Regional Sales Leader Middle East

Job Description

Job ID:39314Location:Abu Dhabi : 401A : The Blue TowePosition Category:ManagementPosition Type:Employee Regular Who are LRQA LRQA stands for dedication to clients, market firsts, and deep expertise in risk management. Weve grown to become a leading global assurance provider, bringing together outstanding expertise in certification, customised assurance, cybersecurity, inspection and training.While were proud of our heritage, its who we are today that really matters, because thats 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.Role purpose:Lead, motivate and inspire the local Sales team, proactively manage specified accounts and generate new business through the promotion of LRQAs products and services. Build key customer relationships, identify business opportunities, negotiate and close business deals within defined geographical locations, sector, service and to act as a role model/ambassador for both the LRQA values and leadership behaviours.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 (Customers 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 Inspections 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 LRQAs 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.

Technical / Professional Qualifications / Requirements:

• A degree or equivalent qualification from a tertiary organisation recognised by LRQA within a relevant field Engineering/Sales and Marketing/Business.
• 10 years + work 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 and influence effectively at all levels both inside LRQA and with clients. Particularly comfortable and able to positively contribute when these discussions are technical in nature. Fluent English (verbal and written).
• Able to quickly and effectively assimilate market intelligence or detailed and complex information to support business decisions.

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 ).Copyright LRQA 2021. All rights reserved. Terms of use. Privacy Policy.

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About Company

As the world’s largest food and beverage company we are driven by a simple aim: unlocking the power of food to enhance quality of life for everyone, today and for generations to come. To deliver on this, we serve with passion, with a spirit of excellence, offering products and services for all stages of life, every moment of the day, helping people care for themselves and their families. Our culture is based on our values rooted in respect: respect for ourselves, respect for others, respect for diversity and respect for the future.