Senior Director Sales, Minerals NAM

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.

Job Description

The Senior Director Sales, Minerals NAM drives the sales and business development within the North American region : US and Canada.

Provides leadership, direction, training, development and mentoring to the sales team. Defines qualitative and quantitative sales targets which will meet the company's budget and objectives.

Establishes commission and reward schemes which will cost effectively motivate and drive the sales team to exceed their targets and drive cross-selling.

Constantly monitors and strives to improve the performance and effectiveness of the sales function. Proactively researches and develops new products to bring to NR Minerals service portfolio and develop strategic growth initiatives and tactical sales execution plans for growth.

• Develops a sales strategy and be responsible for the sales team achieving the monthly, quarterly, and annual sales targets to meet the company's financial objectives.
• Sets individual sales targets for the sales team, in line with the business sector strategy;
• Develops the group sales commission and reward schemes which effectively drives performance and achieving sales goals
• Establishes and monitors the sales team activity KPIs to achieve results i.e. Phone calls / emails, client visits, proposals, win conversion rate.

Reports out monthly to the management team

• Leads weekly sales team pipeline review meetings at the business sector level to drive accountability and accelerate the volume and velocity of opportunities converted to wins
• Recruits, trains and develops sales managers and other members of the sales team in line with agreed resource plans and objectives.

Establishes a high performing sales team with low employee turnover.

Develops transactional and consultative sales skills for the sales team to effectively sell the entire portfolio of services.

Establishes strategic selling objectives to grow existing accounts and win market share; Manages a diverse portfolio consisting of a mix of solution oriented and transactional products

• Identifies and disseminates best practice within the sales team
• Collaborates with other business unit sales teams to cross-sell services.
• Manages the overall commercial activities of the sales team including proposal development and submission, client contract terms and conditions review, and the pricing strategy
• Ensures that all sales activity is reported and maintained in the CRM for timely monitoring and management review
• Coordinates with Marketing on their implementation of marketing activities (Traditional and Digital) to ensure they're in support of the sales objectives and will generate a high volume of leads necessary to growing the sales pipeline
• Works with the Business Sector and Operations Managers to establish constructive and positive customer relationships with high retention rates.
• Leads the sales effort by identifying opportunities for the sales team to convert by working with target accounts and the business team to develop and sell value added services.
• Identifies and implements specific sales programs to take advantage of short and long-term opportunities, based on industry analysis and market segmentation.
• Develops, approves and monitors costs incurred by the sales team to achieve profitability targets.
• Works with Operations and key account management team to ensure the timely and successful delivery of services to our clients.

Qualifications

• Bachelor's degree in Mining Engineering or related discipline preferred
• 15+ years of experience in the Mining Industry and all the life mining cycle. Experience in the ITS Industry is required.
• Minimum 10 years of experience in leading a sales team

Additional Information

SGS Canada is an equal opportunity employer and we are committed to achieving greater accessibility by providing accommodation for people with disabilities during our hiring process.

Accommodations are available on request for qualified candidates during each stage of the recruitment process.

Please note that candidates applying for Canadian job openings should be authorized to work in Canada.