Global/Sales Manager

Company description

Eurofins E&E CML Ltd is an internationally recognised certification and testing organisation specialising in ATEX and IECEx certification for equipment intended for use in explosive atmospheres and hazardous areas.

Our team consists of around 40 staff. We evaluate, test, and certify products designed for use in potentially explosive atmospheres. We provide these services for numerous certification schemes including IECEx (International), ATEX (European Union), UKEX (United Kingdom) and Japanese Certification. Our customers are located around the globe, they are primarily manufacturers of process and industrial equipment used in the oil and gas, chemical and mining industries.

Location

UK / Hybrid / International Travel

Department

Sales & Business Development

Reporting to

Operations Director / Managing Director

Employment Type

Full-time

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.

Benefits

We offer a competitive salary with discretionary bonus. Following your probationary period, we also offer private healthcare (including cash plan), contributory pension, life assurance, flexi-leave, flexitime, choice on working location (home/office/hybrid) and company sick pay.

Office Location: Ellesmere Port, CH65 4LZ

Job Type: Full-time, Permanent (37.5 hours) Monday to Friday

Pay: To be discussed, competitive , based on experience

What We Offer

• The opportunity to play a key role in the global growth of a specialist international certification business.
• Exposure to major international manufacturers and global organisations.
• Significant responsibility for developing new markets and strategic customers.
• International travel and customer engagement.
• Competitive salary and performance-related package.
• Private health care
• 4 x life insurance
• Company events
• Company pension
• Flexitime
• Life insurance
• Sick pay
• Work from home