Regional Sales Leader Inspection Services Northern Europe
Date: 3 Nov 2023
Job ID:39413
Location:Netherlands : Home Based
Position Category:Business Development
Position Type:Employee Regular
LRQA stands for dedication to clients, market firsts, and deep expertise in risk management. We've grown to become a leading global assurance provider, bringing together outstanding expertise in certification, customised assurance, cybersecurity, inspection and training.
While we're proud of our heritage, it's who we are today that really matters, because that's what shapes who we and our clients can become tomorrow. By staying true to our shared values and combining decades of collective experience, we support our clients in building a safer and more sustainable future.
LRQA currently operates across 50 countries, has more than 2,500 colleagues, generates £315m in revenue, and supports more than 60,000 clients across a diverse range of sectors and markets.
Lead, motivate and inspire the local Sales team, proactively manage specified accounts and generate new business through the promotion of LRQA's products and services.
Key Responsibilities:
- Lead, motivate and develop an area team to build capacity and capability through recruitment, performance management, talent/succession planning, training, and development to effectively build and sustain a high-performance culture.
- Work with the local Service Delivery and Service Delivery Support teams to ensure delivery of secured work achieves desired client experience levels and retention. Develop and deliver the strategy and achieve the objectives; to grow market share of Inspection services, in line with agreed business plans, strategies and budgets.
- Support, coach and mentor (junior) Sales colleagues; helping them in client interactions, meetings/calls, tenders and providing commercial support to them
- Collect feedback from clients and work with internal teams to resolve client concerns; identify trends and make recommendations for implementing solutions.
- Develop, analyse and report on market intelligence and undertake horizon scanning to develop a thorough understanding of the business environment (Customer's strategy, competitors, product performance, geopolitical environment etc). Provide recommendations to internal teams to enhance business performance. Invite feedback and build plans based on feedback to improve LRQA performance to meet area business plans.
- Follow up leads received from technical delivery/Service Delivery Support teams and work with clients and relevant internal stakeholders to define scope of works, prepare bids and see them through to execution.
- Determine clients' future needs and provide detailed client feedback to relevant departments with regards to product requirements and enhancements. And ensure internally that adequate follow up to client takes place.
- Ensure that the local CRM/Sales teams develop and execute account strategies and action plans in country/area, to meet or exceed Inspection's business objectives (income, margin and market share) in line with agreed business plans/strategies and budgets.
- Prepare, maintain and monitor account plans for major clients to maximise retention and renewals with support from internal teams such as marketing and service delivery. Lead corporate and area level pitches and retendering for large global / area accounts. Using market analysis, identify new business opportunities and ensure that all new services which are brought to the market are technically and commercially sound.
- Provide senior level input into and help to develop local strategies, marketing, business development and account management plans, providing recommendations and feedback to enhance business performance as trusted advisor.
- Lead or support large opportunities for end-users clients in the designated geography of responsibility, e.g. WWI services, in co-operation with and support of global BD Managers, against defined business plans, strategies and budgetary objectives
- Deliver/exceed agreed individual and team targets for Sales. Measure, analyse and report on sales performance through forecasts, pipeline, market trends, competitors, and customer satisfaction reports with support from the wider Inspection Marketing team.
- Monitor and report on all client meetings and visits for each client in SalesForce, including relevant competitor activity. Disseminate this information to line manager. Contribute to appropriate sales review meetings.
- Develop and enhance LRQA's profile within the target markets through the strategic relationships and alliances with the relevant regulatory, industry and technical organisations. Support and represent LRQA at industry events, local seminars and presentations as required
- Conduct activities in line with internal procedures, accreditation schemes, legislation and industry standards as well as entering all leads/opportunities in Salesforce.
The successful candidate should be able to demonstrate the following:
- A degree or equivalent qualification from a relevant field Engineering/Sales and Marketing/Business.
- Experience in commercial environment such as Sales, CRM and preferably in an Inspection or B-to-B environment with an in depth understanding of sales and principles, and proven track record of achieving sales targets and winning business.
- Significant experience in leading a Sales and teams in a virtual/international context.
- Strong commercial awareness - in particular, analysis and interpretation of financial and non-financial information
- Strategic thinking abilities with analytical skills. Able to articulate and communicate clear strategy, plans and performance reporting.
- Excellent IT skills - MS Office suite, plus CRM systems like Salesforce.
- Able to communicate in English and Dutch
- Able to quickly and effectively assimilate market intelligence or detailed and complex information to support business decisions.
| Functie: | regional sales leader |
| Startdatum: | 04-11-2023 |
| Ervaring: | Ervaren |
| Educatielevel: | HBO |
| Contracttype: | Vast |
| Salaris: | onbekend – onbekend |
| Uren per week: | 1 – 40 |
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