Role Purpose
The Sales Manager is responsible for driving sales growth for SGS Malaysia’s Environmental, Health & Safety (EHS) advisory and consultancy services, with focus on identifying opportunities, developing customer relationships, converting prospects into business and building a sustainable sales pipeline. The role requires strong commercial capability, EHS consultancy market understanding and the ability to lead sales activities and team performance in a competitive market.
Why This Role Matters
PRIMARY RESPONSIBILITIES
• Develop and execute sales plans to achieve revenue, margin, proposal and customer acquisition targets for EHS advisory and consultancy services.
• Identify, qualify and convert new business opportunities in environmental, health, safety, sustainability, compliance, audit, training and consultancy-related services.
• Build, maintain and grow relationships with key accounts, prospects, consultants, contractors, developers, manufacturers, oil & gas, marine, infrastructure and industrial customers.
• Lead customer engagement activities including prospecting, outbound calls, enquiries follow-up, client meetings, presentations, proposals, tender support and commercial negotiation.
• Understand customer needs, pain points and regulatory / operational requirements, and translate them into SGS solutions with support from technical teams.
• Manage sales pipeline, forecast, CRM updates, quotation status, win/loss analysis and monthly sales performance reporting.
• Lead, coach and develop sales team members to improve sales discipline, customer coverage, proposal quality and target achievement.
SPECIFIC RESPONSIBILITIES
• Create, manage and follow up on sales leads from existing customers, new prospects, inbound enquiries, outbound calls, referrals, market intelligence and industry networking.
• Achieve or exceed agreed sales targets, quotation / proposal targets, conversion rates and account growth objectives set by the Company.
• Prepare accurate proposals, quotations, commercial offers, tender submissions and customer presentations in collaboration with technical and operational teams.
• Maintain and grow strategic key accounts by understanding customer business drivers, upcoming projects, spend potential and service requirements.
• Develop market coverage plans and customer visit schedules, including frequent travel to customer sites, project locations and industry events as required.
• Promote the full range of SGS EHS services and identify cross-selling opportunities with other SGS business lines where relevant.
• Coordinate with internal teams for technical clarification, sample collection, site visit arrangement, meetings, trainings, seminars, kick-off discussions and project handover.
• Monitor competitor activity, market pricing, customer trends and emerging EHS advisory / consultancy opportunities to support business strategy.
• Ensure timely and accurate sales administration, CRM updates, contract review, customer records and reporting requirements.
• Handle customer concerns professionally and coordinate with relevant internal stakeholders to resolve commercial or service delivery issues.
• Ensure all sales activities are carried out with integrity, professionalism and in compliance with SGS Code of Integrity and Professional Conduct.
• Adherence to SGS Health, Safety and Environment (HSE) Policy by upholding good safety behaviour and exercising necessary standards and processes when carrying out responsibilities at all times to ensure compliance with the HSE requirements.
• Perform any other responsibilities as assigned by your reporting manager and/or Senior Management.