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Account Executive, Environmental
45 minutes ago
Job DescriptionThis 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.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 DevelopmentThrough active probing and listening, conduct discovery sessions with legitimate leads (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.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.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.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.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 customersPresent 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.QualificationsEducation: Three (3) year degree in a relevant field ( 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.
