qualifies market conditions. Specifically, in conjunction with Marketing and Business Development
  • 20% (approximately 50% of total leads) to identify client needs and determine potential opportunities for the full scope of offerings with IH and Environmental Services.  Assess client needs against capabilities of SGS.
  • 20% For clients that have identified needs, work closely with them to develop a value proposition to propose on how SGS services will help them achieve their goals and advance the sales process.  Influence and promote the expansion or establishment of business opportunities through partnering relationships with potential customers and coordinated efforts with other SGS business lines.  Incumbent will achieve value proposition creation and presentation to a minimum of 20% of original leads.
  • 15% Works with Business Development Director, Marketing and Client Services to effectively write, present and communicate proposals to a minimum of 10% of new and/or existing leads.
  • 10% Secure closure on all proposals to new and existing clients and effectively hand over the contract to Client Service Team to a minimum of 10% of new and/or existing leads.
  •  20% Communicate sales process activities reports to update businesses internally. Use of CRM with agreed upon KPI (Key Performance Indicators).  Provide market intelligence to the Business Development Manager, Marketing and Operations Manager to assist in developing sales materials, sales plans, budgets and forecasts.  Complete general administrative activities such as expense reports in a timely manner.
  • Interacts with laboratory operation to ensure capabilities and capacities are not oversold.
  • Interaction with other business lines is expected, specifically with Minerals, Oil and Gas and Industrial Services related services and customers 
  • Present and represent SGS at trade shows to build SGS brand awareness and broaden the market and client base.
  • 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.
  • Represents SGS professionally and ethically in the marketplace.
  • Follows all SGS internal policies and procedures.
  • Continually develops personal selling skills, acquires industry knowledge, broadens expertise in Environmental service offerings and applies them.
  • May be assigned special or ad hoc projects, periodically.

Qualifications

  • Education:  Three (3) year degree in a relevant field (e.g. occupational health and safety, business marketing, environmental science, chemistry).  Further education in sales/marketing is an asset.
  • Certified Industrial Hygienist designation is an asset.
  • Experience: Four plus (4+) years of technical sales, project management, or other customer service experience is required. 
  • Business development experience is preferred.
  • Proven track record delivering sales and / or operational results.
  • Strong leadership, self-initiative, resource utilization and time management skills, as well as a team focus.
  • Fluent in English, high level of written and verbal English. French language skills an asset.
  • Must demonstrate solid critical thinking skills, must be able to anticipate and solve problems in a systematic manner.
  • Must be able to multitask, meet deadlines and be a responsive problem solver.
  • Superior organizational, communication and interpersonal skills are essential. 
  • Must be a self-motivator and self-starter.
  • Proficient in using various types of computer software (Word, Excel. PowerPoint, Outlook etc.), internet research skills and ability to quickly read and absorb information.
  • Proven ability to manage and coordinate multiple projects in a fast-paced, highly professional environment.
  • Demonstrates excellent verbal, written communication skills and presentation skills.
  • Ability to work well with others & independently.
  • Proven time management skills and a strong attention to detail.
  • Works well under pressure.
  • Ensures full compliance with the company’s Health & Safety, Code of Integrity, and Professional Conduct policies.
  • Must be able to read, understand and follow work instructions in a safe, accurate and timely manner.
  • Extended hours and shift work may be required from time to time.
  • Travel to other SGS locations or client location may be required from time to time.

Additional Information

SGS Canada is an equal opportunity employer and we are committed to achieving greater accessibility by providing accommodation for people with disabilities during our hiring process. Accommodations are available on request for qualified candidates during each stage of the recruitment process.

Please note that candidates applying for Canadian job openings should be authorized to work in Canada.

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