Area Sales Manager

Purpose of Position

• The job incumbent is responsible for Sales & Marketing of all Certification (CER) products, mainly Quality, Health, Safety & Environment (QHSE) CER products in the area/ region.

• The position performs in line with the Bureau Veritas Quality Assurance System, including the BV Code of Ethics and the BV Group policy.

Ø Major Responsibilities

• Co-ordinate with Sales Manager of their respective regions for follow up on leads, proposals issued contracts etc.
• Responsible for achieving sales in the region
• To identify new opportunities & introduce new products
• Key Account Management
• Large Contracts
• Monitor & measure his/her team
• Lead, motivate and build/develop team
• Advance signing of recertification contracts
• Prepare Contract review based on filled-in application received from the client
• Collating data from CRM tool “Sales force” & analyze data for leads, repeat orders etc.
• Demonstrate an awareness of the certification product range offered by the offices of the respective countries.
• Demonstrate an understanding of the generic sales process for certification products in BMS
• BVC’s specific conditions of certification services.

Ø Sales

• New sales in QHSE & other CER products
• Making reports for the area / region.
• Recertification Sales
• Training Sales
• Sales of new products (Sustainability, Food, ERM, 2P, Customized audits)
• Sales force filling in, in a timely manner – meetings, leads, opportunities, proposals issued, contracts won etc.
• Sales force Integrity – Marking proposals as Must – Wins, Large Contracts, Won and Lost etc.
• Networking with consultants.

Ø Criteria for Performance Evaluation (KPIs)

• To understand the CER process
• To achieve individual sales budget / target in the area / region
• To increase the number of proposals compared to previous year
• To sell a diverse range of CER products
• To minimize attrition of clients
• To achieve a higher man day rate
• To ensure sales force filling – in and integrity in a prompt and timely manner