CERTIFICATION SALES AND MARKETING REPRESENTATIVE

The Sales and Marketing Representative will drive revenue growth and market expansion for Bureau Veritas Certification Services by identifying new business opportunities, building strategic client relationships, and developing customized certification solutions. This role bridges sales and delivery, ensuring client expectations align with operational capabilities while maintaining service quality and profitability. 

Accountabilities and Responsabilities:

• Market & Opportunity Identification
  • Identify and research target markets, industries, and customer segments requiring certification services
  • Analyze market trends, regulatory changes, and emerging certification demands
  • Develop market entry strategies for new verticals (e.g., renewable energy, medical devices, automotive)
  • Monitor competitor activities and positioning

• Lead Generation & Prospecting
  • Build and maintain prospect database using CRM system
  • Conduct cold outreach (calls, emails, LinkedIn) to generate qualified leads
  • Attend industry conferences, trade shows, and networking events

Develop relationships with industry associations and regulatory 

• • bodies
  • Generate referrals through existing client network
• Sales Pipeline Management

• Qualify leads and assess fit with Bureau Veritas capabilities
• Develop sales proposals and pricing quotes
• Manage sales pipeline through CRM (target: €X in qualified opportunities at any time)
• Track win/loss analysis and adjust strategy accordingly
• Forecast monthly/quarterly revenue accuracy.

• Account Development

• Build and maintain strong relationships with existing clients
• Conduct quarterly business reviews (QBRs) with key accounts
• Identify upsell and cross-sell opportunities (additional certification services)
• Serve as primary point of contact for assigned accounts
• Resolve client concerns and escalate complex issues appropriately.

• Client Retention & Satisfaction

• Proactively communicate project status and timelines
• Ensure client expectations align with delivery capabilities before contract signing
• Conduct post-project satisfaction checks
• Develop client success plans to prevent contract non-renewal.

• Scope Definition & Alignment

• Collaborate with delivery team to define realistic project scopes
  • Ensure sales commitments are operationally feasible
  • Communicate client requirements clearly to delivery team
  • Participate in project kick-off meetings with clients and delivery team                                                                                                                                                                                                 Timeline & Capacity Planning
  • Coordinate with delivery team on project timelines and resource availability
  • Ensure sales promises align with lab capacity and auditor availability
  • Escalate capacity constraints to management
  • Manage client expectations regarding realistic delivery timelines
  • Quality & Compliance
  • Ensure certification solutions comply with relevant standards (ISO, FSSC, etc)
  • Coordinate with delivery team on quality assurance
  • Participate in client audits and quality reviews
  • Document lessons learned and process improvements
  • Market & Strategic Development 
  • Vertical/Sector Expertise
  • Develop deep knowledge of assigned industry verticals (e.g., automotive, medical devices, renewable energy)
  • Understand regulatory requirements and certification standards in target sectors
  • Build expertise in competitor offerings and positioning
  • Identify market gaps and opportunities for service innovation 
  • Strategic Initiatives
  • Support market expansion into new geographies or verticals
  • Participate in product/service development discussions
  • Contribute to marketing campaigns and thought leadership initiatives
• Qualifications and Experience:  
• Bachelor’s degree in business, Engineering, Science, or related field OR equivalent professional experience (5+ years in sales/business development)
  • 3-5 years of B2B sales or business development experience
  • 2+ years in certification, compliance, testing, or quality assurance industry (preferred)
  • Proven track record of exceeding sales targets and building client relationships
  • Experience with complex, multi-stakeholder sales processes
  • Demonstrated ability to manage sales pipeline and forecast accurately

• Technical Knowledge

  • Understanding of certification standards (ISO, FSCC, etc) – training provided
  • Knowledge of relevant industry verticals (automotive, medical devices, electronics, etc.)
  • Familiarity with quality management systems and compliance frameworks
  • Basic understanding of testing/inspection/certification processes.
  • Have knowledge of the company safety policy
  • Be familiar with the safety requirements as set out in the safety manual
  • To notify and /or rectify any unsafe practice acknowledged by any personnel.
  • Identify and hazards & Risks associated with the tasks performed or in the working environment and report these to the SHEQ Department
  • Report all incidents and accidents to management immediate or as soon as reasonably practicable
  • Conduct work to customer specific requirements and adhere to customer rules (where applicable).
  • Participate in emergency training
  • Participate and contribute to hazard and risk register with regard to your area of responsibility
  • Ensuring compliance with legal & moral obligations with regard to the position by understanding & implementing relevant sections of the Occupational Health and Safety requirements
  • Maintains a high standard of housekeeping by implementing the relevant procedure with regards to best practices.