Sales Lead
: Job Details :

Sales Lead

Date: Oct 11, 2024

Location: Houston, Texas, US

Company: Bureau Veritas

Position Overview

The purpose of this position is to develop new business with new customers and foster strong and sustainable working relationships with assigned clients. The Sales Lead will work with the Vice-President of Business Development and our respective Operations Directors to develop plans and implement growth strategies for key clients and business initiatives. This person is responsible for developing and maintaining customer relationships and selling Inspection and Engineering services in the Oil and Gas, Chemical, and Clean Energy sector. This is a direct sales role.

Job Responsibilities

In coordination with the VP of Business Development, develop and manage the sales for new and existing accounts.

Develop and implement “Win” strategies for targeted accounts.

Continuously interface with clients to calibrate their expectations with BVNA performance and resolve or escalate issues that do not meet client expectations.

Fully understand client organization, their business model, goals and strategies (including leadership personnel, key initiatives, news and financials) to drive business development activities.

Work with the operations leadership to ensure alignment of BVNA resources with client needs and expectations to realize client satisfaction.

Ensure financial and customer activity metrics are achieved and soft issues are managed effectively.

Accurately forecast and deliver account revenue overall for group of targeted areas and accounts.

Identify and coordinate the development of additional BVNA services offerings to fully maximize BVNA's engagement with the client – communicate with fellow sales professionals in different operating groups.

Lead proposal development, both commercial and technical, on requests for proposals (RFP) and ensure quality and timely submission.

Manage price negotiation, discounts, contracts, RFP's between client and BVNA related parties.

Collect, monitor and disseminate data on market trends and client needs to the operations team.

Communicate to relevant parties any risk or opportunities based on continuous review of the account.

Ensure creation and execution of account reviews quarterly; manage client meetings and presentations and participate in training seminars and/or tradeshows.

Maintain account activities in Salesforce (Accounts, Opportunities, Contacts, Activity, etc.).

Accountabilities and Performance Measures

• Achieves assigned sales quota in designated accounts.
• Meets assigned standard/ target for profitability.
• Achieves strategic customer objectives defined by company management.
• Develops and executes strategic customer account plans that meet strategic objectives.
• Achieves assigned teams sales and revenue quota(s).

Organizational Alignment

• Reports to the Vice-President Business Development - Energy.
• Coordinates company executive involvement with client management.
• Works within the assigned customer base to ensure client satisfaction and problem resolution.

Qualifications

• At least three (3) years of sales experience in the Testing, Inspection and Certification service industry; or equivalent combination of education and experience.
• Industry experience and client contacts in the Oil and Gas and Energy market with owner operators.
• Exposure and experience with drilling and completions equipment desired.
• Understanding and general competency in areas of technical regulations, standards, and compliance and requirements that relate to inspection and related engineering services.
• Proven ability to balance multiple competing priorities, meet deadlines, be responsive and thrive in a team environment. Demonstrated ability to develop and lead sales forecasting activities, budget development, and performance goals. Strong emphasis in client acquisition and development, valuations, and competitor analysis.
• Strong communication and stakeholder management skills, excellent presentation skills, able to communicate at all levels with both internal and external executives, quality managers, and engineers.
• Ability to interface and effectively work with various groups and cultures involved (partners, government, agencies, contractors, operations, etc.), and gain alignment to achieve objectives.
• Ability to travel up to 20% of the time.

IT/IS Capabilities

Demonstrated knowledge of a variety of computer software applications in word processing, spreadsheets, document and database software (MS Office suite) and CRM systems (Salesforce preferred).

Environmental Job Requirements and Working Conditions

An employee in this position typically works in an office environment with controlled climate. This position requires extensive travel to client offices both locally and out of town.

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