Business Development Manager

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Job Description

• To achieve sales targets to grow the share of wallet with large existing customers and to expand into new accounts by representing BSI training products and services.

• Work with customers to meet assigned targets for profitable sales volume and strategic objectives in assigned accounts.

• Develop and manage relationships with targeted accounts and their business leaders to ensure BSI is well placed to win new business and/ or maintain and grow existing business.

• Prospect and pursue new business to expand the client reach of BSI by promoting public and in-house training courses

• Coordinate requirements, develop and negotiate contracts, and integrate contract requirements with business operations to close new business deals with the ability to propose customized training solutions to corporate clients

• Manage, maintain, and update key stakeholders’ information in Salesforce to ensure current contacts remain relevant.

• Keep well informed on industry changes and participate where possible in organizations directly involved with the prime markets to maintain a strong industry awareness.

Purpose of Position

The Business Development Manager is primarily responsible for selling BSI training products and services to new and existing customers across a defined BSI product suite.  This role is responsible for identifying and managing sales opportunities, building an in-depth understanding of client business needs and drivers, to position how BSI training products and services can enable organisations to improve and manage the sales process to a successful conclusion.

Key Responsibilities

Sales Process

• Proactively network with existing customers to sell additional BSI training products and/or cross-sell other BSI products and services.

• Identify new prospects to grow the BSI customer base through targeted calls to generate sales revenue in line with new business targets.

• Execute the BSI sales process to investigate, explore, and understand customer needs in order to sell relevant products/services.

• Investigate the relevant resources required and provide a timeline for delivery to meet customer order & solve any customer issues.

• Routinely review sales activity and quality KPIs, based on sales ratios, to plan future sales activities to deliver on financial and activity targets.

Sales Tools

• Manage potential through account and opportunity management to develop a solid pipeline. Produce accurate sales forecasts in a timely manner.

• Effective use of the price book and tools to propose the main training products and services.

• Use relevant sales/product collateral to illustrate how a range of BSI training products meet identified customer needs.

• Accurately and effectively applies standard, commoditized T&Cs.

• Accurately record sales and order information in the CRM.

Product Knowledge

• Remain up to date with developments in the standards industry and be able explain the standards development process to customers.

• Able to apply product features and benefits to customers’ needs in order to win business.

• Able to apply knowledge of competitors to explain the full business advantages of BSI products.

Sales Skills

• Possess a deeper and wider knowledge of the training products/services of BSI and their application to specific customer sets. Use the reporting function of sales tools to aid account management and new business development.

• Strong telephone communication with customers. Ability to create effective proposals and produce presentations to customers.

• Accurately define requirements, including buying process, budget, positioning vs competition, and actual circumstances that positively affect potential sales. Ability to identify further and future opportunities.

• Able to question effectively to gain a deeper understanding of customer needs to identify up-selling opportunities. Able to provide a range of targeted solutions to the customer.

• Accurately summarize customer needs. Identify the BSI product or service. Get customer agreement on price and delivery.

• Ability to handle objections. Use knowledge and experience to provide an answer. Gain customer commitment before progressing. Identify high-impact issues for the customer, give up on those with low value to BSI. Ensure understanding of the business and personal value of the BSI product/service to the customer.

Sales Management

• Plan on a short-term basis (1–3 months) to achieve immediate performance goals and ensure alignment with overall business objectives.

• Ensure the area of responsibility is delivering to plan; identify and propose changes or solutions to drive and increase targeted delivery.

• Track and report performance metrics, with a primary focus on revenue generated from public and in-house training courses.

• Monitor additional indicators such as the number of training seats sold, client retention, and conversion rates to support continuous improvement and sales effectiveness.

Requirements

• Preferably, tertiary education in any field.

• Required skill(s): Interpersonal communication, presentation, and selling.

• Preferred skill(s): Experience in marketing and developing new clients.

• At least three (3) years of working experience in the sales or marketing sector.

• Expertise in B2B sales and winning new customers;

• Excellent sales, negotiation, and presentation skills;

• Good command of English and Bahasa Malaysia.

• Competent in providing good work planning and follow-up services to customers.

• Possessing the knowledge of Lean, Six Sigma, and Lean Sigma will be an added advantage

• Proficient in Microsoft Office applications, including Word, Excel, and PowerPoint.

• Experience with CRM tools such as Salesforce is an added advantage

About Us

BSI is a business improvement and standards company and for over a century BSI has been recognized for having a positive impact on organizations and society, building trust and enhancing lives.
 
Today BSI partners with more than 77,500 clients in 195 countries and engages with a 15,000 strong global community of experts, industry and consumer groups, organizations and governments.
Utilizing its extensive expertise in key industry sectors - including automotive, aerospace, built environment, food and retail, and healthcare - BSI delivers on its purpose by helping its clients fulfil theirs.
Living by our core values of Client-Centricity, Agility, and Collaboration, BSI provides organizations with the confidence to grow by partnering with them to tackle society’s critical issues – from climate change to building trust in digital transformation and everything in between - to accelerate progress towards a better society and a sustainable world.

BSI is an Equal Opportunity Employer dedicated to fostering a diverse and inclusive workplace.