Sales Hunter Account Executive – Environmental - Canada

TÜV SÜD America is seeking a Sales Hunter Account Executive to support TÜV SÜD America’s Newmarket, Ontario operation’s environmental testing and Li-ion battery testing business in their target markets. This position will require a strong partnership with the existing dynamic sales team as well as with the lab technical experts and operations team. The successful candidate will maintain a strong working knowledge of the Li-ion battery test specifications (customer, industry and regulatory). This role will work from the Newmarket, Ontario lab. Sales markets could include: stationary energy storage (ESS), automotive, medium-heavy trucks, off-road, powersports, marine, military/defense, aircraft/drone/VTOL/aerospace.

Responsibilities:

• Strong focus on developing new customers and markets not currently served by the Auburn Hills, MI, Newmarket, ON, or TÜV SÜD sales and operations team.
• Develop strategic plans for further business growth for the assigned region, and execute those plans with successful growth outcomes in order to meet sales targets within the following areas: Revenue / Sales Growth / Profit Growth / Increased Market Share.
• Expand existing customers’ book of business.
• Proactively find, develop, and win new business with existing and new customers in the business sectors defined by regional and national management.
• React to customer requirements to offer tailored solutions covering a whole portfolio of compliance services.
• Build relationships with clients by serving as the technical liaison from pre-sales booking with the goal of being the customer’s trusted advisor.
• Perform customer discovery discussions to understand and document business needs and regulatory requirements necessary for the formulation of optimal solutions.
• Draft internal test plans based on domestic and international product standards in order to develop quote responses to customers.
• Develop, tailor, and deliver technical presentations as needed.
• Remain informed of changes to and developments of International/OEM test standards, test methods, and policies for existing and evolving technologies.
• Follow industry technology trends through self-study and formal training and share that knowledge with clients.
• Participate in Automotive and standard organizations and industry groups relating to product compliance.
• Share technical, industry, and customer insights & developments with the operations team.
• Own and manage quotation generation from any allocated accounts.
• Handle incoming telephone, email, and website enquiries effectively and efficiently.
• Be able to identify and provide solution-based packages from TÜV SÜD’s service portfolio.
• Fast and effective generation of quotations and proposals using the CRM tool.
• Ownership of follow-up activities to convert quotations to orders, to be recorded on CRM tool.
• Compiling and validating prospect lists and maintaining CRM records.
• Conduct site visits to meet with engineers who are developing products and have a need for evaluations & testing.
• Add value to the customer by listening to their requirements whilst having the ability to understand their compliance needs.
• Up to 25% travel within North America.
• Entry of key information into the business project management tool once quotations become projects.

The position will include, but is not limited to, the following service areas:

• Battery performance testing.
• Battery abuse testing (battery alone, or battery/vehicle combined).
• Environmental testing of target-market components and subsystems (mechanical, electrical, battery, etc.).
• Development and/or validation testing.
• Post-test analysis.
• Certification.
• ESS testing and certification.

Qualifications:

Education and Experience:

• Bachelor of Science degree in Business or Engineering (Engineering preferred), or equivalent experience.
• At least five (5) years’ experience in a business development/”hunter” sales role. Demonstrated results in new business/new customer development are required.
• At least five (5) years’ experience in one or more of the target markets listed above. Non-automotive experience considered a plus; strong experience in multiple markets is a strong plus.
• Experience in a service environment and/or project management.

Knowledge, Skills, and Abilities:

• Working knowledge of the Li-ion battery market and/or manufacturers (cell/module/pack/ESS) and specifications.
• Laboratory-based product testing knowledge within the Test, Inspection and Certification (TIC) industry or industry experience of product qualification using laboratory-based product testing.
• A good understanding of practical financial issues and business fundamentals.
• Understanding of the key profit drivers and how areas/functions contribute to the profitability of the business.
• Good communication skills, customer focus, work well in both an individual and a team environment, take direction positively, and contribute to the group.
• Proven organizational skills, strong communication, customer-driven.
• Proficient in Microsoft, Word, PowerPoint, Excel, etc.
• Basic knowledge of working with Customer Relationship Management software.