International Sales & Account Manager – Medical Devices and In Vitro Diagnostics

Company Description

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.

At SGS, we have an open corporate and international culture. We offer a dynamic work environment in a leading global company. Our high professional standards and our sustainability approach guarantee you a future-oriented work environment. We invest in our employees for the long term and are committed to supporting your development within the company. Our business principles include: Integrity, Health, Safety & Environment, Quality & Professionalism, Respect, Sustainability, and Leadership.

Job Description

Primary responsibilities:

The International Sales Manager’s (ISM) main objective is to sell SGS’s Business Assurance (BA) portfolio of Medical Device and In Vitro Diagnostics certification services to global/multinational companies defined as a Global Key Account (GKA). This role sits within the BA business line and will have global remit.

SGS’s BA portfolio of Medical Device and In Vitro Diagnostics certification services including MDR and IVDR certification and related regulatory compliance (ISO 13485,MDSAP, UKCA) and training. Business Assurance has a Notified Body (SGS NB1639 and Accredited bodies, entailing a global network of specialists and auditors who provide the knowledge and expertise to verify companies’ compliance with the mentioned standards and regulations, and ensure their people have the skills, training and professional development to support their organization to thrive.

The role will be reporting to the Head International Sales and Global Key Account Management - BA.

Primary Responsibilities:

• Develop a global sales strategy to achieve defined sales targets
• Win exclusive contracts in line with the SGS BA Medical Device and In Vitro Diagnostics services portfolio, whenever possible, as a preferable option compared to frame contracts 
• Take ownership of negotiations from initial contact to contract sign off and handle RFIs and RFPs
• Enhance Medical Device and In Vitro Diagnostics worldwide revenue, profit and market share with major multinational accounts through both existing and new business
• Produce accurate and detailed proposals for clients in accordance with SGS procedures and global pricing structure in a timely manner
• Ensure that SGS has the necessary capability and resources to perform contracted work as required, in order to ensure a correct and smooth execution of service
• Develop close relationship with all appropriate SGS Business Managers and technical teams
• Maintain a prospect list and a plan for each target client in liaison with Head of International Sales and Global Key Account Management
• To achieve or exceed sales targets issued by Head of International Sales and Global Key Account Management.

Specific Responsibilities:

• Deliver revenue targets from new clients and existing SGS clients that do not have a global/international contract.
• Define and maintain target list of prospective global key account clients to be targeted in region/sector.  List to be based on BA International sales strategy.
• Develop a sales strategy to achieve defined sales targets. Have a clear client plan as to how we will approach a prospective client for each prospect.
• Actively follow up on all proposals and conduct client presentation where required.
• Develop relationships with and work with all local sales teams and global product owners and refer local clients to local sales teams. Attend local sales meetings.
• Report all sales activities on the CRM sales pipeline in a timely manner.
• Coordinate all activities cross-business activities within SGS to sell to global key accounts as needed – i.e. H&N, C&P, NR, I&E.
• Communicate the requirements of global contracts to BA Business Managers globally on an as appropriate basis and ensure all necessary information is proved to allow for the correct and smooth execution of service.
• Deliver a clear network implementation and delivery of the executed contract.
• Manage customer expectations and contributes to a high level of customer satisfaction.
• Monitor customer, market and competitor activity and provides feedback to leadership and business management teams.
• Travels for in-person meetings with customers to develop key relationships and opportunities for SGS.
• Operates to the highest standards of ethics, in accordance with the SGS Code of Integrity.

Qualifications

Experience: