Account Manager at SGS — Santa Clara, CA

POSITION SUMMARY

• Meet & exceed client service expectations and manage various different projects with cross functional and cross-country teams.
• Provide updates on regulatory and sustainability trends and services to client.
• Offer necessary trainings to internal and external staff.
• Ensure the alignment and integration of services and operational deliveries in accordance to global C&P/Granite River Labs and sales strategies for assigned strategic accounts.
• Work in conjunction with engineers, operations and business partners to achieve client deliverables.
• Meet assigned account, individual and team revenue goals and key performance indicators (KPIs) as defined by management.
• Generate opportunities for incremental revenue growth within existing global accounts consistent with SGS strategic account initiatives and by penetrating the client supply chain and vendor network.
• Generate within existing account assignment additional services or solutions opportunities across SGS CRS SBUs, and/or integrate other SGS complimentary business lines (cross divisional if needed).
• Identify, develop, and pursue new business opportunities by building relationships with prospective customers and expanding SGS/Granite River Labs' presence in target markets.

JOB FUNCTIONS

• Develop and maintain a solid understanding of Granite River Labs' service portfolio, technical capabilities, and target markets to effectively position GRL to customers.
• Proactively respond to inbound customer inquiries and qualify business opportunities in a timely manner.
• Coordinate and arrange customer meetings, technical discussions, and follow-up activities to ensure effective customer engagement.
• Take ownership of the initial sales engagement by understanding customer requirements, identifying opportunities, and driving the sales process forward.
• Prepare accurate quotations and commercial proposals by working closely with engineering, operations, and other internal stakeholders.
• Collaborate with engineering teams to generate technical and executable proposal that address customer requirements and maximize the probability of winning new business.
• Drive opportunities toward closure by proactively managing customer communications, addressing technical and commercial concerns, and reducing the overall sales cycle.
• Analyze won and lost opportunities to identify key success factors, root causes, and actionable improvements to increase future win rates.
• Build strong relationships with existing customers to increase customer satisfaction, identify upselling and cross-selling opportunities, and grow account revenue.
• Develop and execute strategies to identify and secure new customers and new business opportunities in alignment with the company's growth objectives.
• Maintain accurate sales forecasts, opportunity pipelines, customer activity records, and CRM data (HubSpot) to support effective business planning and reporting.
• Work collaboratively with engineering, operations, and global business teams to ensure a seamless customer experience from opportunity qualification through project execution.
• Meet or exceed assigned revenue targets, pipeline objectives, and key performance indicators (KPIs) established by management.
• Continuously monitor technology trends, industry developments, and competitive activities to identify emerging business opportunities and provide value-added recommendations to customers.

EDUCATION AND EXPERIENCE:

• Education: University graduate or equivalent educational background
• 10+ years of experience in sales, account management, or business development, preferably in the electronics, semiconductor, or testing and certification industry.

KNOWLEDGE / SKILLS / ABILITIES

• Hands-on, self-motivated, proactive team player with a strong customer-focused mindset.
• Excellent written and verbal communication, presentation, and negotiation skills in English; additional languages are an advantage.
• Strong interpersonal skills with the ability to build and maintain customer relationships at all organizational levels.
• Ability to identify business opportunities, manage multiple sales opportunities, and prioritize activities in a fast-paced environment.
• Proven ability to collaborate effectively with engineering, operations, and cross-functional teams to develop customer solutions.
• Proficient in Microsoft Office applications (Word, Excel, PowerPoint, Outlook) and CRM tools.
• Strong organizational, analytical, and time management skills with attention to detail.
• Ability to work independently while contributing effectively within a global team environment.
• Willingness to travel to customer sites, industry events, and other SGS/Granite River Labs locations (up to 20% as required).
• Committed to complying with the company's Health & Safety, Code of Integrity, and Professional Conduct policies.

IMPACT OF DECISIONS

• Decisions directly impact customer satisfaction, sales growth, revenue generation, and the successful acquisition and retention of customer accounts.

ANALYTICAL THINKING/PROBLEM SOLVING

• Evaluates customer needs, identifies business opportunities, and develops practical solutions to support customer success and account growth.

JOB COMPLEXITY

• Manages multiple customer opportunities simultaneously and exercises independent judgment to prioritize activities and achieve business objectives. Collaborates with cross-functional teams to develop customer solutions and drive opportunities to successful closure.

COMMUNICATION/CONTACTS

• Negotiate with customers to reach agreement on commercial terms, project scope, and schedules.
• Lead customer meetings and coordinate activities with engineering, operations, and global business teams.
• Prepare proposals, quotations, and business recommendations to support sales and account growth.

Compensation

The expected salary for this position is $100,000 per year. This range represents the minimum and maximum base salary we reasonably expect to pay for this role. Actual compensation within the range will depend on skills, experience, and qualifications.

Our Benefits

• Health: Medical, dental and vision insurance, life insurance, employee assistance programs.
• Wealth: In addition to base pay, we offer 401(k) with company match (immediate vesting upon enrollment).
• Happiness:
• Professional Growth: Online training courses, virtual and classroom development experiences, tuition reimbursement program
• Work-Life Balance: Paid-time off and family leave

Additional information