Country Sales Manager - Mexico

Job Title:

Country Sales Manager - Mexico 

Grade Title:

Business Development Specialist

Grade Level:

3B

Reports To (Title):

Area Sales Manager - Americas

Business Stream:

LRQA – Inspection Services

Job Holders Name:

TBD

Version Date:

May - 2022

The Inspections Sales team is responsible for the management of sales and the creation of strong and trusted relationships with clients so that we can understand:

• their needs’.
• we can use this information to plan how we will meet those needs; and
• As a result, generate sales. 

This team will serve as the interface between external clients, customer service and technical delivery teams to ensure we deliver a proactive, professional and efficient support service to all our clients so that we can continue to differentiate from the competition and maintain our position “as the place that clients come for high end Inspections”.

To manage an array of existing and new accounts and build the client base in order to achieve high sales targets.  Generate new business and proactively manage specified accounts to promote LRQA’s products and services. Leverage relationship management skills to ensure excellent service delivery leading to client satisfaction and retention.

To work with Operations and Customer Service to retain current client base and to sustain current relationships and improve share of wallet and profitability of existing client portfolio.

Key Responsibilities:

1. Develop profitable and sustainable sales growth plan for assigned and new accounts in order to achieve/exceed agreed sales targets. Lead sales efforts for Inspection services in Mexico; this would include customer identification, stakeholder management, proposal creation, and closing the deal.

2. Liaise with technical delivery teams to ensure their involvement in defining resource capacity/capability and proposal/bid preparation.

3. Develop a thorough understanding of your clients’ business to create a clear value proposition for assigned accounts.  Implement an appropriate account management strategy to ensure proactive action through the cross-selling of our full range of professional services with viable solutions to meet their needs.

4. Maintain thorough understanding of the clients’ end use markets, their important customers, and their main competitors and share this understanding with the wider sales and customer service team.

5. Establish and maintain strong working relationships with customer services and technical delivery teams, agree and review service level agreements and KPI’s to ensure the successful delivery of services to your clients.

6. Follow up leads received from technical delivery/customer service teams and work with clients and relevant internal stakeholders to define scope of works, prepare bids and see them through to execution.

7. Collect feedback from clients and work with internal teams to resolve client concerns; identify trends and make recommendations for implementing solutions.

8. Keep strong communication lines open with other sales colleagues, account managers and business development community across LRQA.

9. Determine clients’ future needs and provide detailed client feedback to relevant departments with regard to product requirements and enhancements internally for adequate follow up

10. Manage the CRM plan for managed accounts including overall client satisfaction and profitability so that you can retain and grow the lifetime value of clients including meeting or exceeding sales targets.

11. Monitor and report on all client meetings and visits for each client, including relevant competitor activity. Disseminate this information to line manager. Contribute to appropriate sales review meetings.

12. Support and represent LRQA at industry events, local seminars and presentations as required.

13. Conduct activities in line with internal procedures, accreditation schemes, legislation and industry standards as well as entering all leads/opportunities in Salesforce.

14. To pursue Continuous Professional Development and maintain a high degree of discipline knowledge and awareness.

15. As appropriate, coach technical delivery and customer service teams towards a more client and commercial focus.

16. Contribute to improving the business, protecting and enhancing the reputation of the company, by putting forward new ideas and, when requested to do so, implementing change to meet the future needs of the business.

17. Assess the risks and work in a safe manner at all times, robustly implementing health and safety rules, instructions and systems and refuse to undertake work that compromises your or your team’s safety or health.

18. Report in a timely manner all incidents including near miss and safety observations (NMSO), accidents and injuries and raise any health and safety concerns with your line manager.

Technical/Professional Qualifications/Requirements:

1. Ideally a degree in engineering/business/marketing or equivalent strong practical experience in manufacturing/ power/downstream/upstream.

2. At least 3-5 years relevant working experience in a sales and client facing role with proven track record of winning new business with OEM’s, EPC’s and Operators.

3. Experience of identifying client and business opportunities, including cold calling.

4. Experience of preparing and submitting bids and tenders to meet client proposals

5. Excellent interpersonal and communication skills with the ability to influence clients and colleagues to deliver excellence

6. Able to work from home and remotely from client locations.

7. Strong commercial awareness - in particular, analysis and interpretation of financial and non-financial information

8. In depth understanding of sales and marketing principles

9. Self-motivated with “can do” attitude and ability to work in a highly technical environment.

10. Experienced user of sales CRM systems like Salesforce

11. Committed to continuous personal development through continually looking for opportunities to improve sales skills

12. Ability to quickly and effectively assimilate market intelligence or detailed and complex information to support business decisions.

13. Good team player with these skills to work effectively in a global environment with colleagues of different cultures.

14. Ability to coach/mentor colleagues to improve team and organisational performance

15. Excellent IT skills - Word, Excel, Internet, PowerPoint, databases and email- software.

16. Formal sales training like Spin Selling, TACK, Xerox or Miller Heiman a distinct advantage

Behavioural Competencies (BCs):

External Focus – level B

Takes personal responsibility for needs being met

Communicating & Influencing – level B

Tailors and structures communication to specific audience

Commercial Knowledge & Focus – Level B

Takes a commercial view when making decisions and taking action

Planning & Organising – level B

Plans and prioritises workload to ensure objectives /goals are achieved

Teamwork – level B

Actively involves, engages and supports others, understand organizational matrix and support cross functional teams

Professional Expertise – level B
Ensures professional competence

Innovative and Continuous Improvement – level B

Creates new ideas and improvements within the team

Analysis and Problem Solving – level B

Understands underlying issues, develops and evaluates solutions

Signed-off by manager:

Signed-off by employee: