Global Key Account Manager

We are SGS – the world's leading testing, inspection and certification company. We are recognized as the global benchmark for sustainability, quality and integrity. Our 99,600 employees operate a network of 2,600 offices and laboratories, working together to enable a better, safer and more interconnected world. 

PRIMARY PURPOSE OF THE ROLE

To ensure the successful implementation and delivery of client projects on a global basis in line with the agreed client plan and ensure that contractual obligations are fulfilled.  To identify new revenue opportunities within existing clients and to manage the contract renewal process. 

SPECIFIC RESPONSIBILITIES

To satisfy the requirements of the primary purpose of their role, the GKAM will be expected to:

• Work with ISM’s on pre-contract sales negotiations / presentations to ensure sales are maximised and conversion targets achieved.
• Become the client’s focal point for SGS Kn/CBE services post contract award and work to the agreed client plan.  Focus on maintaining customer satisfaction and maximising the opportunities for expanding our service offering as well as revenue
• Develop and deploy global co-operative agreements within the SGS network.
• Monitor and manage global contract performance, including supervision of both audit delivery and ‘back-office’ activities run by the managing affiliate and delivery affiliates using the support of GKAA.
• In liaison with GKAA, monitoring the performance of SGS regarding client specific KPI’s.
• Identify and mitigating risks with respect to poor performance / client expectations 
• Manage commercial aspects of the contract, including profit maintenance and business development opportunities. 
• Seek out and drive business development opportunities with nominated clients.  Define a plan for how new revenue opportunities will be developed within each client and agree this with internal stakeholders
• Communicate via GKAA’s with auditors (via affiliates) regarding program announcements, procedures, etc and coordinate any auditor trainings as agreed upon between SGS and client.
• Supervise and monitor the GKAA’s and assist with issues
• Reporting to the clients Senior Management at set intervals on the performance and outcomes of the SGS services delivered.  This includes performance reporting and trend analysis from the programs delivered.
• To achieve sales targets / client retention targets set by Global Head International Sales & Accounts.

PROFILE

• A post-secondary education (degree and/or diploma) in a Business-related program would be a strong asset.
• Should have completed the Lead Auditor Course (LAC) for ISO 9001 or ISO 14001
• A minimum of 2 years’ experience in a project/contract management related role.
• Previous experience in sales in a consulting/auditing environment would be highly desirable.
• Fluency in English, verbal and written
• Candidates must be proficient in Microsoft suite (Word, Excel, Power Point, and Outlook)
• Experience in international and complex matrix environments
• Flexibilty to work extended hours from time to time, at times of peak demand in their contract portfolio.
• Hold a valid driving licence
• Hold a valid passport and be willing to travel

REQUIRED SKILLS & KNOWLEDGE

A GKAM must be able to demonstrate an ability and willingness to:

• Ability to sell and promote SGS to their clients demonstrated by a track record of meeting sales and performance targets in the service sector
• Ability to manage complex projects with multiple solutions being integrated into one overall program
• Identify solutions, think laterally, and focus on service delivery
• Communicate professionally and effectively via email, reports, presentation and in person and represent SGS at a high level
• Proven time management skills and a strong attention to detail
• Proven ability to manage and coordinate multiple projects in a fast-paced, highly professional environment.
• Work well under pressure to demanding deadlines
• Be self-motivated and disciplined, able to work without close supervision
• Manage others whilst operating as part of a larger team
• Must be able to read, understand and follow work instructions in a safe, accurate, and timely manner
• Has a “can do” positive attitude and inspire fellow co-workers