Head of Sales - Industry Division

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1. Position Details

1.1. Position Head of Sales - Industry Division

1.2. Office / Department

Industry Division, Bureau Veritas Pakistan

1.3. Reporting to IND Head - Pakistan / Country S&M

1.4. Key Working Relationship

Operations Managers, Technical Managers, Business Development Team,

Finance, Regional Management, Global Service Line Leaders, Key Clients

2. Minimum Required Qualifications

2.1. Specialty Technical Sales, Industrial Services, TIC (Testing, Inspection & Certification), Asset Integrity, HSE, Sustainability, Training & Technical Solutions

2.2. Education BE

2.3. Training

▪ Professional sales training

▪ Proposal management and tendering

▪ Key Account Management

▪ Customer relationship management

▪ Technical service commercialization

▪ Leadership and people management

2.4. Technical knowledge

Knowledge of one or more of the following service areas:

▪ Inspection & Asset Integrity

▪ Industrial Safety & HSE Services

▪ Technical Training

▪ Electrical Testing & Inspection

▪ NDT Services

▪ Management Systems Certification

▪ Oil & Gas Services

▪ Power & Utilities Services

▪ Renewable Energy Solutions

▪ Regulatory & Compliance Services

2.5. Experience

▪ Minimum 10 years of professional experience.

▪ Demonstrated experience managing strategic client relationships and

achieving revenue growth.

▪ Experience within TIC, engineering, industrial services, consulting,

certification, or related industries preferred.

3. Responsibilities / Authorities / Accountabilities

3.1. Primary Functions

▪ Lead sales strategy and commercial growth of the Industry Division across Pakistan.

▪ Develop and execute annual business plans aligned with company objectives.

▪ Drive profitable revenue growth across all Industry service lines.

▪ Develop market penetration strategies for key industrial sectors including Oil & Gas, Energy, Power and Utilities & Non Energy (Manufacturing).

▪ Build and maintain strategic relationships with key clients and decision makers.

▪ Lead major proposals, tenders, framework agreements, and commercial negotiations.

▪ Drive cross-selling and bundling technical services to maximize customer value.

▪ Ensure achievement of sales targets, profitability objectives, and business KPIs.

▪ Support launch and commercialization of new technical services.

3.2. Technical Expertise

▪ Understand customer technical requirements and convert them into commercial opportunities.

▪ Work closely with technical and operational teams to develop fit-for purpose solutions.

▪ Support technical presentations, workshops, seminars, and customer engagement programs.

▪ Maintain awareness of industry standards, regulatory requirements, market trends, and emerging technologies.

▪ Participate in strategic planning for service portfolio development.

▪ Identify opportunities for expanding high-value technical services.

3.3. Business Requirements

▪ Own sales pipeline management and forecasting.

▪ Develop annual sales budgets and growth plans.

▪ Monitor business performance and profitability.

▪ Manage key strategic accounts and customer retention initiatives.

▪ Identify new markets, industry sectors, and service opportunities.

▪ Support recruitment, coaching, and development of the sales team.

▪ Collaborate with operations to ensure successful project execution and customer satisfaction.

▪ Ensure compliance with BV commercial, operational, and ethical.

3.4. Self Management

▪ Demonstrate strong leadership and decision-making capability.

▪ Maintain professional credibility with clients and internal stakeholders.

▪ Deliver commitments within agreed timelines.

▪ Promote teamwork, accountability, and performance culture.

▪ Continuously develop market and technical knowledge.

3.5. Customer Focus

▪ Act as senior commercial focal point for strategic clients.

▪ Promote customer-centric solutions and long-term partnerships.

▪ Monitor customer satisfaction and address escalations proactively.

▪ Identify opportunities to increase customer value and service adoption.

▪ Maintain high standards of responsiveness and professionalism.

3.6. HSE Requirements

▪ Comply at all times with all applicable legal requirements, BV HSE Policies, procedures and practices.

▪ Maintain personal work areas tidy and hazard free and report any deviation/ fault/ hazard immediately to the location manager/line manager/HSE Representative

▪ Report immediately to HSE Representative any newly identified hazard and participate in devising suitable operational control to eliminate/minimize the pertinent risk.

▪ Report immediately to HSE Representative any HSE incident and cooperate in investigation

▪ Reporting all incidents and taking action whenever they see an unsafe act or condition

▪ Take care of your own health and safety and that of people who may be affected by what you do (or do not do).

▪ Co-operate with others on health and safety, and not interfere with, or misuse, anything provided for your health, safety or welfare.

4. Performance Monitoring

4.1. Continual Development

▪ Enhance sales leadership capabilities.

▪ Expand technical knowledge of Industry Division services.

▪ Develop strategic market intelligence.

▪ Support innovation and commercialization of emerging services.

▪ Participate in regional and global business development initiatives.

4.2. KPI’s

▪ Annual Revenue Achievement (%)

▪ Gross Margin / LC Achievement

▪ New Business Acquisition

▪ Order Intake

▪ Proposal Conversion Rate

4.3. Monitored By IND Head - Pakistan