Key Accounts and Business Development Specialist

SGS is the world’s leading inspection, verification, testing and certification company. SGS is recognized as the global benchmark for quality and integrity. With more than 89,000 employees, SGS operates a network of over 2,600 offices and laboratories around the world.

Job Description

Reporting Line

• Research and Development Manager dotted line to Laboratory Operations Manager
• Business Manager

Primary Responsibilities

• Responsible for leading research efforts, working closely with teams of scientists, and other professionals to achieve research goals. The Research and Development Specialist will be expected to have an excellent knowledge of our organization’s products or services, and a strong understanding of our customers’ needs and be responsible for ensuring that the organization meets regulatory requirements for conducting trials or product testing.

• Responsible in performing analyses as defined in the Matrix of Laboratory test and Analyses and reporting test results according to the Quality Management System policies and procedures.
• Generate and capitalize on new sales and business opportunities in order to meet required revenue targets within defined areas of responsibility.
• Prepare individual sales and marketing programs and action plans in line with the overall business strategy to ensure a targeted and focused approach that consistently contributes to the overall growth objectives of the business.
• Meet assigned sales targets as set by the Business Manager.

Specific Responsibilities

• Develop new technologies or processes based on industry market trends.
• Represent the organization as part of the technical working group on laboratory testing and emerging trends and regulation committee in relevant industry associations and regulating bodies.
• Conduct research and development activities to support the company’s strategic objectives and develop them into new technologies or processes based on industry market trends and customer needs.
• Work closely with other departments to ensure that the company’s products and services are aligned with the latest industry trends and regulations.
• Develop and maintain relationships with key stakeholders in the industry.
• Provide technical support to other departments as required.
• Keep up to date with the latest industry trends and regulations.
• Develop a comprehensive plan, including what experiments will be conducted, how many subjects will be involved in the trial, and an outline of the tests to be used.
• Conduct research tests and experiments to gather data on a particular project or product.
• Analyze the data produced by the experiment and make any necessary adjustments to the study’s design or results.
• Create reports detailing test results and any conclusions drawn from those results.
• Prepare reports for internal use within the company or agency, as well as for publication in scientific journals, trade publications, or technical manuals.
• Review new procedures when designated by the supervisor.
• Coordinates with clients/affiliates on matters related to test requests when designated by the supervisor.
• Performs sampling, testing and analyses as defined in the Matrix of Laboratory Tests and Analyses and in accordance with the QMS and Safety Policies defined in the Safety Manual.
• Participates in various proficiency / correlation programs.
• Conducts method validation and verification of existing and new laboratory testing capabilities.
• Provides input on method improvement. Innovate testing method to reduce turnaround time and save costs.
• Develops analytical methods not traditionally done in the laboratory based on customer’s needs.
• Conducts training/awareness session for internal staff and clients.
• Ensures that work area and assigned laboratory equipment are clean, safe and secured in accordance with company safety manual and QMS.
• Prepares purchase request for laboratory supplies related to R&D activities.
• In conjunction with overall sales strategy, create sales and marketing plans to grow SGS revenue for designated industry, market segment, accounts and/or geographical location.
• Identify, research, plan and contact potential clients to establish new business in order to achieve targeted revenue growth.
• Anticipate and identify client’s needs and concerns and translate those into sales opportunities.
• Prepare service proposals, service agreements, and tenders customized to client’s requirements within set deadlines.
• Ensure accurate, timely submission of all information as requested by clients up in a professional manner.
• Prepare and submit timely and accurate reports (Weekly Activity Plan and Weekly Activity Report) of sales activities, especially client visits/calls.
• Resolve customer complaints by addressing the root cause of the problems, facilitating the development of solutions with the team, preparing reports and making recommendations to managers.
• Monitor customer satisfaction.
• Maintain positive relationships with current and potential clients through regular contacts.
• Liaise with technical/operations teams to ensure excellent communication channels exist to facilitate the successful handover and execution of the new and current business.
• Support marketing strategy and business development teams as appropriate.
• Monitor market trends and competitor’s strategies, activities and pricing.
• Assist in invoicing and provide assistance to collection as determined by the Division Manager.
• Maintain awareness and understanding of all SGS services, ensuring that the full range of SGS services are presented to new and existing clients to maximize sales opportunities.
• Forward potential opportunities to other Business Lines as appropriate and promote collaboration to ensure successful conversion.
• Performs other related duties as may be assigned either in support of departmental goal or for his/her personal or professional training, education or development as programmed by his/her immediate supervisor.
• Complies with the Quality, Health and Safety, Environment and Energy (QHSEE) policies and supporting objectives including, but not limited to:

• Demonstrates strong obligation to SGS QHSEE policies, procedures and work instructions by actively participating in meetings, projects and events, completes required training, intervenes in unsafe situations, refuses unsafe work, and complies fully with all applicable laws and regulations related to HSEE
• Perform appropriately and immediately to emergency situations and assists other staff members in maintaining readiness to respond to emergencies within the workplace
• Disposes or directs the disposal of waste generated as a part of daily work performed in a safe manner and in compliance with the disposal regulations and requirements, and in accordance with SGS Environmental Management System requirements
• Reports all incidents, including near misses and hazards, that may affect the achievement of QHSEE objectives in accordance with SGS Incident Reporting and Management requirements
• Efficiently uses all equipment, including safety equipment, and company owned property in the manner intended and reports any damaged / lost equipment to immediate superior
• Maintains a safe and tidy worksite according to the organization’s 5S program and guidelines
• Maintains awareness of the safety and health related hazards and environmental aspects and proposes action plans to control the risks to immediate superior or QHSEE Coordinators
• Actively participates in incident investigations and risk assessments as deemed necessary by SGS management
• Fulfills the requirements needed in the success of the QHSEE Management System
• Recognizes the potential consequences of not following the established policies, procedures, and guidelines, including not fulfilling the organization’s compliance obligations

Qualifications

Profile

• Education: Must have at least a university or College degree on BS Chemistry, BS Biochemistry, Microbiology, Environmental Science, Chemical Engineering, Food Technology or Agri chemistry and other related sciences.
• With professional license depending on the course taken and as required by law.

Required Skills

Experience/Technical Knowledge

• Core (Integrity, Work Standard, Customer Service Orientation, Communication), Professional / Technical knowledge, Functional (Organization skill, Analysis / Problem Assessment, Attention to Details / Quality orientation, and Judgment / Problem-solving).
• Computer-literate, laboratory-oriented, communication skills, can work on weekends and on shifting schedule whenever required.
• Experience: At least 5 years laboratory-related experience.

Additional Information

Language

• Proficient in English & Filipino (both written and verbal).