Sales Manager

Role & Responsibilities Of Sales Manager

• Develop Sales Plans:
• Create and implement sales strategies to increase the laboratory’s market share, revenue, and profitability in calibration, testing, and metrology services.
• Identify key growth opportunities, including targeting new markets, industries, or geographical areas where the laboratory's services can be expanded.
• Revenue and Profitability Goals:
• Set and achieve sales targets that align with the laboratory’s business goals, ensuring that the revenue generated supports the overall growth and sustainability of the lab.
• Monitor sales performance through key metrics such as customer acquisition, client retention, and revenue from both new and existing customers.
• Market Research and Competitor Analysis:
• Conduct market research to identify industry trends, customer needs, and competitor activities in the metrology and calibration space.
• Use this information to tailor the laboratory’s service offerings, pricing strategies, and marketing efforts to stay competitive.

• Build and Maintain Client Relationships:
• Develop strong relationships with key clients, ensuring a deep understanding of their calibration and testing needs.
• Act as the main point of contact for clients, resolving inquiries, managing expectations, and ensuring high levels of customer satisfaction.
• Account Management:
• Manage key accounts, ensuring that their calibration and metrology needs are consistently met according to ISO 17025 standards.
• Regularly engage with clients to understand their evolving needs, identify opportunities for additional services, and maintain long-term partnerships.
• Customer Satisfaction and Retention:
• Ensure that the laboratory consistently delivers quality services that meet or exceed customer expectations, leading to repeat business.
• Develop and implement strategies for customer retention, such as loyalty programs, service agreements, or ongoing consultation.

• Educating Customers:
• Effectively communicate the benefits of ISO 17025 accreditation, such as improved accuracy, traceability, and reliability of calibration results.
• Ensure that clients understand the value of working with an accredited laboratory, emphasizing the advantages in terms of compliance, risk mitigation, and product quality.
• Aligning Sales with Technical Capabilities:
• Work closely with the technical and quality management teams to ensure that the services being sold align with the laboratory’s technical expertise and ISO 17025 capabilities.
• Keep the sales team informed about new services, updates to ISO 17025 standards, and any changes in the laboratory’s accreditation status or scope.

• Develop Competitive Pricing Strategies:
• Collaborate with the General Manager and finance teams to develop competitive pricing models that reflect the laboratory’s value while meeting profitability goals.
• Ensure that pricing is aligned with the complexity, scope, and standards of ISO 17025 services provided.
• Negotiate Contracts:
• Lead contract negotiations with clients, ensuring mutually beneficial terms for calibration and testing services.
• Ensure that all contracts comply with ISO 17025 requirements, particularly regarding service delivery times, technical scope, and quality guarantees.

• Work with the Technical Team:
• Collaborate with the laboratory’s technical team to understand service capabilities, turnaround times, and any limitations in service offerings.
• Ensure the sales team accurately conveys technical information to customers and avoids over-promising on services that the lab may not be able to deliver.
• Liaise with the Quality Management Team:
• Regularly coordinate with the Quality Management team to ensure that client services align with ISO 17025 standards.
• Support the Quality Manager during customer audits or assessments by providing insights into client expectations and helping resolve any non-conformance issues related to sales.

• Train the Sales Team:
• Train and mentor the sales team on the technical aspects of the laboratory’s services, ISO 17025 accreditation, and the benefits of working with an accredited lab.
• Ensure the sales team understands key sales processes, pricing structures, and customer service standards.
• Motivate and Manage Sales Personnel:
• Provide leadership to the sales team, setting clear sales goals, providing performance feedback, and helping team members achieve their targets.
• Implement incentive programs to motivate the team and ensure consistent performance in line with the laboratory’s revenue objectives.

• Develop Marketing Campaigns:
• Collaborate with the marketing department to create campaigns that promote the laboratory’s services, with a particular focus on its ISO 17025 accreditation.
• Ensure that marketing materials accurately reflect the laboratory’s capabilities, highlighting the importance of accredited calibration and testing services.
• Attend Industry Events and Conferences:
• Represent the laboratory at industry conferences, trade shows, and networking events to raise awareness of its services and ISO 17025 accreditation.
• Identify potential leads, develop relationships with prospective clients, and promote the laboratory’s expertise in metrology and calibration.

• Monitor and Report Sales Metrics:

Track key sales metrics, such as revenue growth, customer acquisition, service demand, and customer satisfaction.

• Report regularly to the General Manager on sales performance, providing insights into potential growth opportunities and challenges.
• Sales Forecasting:
• Develop sales forecasts and projections to support the laboratory’s financial planning and resource allocation.
• Ensure that sales forecasts are realistic, based on historical data and market trends, and aligned with the laboratory’s operational capacity.

• Adherence to Legal and Ethical Standards:
• Ensure that all sales activities are conducted in compliance with legal regulations and the laboratory’s ethical guidelines, particularly regarding confidentiality, data protection, and service accuracy.
• Confidentiality and Non-Disclosure:
• Ensure that customer information, calibration data, and other sensitive materials are handled in a secure and confidential manner, in line with ISO 17025 requirements and laboratory policies.