RESPONSIBILITIES / AUTHORITIES / ACCOUNTABILITIES

3.1. Primary Functions

• Lead, coach, and support the Sales Engineering team to achieve business objectives.

• Develop and execute sales strategies aligned with the company growth plan.

• Drive revenue growth by expanding existing accounts and developing new business opportunities.

• Build and maintain strong relationships with key clients, consultants, EPC contractors, and end users.

• Monitor sales pipeline, opportunities, and tender activities to ensure timely follow-up and successful conversion.

• Review and approve technical and commercial proposals before submission.

• Coordinate with Operations and Technical teams to ensure offered solutions are technically feasible and commercially competitive.

• Lead negotiations with key clients while ensuring profitability and compliance with company policies.

• Monitor market trends, competitors, and customer requirements to identify new business opportunities.

• Ensure achievement of annual sales targets, gross margin objectives, and strategic KPIs.

• Provide regular sales forecasts, pipeline updates, and management reports.

• Promote cross-selling and upselling of Bureau Veritas services across different business lines.

• Ensure compliance with Bureau Veritas procedures, accreditation requirements, ethical standards, and quality policies.

• Support recruitment, onboarding, mentoring, and performance development of Sales Engineers.

3.2. AUTHORITIES

• Following BV policy and regulation.

3.3. Technical Expertise

• Strong leadership and people management skills.

• Advanced knowledge of technical sales and solution selling.

• Excellent negotiation and presentation skills.

• Strong commercial and financial awareness.

• Proposal review and tender management.

• Customer relationship and key account management.

• Sales forecasting and pipeline management.

• Ability to work with cross-functional teams.

• Willingness to travel within the Kingdom (30–40%).

3.4. Business Requirements

• Achieve or exceed annual sales revenue and gross margin targets.

• Deliver sustainable growth through new business acquisition and expansion of existing accounts.

• Improve sales conversion rates across RFQs and tenders.

• Increase cross-selling opportunities across Bureau Veritas service lines.

• Ensure commercial proposals maintain target profitability while meeting customer requirements.

• Support strategic business initiatives and regional growth objectives.

3.5. KPI’s

• Achievement of monthly and annual sales revenue targets.

• Gross Margin achievement.

• Sales pipeline value and forecasting accuracy.

• Tender/RFQ win rate.

• Number of new client accounts acquired.

• Customer retention and client satisfaction.

• Cross-selling revenue generated.

• Team performance against sales targets.

• Sales cycle efficiency.

3.6. QHSSE Responsibilities

• Implementing BV safety programs within the team

• Comply at all times with all applicable legal requirements, BV HSE

• Policies, procedures and practices.

• Maintain personal work areas tidy and hazard free and report any deviation/fault/hazard immediately to the location manager/line manager/HSE Representative

• Report immediately to HSE Representative any newly identified hazard and participate in devising suitable operational control to eliminate/minimize the pertinent risk.

• Report immediately to HSE Representative any HSE incident and cooperate in investigating Reporting all incidents and taking action whenever they see an unsafe act or condition

• Take care of your own health and safety and that of people who may be affected by what you do (or do not do).

• Co-operate with others on health and safety, and not interfere with, or misuse, anything provided for your health, safety or welfare.