Key Account Manager: QHSE

SGS is the world’s leading inspection, verification, testing and certification company. SGS is recognized as the global benchmark for quality and integrity. With more than 93,000 employees, SGS operates a network of over 2,600 offices and laboratories around the world.

• Coordinate and interact with the key accounts to ensure high customer satisfaction and service quality.
• Actively work on business development across all divisions, contributing to sustainable and organic growth.
• Process all information received from the Global Key Account Managers and ensure that all relevant sales and operational staff are informed and updated accordingly.
• Ensure that all local staff are trained on the processes required for the global and local key accounts in accordance with customer needs.
• Set up Client Plans for each key account.
• Conduct monthly/quarterly meetings with all Key Accounts and main contacts within these customers.
• Manage the sales process in accordance with company procedures, client procedures, scheme/program procedures, and contract requirements.
• Formulate strategic and sales objectives aligned with organizational goals.
• Analyze financial data to identify opportunities for improving profitability.
• Analyze Salesforce data to identify opportunities for improving processes.
• Implement corrective actions to improve processes.
• Utilize approved resources and systems to execute KAM activities.
• Prepare and develop proposals, quotations, tenders, and client correspondence.
• Provide management with monthly KAM reports.
• Seek technical advice from technical staff when preparing proposals, quotations, and tenders.
• Promote the capabilities, facilities, personnel, and experience of SGS Knowledge Solutions.
• Assist management in making appropriate decisions regarding sales and marketing trends within the industry.
• Expedite the resolution of customer problems and complaints in conjunction with the business unit manager/s.
• Coordinate sales efforts with business development, marketing, accounting, technical, and operations.
• Plan, organize, and execute the KAM strategy.
• Keep abreast of product applications, technical services, market conditions, competitive activities, advertising, and promotional trends.
• Prepare for and participate in trade shows, exhibitions, conventions, and similar events.
• Focus on growing and developing existing key clients while generating new sales opportunities.
• Supply management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
• Ensure local services are performed in line with Global contract terms & conditions.
• Act as the interface between the International team (ISM/GKAM) and Local SGS affiliate, serving as the contact point with the client.
• Establish ongoing communication with the GKAM.
• Adhere to all quality and safety requirements of SGS management systems.
• Ensure pricing policies and financial policies and procedures are followed.
• Performance indicators will include:
  • Prepare monthly business commentary reports and status reports of sales targets.
  • Preparation of forecasts and budgets.
  • Implementation of and compliance with SGS Management System requirements.
  • Work closely with operational and support services (Sales, Operations, Technical, Marketing, HR, Finance, IT, Procurement).
  • Attend management meetings.
  • Train resources where relevant.
  • Identify opportunities that will support the business's strategy and promote SGS services.
  • Achieve set KPIs.
  • Business travel.
  • Other reasonable miscellaneous duties assigned by your Manager.

• Matriculation.
• Qualification or training in Sales and/or Key Account Management.

Required Skills

• 8 years of work experience in sales/key account management, preferably in auditing, certification, training, and verification services.
• 5 years of management system experience (ISO 9001, 17021, 17065, or other).
• Document and report writing experience.
• Excellent experience in budgeting, costing, pricing, and finance.
• Experience in achieving set KPIs and realizing business opportunities.
• Experience in customer service and liaison.
• Excellent computer literacy.
• Excellent English communication: speaking, reading, writing.
• Able to interact with all levels of management, suppliers, and clients.
• Sound financial acumen, understanding financial principles, budgeting, and forecasting skills for managing resources efficiently and making informed decisions to achieve financial targets.
• Effective verbal and written communication skills to convey information, collaborate with teams, and interact with stakeholders.
• Excellent organizational skills for managing tasks, coordinating resources, and ensuring smooth sales processes within the organization.
• Strong problem-solving abilities to analyze complex situations, identify issues, and develop timely solutions.
• Analytical skills to review data and make actionable decisions to set and achieve sales goals.
• Strong collaboration and teamwork skills to work effectively with cross-functional teams and stakeholders.
• Resilience in the face of setbacks, viewing them as learning opportunities.
• Persuasive skills to convince customers of the value of products or services.
• Networking capability.
• Active and mobile.
• Well-groomed.
• Time management.
• Leadership.
• Results-driven with the ability to identify revenue-generating opportunities.
• Able to work under pressure and independently.

Other

• Travel.
• Passport.
• Valid driver’s license.
• Reliable own transport.
• South African citizen or valid working permit.
• Any person has the right to refuse to perform work that may damage the environment in an imminent and serious way and to report such a situation.
• Cease the use of any equipment that may be deemed to constitute a safety hazard.
• Cease work that may affect the quality (integrity) of services and report the situation.
• Initiate a formal improvement request when deviations or improvements are identified.