Regional Sales Manager

Job ID:41229
Location:USA : Home Based, USA : Remote Based  
Position Category:Business Development
Position Type:Employee Regular

Role purpose: 

LRQA’s mission is to be the leading digitally enabled assurance provider, helping our clients navigate a changing risk landscape. We will achieve this by being the leading assurance provider in key sectors such as food, cybersecurity and ESG, making it easier for clients to do business with us through our digital transformation, and ultimately delivering a portfolio of services which make the world a cleaner, more sustainable and safer place. 

Inspection Services provides industrial manufacturing inspection and certification services to all sections of the supply chain around the world.  We support clients in mitigating the risks they face throughout the manufacturing process, whether during design, manufacture, assembly of product components, the production of prototypes, or when seeking type approval or project certification. Our services are designed to support clients throughout all aspects of the industry. 

Reporting into a Sales Team Manager, the Sales Representative will be responsible  for the management of an array of existing accounts and expansion of the client base, through the creation of strong and trusted relationships, so we can understand clients’ needs, plan how to meet those needs and generate sales as a result in order to achieve sustainable revenue growth.  Interface with Operations and Client Operations (Service Delivery Support) teams to retain current client base, to sustain current relationships and improve share of wallet / profitability of existing client portfolio.   

Key Responsibilities: 

• Work with cross functional teams to develop a regional business plan.  Select and implement regional actions for growth and futureproofing LRQA. 
• Support operational marketing activities through promoting products, services or ideas.  
• Promote and communicate LRQA’s products and services to clients directly, arranging visits, presentations and local seminars/exhibitions as required. 
• Build key customer relationships, identify business opportunities, negotiate and close business deals within defined geographical locations, sectors and services.  
• Monitor, report on, upload to Salesforce and disseminate as appropriate, all client meetings and visits as well as all aspects of competitor activity per client and general client activities.  Contribute to sales review meetings. 
• Develop a thorough understanding of your clients’ business, end-user markets and competitors to create a clear value proposition for each client.  
• Implement a strategy to effectively manage the relationship so we can cross- sell our full range of professional services with viable solutions to meet their needs. 
• Ensure bid/tendering activity is run professionally and accurately.  Follow up leads and work with clients/relevant internal stakeholders to define scope of works, prepare bids and see them through to execution. 
• Establish strong working relationships with all clients and ensure the voice of the customer is shared with sales, technical delivery and customer service teams internally.
• Take ownership to work with internal teams to resolve client concerns/problems; identify trends and make recommendations for implementing solutions to factors which may impact the competitive advantage of LRQA. 
• Support the team to achieve targets by devising and presenting ideas/strategies, compiling and distributing financial/statistical information and undertaking promotional activities of our products and services to customers as required.  
• Ensure all commercial project contracts are delivered efficiently and deliver the required level of profitability and conduct all activities in line with internal procedures, accreditation schemes, legislation and industry standards.  
• Ensure all administration and communication activities needed are undertaken to successfully support designated clients. 

Key Health & Safety Responsibilities: 

Eliminate or minimise employee's exposure to risks by reviewing, regularly, the health and safety risk register, applying appropriate controls, communicating results of risk assessment and ensuring health and safety is considered in the planning and execution of all LRQA’s activities. 

Manage your own and your team's compliance with health and safety rules, instructions, systems and legal requirements, ensuring employees are suitably trained and adequate resources are available to work safely. 

Role Dimensions: 

Number of direct reports: N/A 

Geographic area of impact: Small Country/Region of larger country 

Size of budget responsible for: 

Key stakeholders: Sales Team Manager, Territory Sales Leader, Marketing Team, Service Delivery and Client Support colleagues 

Technical / Professional Qualifications / Requirements: 

• A degree or equivalent from a tertiary organisation recognised by LRQA  within the relevant field of Engineering /Business/Sales and Marketing or qualifications from an institution. 
• 3-5 years relevant work experience within a commercial environment, certification body, registrar or quality assurance company with specilization in testing, inspection, and certification services. 
• Experience of identifying client and business opportunities, including cold calling. 
• Experience of preparing and submitting bids and tenders to meet client proposals 
• Ability to communicate effectively at different levels within organisations and to influence successfully and openly at all levels – both inside our organisation and outside in the business (in English and local language). 
• Strong commercial awareness - in particular, analysis and interpretation of financial and non-financial information 
• In depth understanding of sales and marketing principles, especially strategic CRM 
• Excellent IT skills including MS Office and CRM Systems such as Salesforce 
• Ability and understanding to participate, communicate, positively contribute and add value in technical discussions with clients and LR colleagues alike. 
• Thorough understanding of the market and environment to manage commercial focus and find new business opportunities. Able to quickly and effectively assimilate market intelligence or detailed and complex information to support business decisions. 

