Sales Head - WR

Position Overview

As a Sales Head at Bureau Veritas, you will play a pivotal role in driving revenue growth and expanding market presence by strategically managing client portfolios, identifying new business opportunities, and executing disciplined sales activities in full alignment with Bureau Veritas’ governance frameworks and unwavering commitment to ethical business practices. This leadership position demands a results-driven professional capable of cultivating strong client relationships, optimizing commercial performance, and ensuring compliance across all sales operations.

Key Responsibilities

Sales & Account Management

• Portfolio Growth: Oversee and expand a defined client portfolio across designated sectors, regions, or service lines, with a focus on revenue enhancement, client retention, and cross-selling initiatives.
• Account Strategy Development: Design and implement comprehensive account plans to maximize revenue potential, strengthen client loyalty, and uncover additional business opportunities.
• Stakeholder Engagement: Establish and nurture enduring relationships with key decision-makers and influencers within client organizations to drive long-term business partnerships.

Commercial Execution

• Tender & Proposal Leadership: Lead and support the development of tenders, proposals, pricing reviews, and commercial negotiations to secure new business and expand existing accounts.
• Pipeline & Forecasting Excellence: Maintain rigorous pipeline management, accurate forecasting, and CRM discipline to ensure transparency and accountability in sales performance.
• Cross-Functional Collaboration: Partner with technical and operational teams to ensure proposed solutions are compliant, feasible, and competitively positioned in the market.

P&L Contribution & Performance Management

• Revenue Optimization: Drive P&L performance through strategic revenue management, disciplined pricing, and a keen awareness of margin sustainability.
• Budgeting & Forecasting Support: Contribute to the development of budgets, forecasts, and performance tracking mechanisms for assigned territories or portfolios.
• KPI Monitoring & Corrective Action: Track sales KPIs rigorously and implement corrective measures to consistently meet or exceed targets.

Market & Client Intelligence

• Market Analysis: Conduct in-depth market, pricing, and competitor benchmarking to inform commercial strategies and decision-making.
• Client & Stakeholder Mapping: Develop and maintain detailed client and stakeholder maps to enhance account coverage and improve opportunity conversion rates.
• Strategic Feedback: Provide structured market insights to support service development and inform broader organizational strategy.

Governance & Compliance

• Ethical Sales Practices: Ensure all sales activities adhere to Bureau Veritas’ Code of Ethics, compliance protocols, and accreditation requirements.
• Commercial Governance: Apply Bureau Veritas’ commercial governance principles in deal structuring, approvals, and contract reviews to mitigate risks and ensure compliance.

Qualifications & Experience

• Education: Bachelor’s degree in Engineering, Business Administration, or a related field.
• Professional Background: Minimum of 5 to 15 years of progressive B2B sales experience, with a preference for roles within Testing, Inspection, and Certification (TIC), industrial services, certification, inspection, or highly regulated industries.
• Proven Track Record: Demonstrated success in managing key accounts, leading tenders, and selling complex service offerings in competitive markets.

Key Skills & Competencies

• P&L Awareness & Financial Acumen: Deep understanding of revenue drivers, margin optimization, pricing strategies, and cost management to contribute to overall financial performance.
• Market & Competitive Benchmarking: Proficiency in conducting commercial and competitive analyses to inform pricing decisions and strategic planning.
• Client Mapping & Account Planning: Expertise in mapping client organizations, identifying key stakeholders, and developing effective coverage models to maximize business opportunities.
• Sales Forecasting & Pipeline Management: Strong capability in forecasting, pipeline management, and KPI tracking to ensure sales targets are met consistently.
• Tendering & Commercial Negotiation: Extensive experience in managing bids, proposals, pricing reviews, and negotiations within structured governance frameworks.
• Cross-Selling & Portfolio Knowledge: Ability to identify and capitalize on cross-selling opportunities across Bureau Veritas’ diverse service lines.
• Compliance & Ethical Sales Practices: Unwavering commitment to Bureau Veritas’ ethical standards, compliance requirements, and accreditation protocols in all sales activities.