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Purpose of Position
The Business Development Manager is primarily responsible for selling BSI 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 products and services can enable organisations to improve and manage the sales process to a successful conclusion.
Key Responsibilities & Accountabilities
Sales Process
Lead and support the BSI focus sectors based on business growth.
Establish a network and relationship with the key/global accounts to nurture bigger business potential converted into big closed wins.
Proactively network with existing customers to sell additional BSI products.
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 main products and services.
Use relevant sales/product collateral to illustrate how a range of BSI products meet identified customer needs.
Accurately and effectively applies standard, commoditized T&Cs.
Accurately record sales and order information in the CRM (Salesforce).
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 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
Able to plan on a short-term basis (1-3 months) to achieve immediate performance goals.
Ensure the area of responsibility is delivering to plan. Identify & propose changes/solutions to drive & increase targeted delivery.
Candidate specifications
Experience of running a commercial business unit, including P&L responsibility, preferably in commercial events/training/publishing or related
Commercial understanding and experience of working with the marketing function, including an appreciation of campaign planning and execution through multiple channels
Commercial understanding and experience of sales function, preferably both tele-sales and field sales
Good influencing / transverse management skills
Good verbal and written communication skills and an eye for detail
Be self-motivated, flexible, and have excellent time management/planning skills
Able to work under pressure
Willing to travel on business intensively
An enthusiastic and committed team player
Well presented with good public speaking
Business development skills will be considered advantageous
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.
What We Do
BSI is your business improvement partner. We have shaped best practice for over 100 years, partnering with organizations to accelerate progress and create impact for a fairer society and sustainable world