Our Values: 

Expertise 

We value our experience, specialist knowledge, and pioneering history within the industry. But we also never stop looking for ways to learn and improve in the future. 

Integrity

We always do what’s right, in the right way and continually measure our actions and their outcomes against rigorous criteria – both those of stakeholders and our own. 

Ambition 

We are industry leaders because we combine technology and innovation with the expertise of our people. We help our clients be the best they can be, by being the best we can be. 

Vision 

We support our clients in the present and prepare them for future  success, by using our sharp understanding of social, environmental,  technological, and commercial changes to work towards a safer, cleaner, more sustainable future. 

Togetherness 

We respect the unique skills, expertise and backgrounds of our people and the inclusive culture they create. We believe teamwork and collaboration – internally and with our clients – are the best way to achieve our mutual goals. 

Sales Behavioural Competencies (BCs):

Generating and qualifying leads 

•  You research, analyse and interpret data and adopt a structured approach across all channels to identify potential clients. You generate and qualify leads, and pass leads on to the right team to build a healthy sales pipeline. 
• You research, analyse and interpret existing data and resources across all channels to identify potential clients and generate leads that meet the profile for LRQA’s products and services and create a healthy pipeline to achieve your sales targets.  
• You qualify new sales leads through initiating client conversations, liaising with the marketing team and outbound sales activity. You tailor your approach depending on the source of the lead and the potential opportunity, seeking support where needed. 

Product and service knowledge :

• You demonstrate, apply and build your expert understanding of our products and services by leveraging technical knowledge from all available LRQA learning sources to deliver excellent outcomes for our clients.  
• You build and apply your understanding of our product and service portfolio, reaching out to others as needed to complete your knowledge and sharing your learnings with colleagues 

Identifying client needs:

• You step into our clients' shoes to identify their needs through asking appropriate open questions, active listening and understanding their individual pain-points. 
• You put yourself in our clients' shoes and identify their explicit and implied needs by asking appropriate open questions and actively listening. You adapt your approach based on the client. 
• You use your insights from your client interactions to understand their pain-points and determine their requirements.   

Closing the deal 

• You close sales opportunities by negotiating effectively to reach an agreement and a set of SMART outcomes for action.  
• You close sales opportunities by influencing and negotiating effectively and considering the situation from the point of view of your client. You communicate credibly and are aware of your personal impact.  

Completing the end-to-end sales process:

• You apply sales policies, processes, systems and tools by working with the relevant subject matter experts to ensure a globally consistent, digitally enabled end-to-end process for the client and LRQA 
• You put sales policies, processes, systems and tools into operation and demonstrate your awareness of the end-to-end sales process. You raise continuous improvement suggestions based on your day-to-day experiences. 
• You identify the relevant subject matter experts across LRQA to ensure that all sales are deployed by the business effectively, ensuring a seamless client experience. 

Sales call analysis:

• You analyse sales calls to prioritise actions and next steps, and identify factors leading to wins and losses. 
• You review and analyse your sales calls to prioritise actions and next steps. You identify factors leading to wins and losses to inform your future calls. 
• Prioritising workloads 
• You organise, plan and prioritise your time and workload to achieve your own KPIs and our business goals 
• You organise and plan ahead, by prioritising tasks to accomplish and deliver by set deadlines.

Diversity and Inclusion at LRQA:

We are on a mission to be the place where we all want to work and we are passionate about embracing different perspectives because we understand the value this brings to our business, our clients and each other. We are all about creating a safer and more sustainable future and our inclusive culture is right at the heart of our business.

Together our employees make our communities better and we want you to be part of our diverse team!

LRQA is a leading global assurance provider.  The integrity and expertise we bring to our partnership with clients support their journey to a safer, more secure and more sustainable future. (Group entities).

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