SUMMARY
The Business Development Associate for Connectivity & Products Trade Facilitation Services (TFS) is expected to identify new clients and sell TFS well-established Product Conformity Assessment (PCA) service.
TFS has been mandated on a non-exclusive basis by thirteen countries in Africa and the Middle East to certify export products from North America. Without a Certificate of Conformity (CoC) issued by SGS (or another mandated Conformity Body/competitor) the products of North American exporters will not be permitted to enter these import countries.
In order to identify potential clients, the Sales Representative will make use of available export and import data sources, visit export trade shows (in North America) to meet exporters, liaise with TFS offices in country of import to obtain intelligence on products being imported into those countries, and on a periodic basis travel to countries of import to meet and develop relationships with the import community. As the Sales Representative identifies potential clients, they will develop strategies to contact and sell the TFS value proposition to those clients.
The Sales Executive will work closely with the TFS operational and marketing teams and draw upon prior experiences and contacts in the product quality and international trade arenas to successfully sell this specific type of Product Conformity Assessment to the appropriate Trade parties.
JOB FUNCTIONS
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- With the Business Manager, determine sales and marketing strategies to meet the company’s sales target.
- Create plan to grow revenue in designated product categories/industries or import countries
- Analyze international trade data to support potential client identification, areas of focus
- Determine which trade shows in North America to attend. Attend and identify Shippers to PCA countries
- Work with TFS affiliates in country of import to develop intelligence on North America based company’s exporting to those countries of import
- Work with the marketing team to develop appropriate marketing initiatives
- Populate CRM with contact information: telephone, direct mail, e-mail and networking activity
- Identify, research, plan, contact potential clients and initiate a sales process
- Prepare and submit timely and accurate reports of sales activities, especially client calls/meetings.
- Prepare presentations, quotations, service agreements and tender responses within given requirements
- Track competitor activity
- Be knowledgeable and remain up to date with SGS certification and import country requirements
- Anticipate, identify and understand client’s needs and concerns. Maintain positive relationships with current and potential clients through regular contact.
- Develop and maintain sales materials and product knowledge.
- Liaise with technical/operations teams to ensure excellent communication channels exist to facilitate the successful handover and execution of the new clients to operational account managers.
- Report client complaints and work with management and operational teams to resolution.
- Maintain awareness and understanding of all SGS services, ensuring that the full range of SGS services are presented to new and existing clients to maximize sales opportunities
- Forward potential opportunities to other Business Lines as appropriate
- At all times, comply with SGS Code of Integrity and Professional Conduct
- Adheres to internal standards, policies and procedures.