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Business Development Manager – System Certification (Assurance Services)
Location: Germany (DACH Region) – Home-based with occasional customer travel
Reporting to: Sales Director DACH
Purpose of the Role
As Business Development Manager (BDM) for System Certification, you will play a pivotal role in accelerating BSI’s growth across the DACH region. This role is strongly focused on new business acquisition, proactive lead generation and developing long-term customer partnerships within regulated and complex industries.
You will identify, qualify, and convert new opportunities for BSI’s System Certification portfolio (e.g. ISO management systems), working with senior decision-makers to understand their business challenges, regulatory drivers and assurance needs. While supported by inbound leads and marketing initiatives, success in this role is driven by a hunter mindset, strong prospecting capability and disciplined pipeline management.
As a trusted advisor, you will position BSI as a strategic partner for assurance, risk mitigation and sustainable business improvement.
Key Responsibilities & Accountabilities
- Proactively identify, research and develop new business opportunities within the DACH region, with a strong focus on self-generated leads and white-space accounts
- Drive new customer acquisition for BSI System Certification services across multiple industry sectors
- Build and maintain a robust, high-quality sales pipeline through outbound prospecting, networking, referrals, events and targeted campaigns – working close with our marketing stakeholders
- Engage with senior stakeholders (C-level, quality, compliance, sustainability, operations) to understand business needs and regulatory drivers
- Present and position BSI’s System Certification solutions as value-adding, risk-based offerings
- Manage the full sales cycle from initial contact through negotiation, closing, and handover to delivery teams
- Accurately forecast weekly, monthly, and quarterly sales performance and revenue
- Maintain accurate and up-to-date records in Salesforce (SFDC), ensuring strong CRM discipline
- Collaborate closely with marketing, technical, and delivery teams to ensure an excellent customer experience
- Stay current on relevant standards, certification schemes, and regulatory developments within the TIC landscape
- Monitor competitor activity and articulate BSI’s differentiation and value proposition
- Consistently achieve or exceed sales activity, pipeline and revenue targets
Requirements to Be Successful
- Bachelor’s or Master’s degree preferred (business, engineering, or related field advantageous)
- Proven track record in B2B new business development / hunter-led sales, ideally within the Testing, Inspection & Certification (TIC) or a related regulated environment
- Experience selling System Certification or complex professional services is strongly preferred
- Background as a Business Development Manager, Territory Manager, or Regional Sales Manager with responsibility for new customer acquisition
- Demonstrated success in generating and closing self-sourced opportunities
- Confidence operating in technically complex, compliance-driven, or regulated industries
- Strong prospecting, qualification and pipeline management skills
- Excellent presentation, negotiation and stakeholder management capabilities at management and executive level
- Structured, disciplined and data-driven approach to sales forecasting and CRM usage
- High level of self-motivation, resilience and growth mindset
- Strong organisational, time-management and prioritisation skills in a remote sales environment
- Fluency in German and English, written and verbal
- Proficiency in CRM (Salesforce advantageous) and Microsoft Office (PowerPoint, Excel, Word)
- Willingness to occasional travel to clients or venues
What We Offer
- A high-impact, growth-oriented sales role within a globally respected TIC and assurance brand celebrating its 125 years anniversary this year
- Strong market demand driven by regulation, sustainability, and risk management trends
- Competitive compensation package including performance-based incentives
- Flexibility of a home-based role with autonomy and ownership
- Access to BSI’s global expertise, training, and career development opportunities
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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.
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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
