GLOBAL SALES MANAGER
Eurofins E&E CML Ltd
Location
UK / Hybrid / International Travel
Department
Sales & Business Development
Reporting to
Operations Director / Managing Director
Employment Type
Full-time
About Eurofins E&E CML Ltd
The Role
We are seeking an experienced Global Sales Manager to develop and grow CML’s international customer base and expand our presence within the ATEX, IECEx and wider hazardous-area certification market.
This is a specialist sales role. The successful candidate MUST have demonstrable commercial sales or business development experience within the ATEX and/or IECEx industry. They will be expected to combine technical industry knowledge, consultative sales skills and strong business development capability.
Key Responsibilities
Global Business Development
- Develop and implement a global sales and business development strategy for CML.
- Identify and target new customers within the ATEX, IECEx and hazardous-area markets.
- Develop new business opportunities across Europe, Asia, the Middle East, North America and other international markets.
- Establish relationships with manufacturers, OEMs, distributors, engineering companies and multinational organisations.
- Develop existing customer accounts and identify opportunities for additional certification, testing and technical services.
- Maintain a robust sales pipeline and accurately forecast future sales.
- Research market trends, competitor activity and emerging certification requirements.
- Identify new geographical markets and sectors where CML’s services can be expanded.
ATEX & IECEx Sales
- Promote and sell CML’s ATEX and IECEx certification and testing services.
- Use industry knowledge to understand customers’ certification requirements and identify appropriate CML services.
- Discuss certification requirements with customers at an appropriate technical and commercial level, coordinating with CML technical personnel where detailed technical input is required.
- Generate enquiries, quotations and sales opportunities through proactive business development.
- Manage opportunities through the complete sales cycle from initial contact through to project award.
- Build and maintain strategic relationships with key global customers.
Customer & Account Management
- Develop strong, long-term relationships with key customers.
- Act as a senior commercial contact for strategic accounts.
- Conduct regular customer meetings and business reviews.
- Understand customer requirements, purchasing processes and future product development plans.
- Ensure customer expectations are clearly communicated internally.
- Work closely with project management, engineering, laboratory and certification teams.
- Resolve commercial issues and escalate matters appropriately.
International Sales
- Represent CML at international exhibitions, conferences, seminars and industry events.
- Attend customer meetings and undertake international business travel as required.
- Develop local market knowledge and networks within key territories.
- Work with Eurofins colleagues internationally to identify and develop opportunities.
- Establish relationships with potential agents, representatives and strategic partners where appropriate.
Key Performance Indicators
- Growth in global sales revenue.
- Growth in ATEX and IECEx certification enquiries.
- New customer acquisition.
- Growth of existing strategic accounts.
- Sales pipeline value and conversion rate.
- Gross margin and profitability of secured projects.
- Geographic expansion into new markets.
- Cross-selling of additional Eurofins services.
- Customer retention and relationship development.
Essential Experience & Qualifications
The following are mandatory requirements for the role:
- Demonstrable professional sales or business development experience specifically within the ATEX and/or IECEx industry.
- Strong working knowledge of the hazardous-area certification market.
- Proven track record of selling certification, testing, inspection or compliance services within the ATEX/IECEx sector.
- Experience dealing directly with manufacturers and OEMs.
- Proven ability to generate new business and win new customers.
- Excellent communication, presentation and negotiation skills.
- Ability to understand technical requirements and translate them into commercially viable solutions.
- Experience working with international customers.
- Willingness and ability to undertake international travel.
- Strong organisational and CRM skills.
Desirable Experience
- An established network of contacts within the ATEX/IECEx industry
- Experience with NRTL certification and North American market access.
- Knowledge of UL, CSA or other North American certification schemes.
- Knowledge of EMC, electrical safety, environmental or functional safety testing.
- Experience within oil & gas, petrochemical, chemical, pharmaceutical, energy, mining or industrial automation sectors.
- International sales experience, particularly within Europe, China/Asia, the Middle East or North America.
- Experience working within a multinational organisation.
- Relevant technical or engineering qualification.
Personal Attributes
- Commercially driven and results focused.
- Confident dealing with senior decision makers.
- Technically credible within the hazardous-area industry.
- Proactive in identifying and pursuing new opportunities.
- Able to build strong, long-term customer relationships.
- Comfortable working independently and managing a global sales territory.
- Professional and credible when representing CML internationally.
- A strong communicator and negotiator.
- Organised and disciplined in maintaining sales opportunities and forecasts.
- Able to work effectively with technical, operational and commercial teams.
- Entrepreneurial in approach, with the ability to identify opportunities and turn them into profitable business.
Ideal Candidate
The ideal candidate will already have a strong network and detailed understanding of the ATEX/IECEx market, together with a successful track record of selling certification, testing or compliance services.
This is not a generalist sales role. ATEX and/or IECEx industry sales experience is a mandatory requirement. The successful candidate must be able to engage credibly with manufacturers, technical decision makers and senior commercial stakeholders and demonstrate an ability to convert market opportunities into profitable business for CML.
Eurofins E&E CML Ltd is an equal opportunities employer.