Sales Head - WR

Role Purpose

Sales & Account Management

• Manage and grow a defined **client portfolio** across assigned sectors, regions, or service lines.
• Develop and execute **account plans** to increase revenue, retention, and cross‑selling opportunities.
• Build strong relationships with **key decision‑makers and stakeholders** at client organizations.

Commercial Execution

• Lead and support **tenders, proposals, pricing reviews, and commercial negotiations**.
• Ensure accurate **pipeline management, forecasting, and CRM discipline**.
• Coordinate with technical and operations teams to ensure solutions are **compliant, deliverable, and competitive**.

P&L Contribution & Performance Management

• Contribute to **P&L performance** through effective revenue management, pricing discipline, and margin awareness.
• Support **budgeting, forecasting, and performance tracking** for assigned portfolio or territory.
• Monitor sales KPIs and take corrective actions to achieve targets.

Market & Client Intelligence

• Conduct **market, pricing, and competitor benchmarking** to support commercial decision‑making.
• Maintain clear **client and stakeholder mapping** to strengthen account coverage and opportunity conversion.
• Provide structured market feedback to support service development and strategy.

Governance & Compliance

• Ensure all sales activities comply with **Bureau Veritas Code of Ethics, compliance rules, and accreditation requirements**.
• Apply BV commercial governance in deal structuring, approvals, and contract reviews.

Qualifications & Experience

• Bachelor’s degree in **Engineering, Business, or related discipline**.
• 5–15 years of experience in **B2B sales**, preferably within **TIC, industrial services, certification, inspection, or regulated environments**.
• Proven experience managing **key accounts, tenders, and complex service offerings**.

Key Skills & Competencies

• **P&L Awareness & Financial Acumen**
• Strong understanding of revenue, margins, pricing, and cost drivers, with the ability to contribute to overall P&L performance.
• **Market, Pricing & Performance Benchmarking**
• Ability to perform commercial and competitive benchmarking to support pricing and strategic decisions.
• **Client Mapping & Account Planning**
• Skilled in mapping client organizations, identifying decision‑makers and influencers, and building effective coverage models.
• **Sales Forecasting & Pipeline Management**
• Strong capability in forecasting, pipeline management, and KPI tracking.
• **Tendering & Commercial Negotiation**
• Experience managing bids, proposals, pricing reviews, and negotiations within governance frameworks.
• **Cross‑Selling & Portfolio Knowledge**
• Ability to identify and develop cross‑selling opportunities across BV service lines.

Compliance & Ethical Sales Practices