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Location: Home-based, with quarterly regional travel
Languages: Fluency in English, Italian, Spanish and French.
Direct Reports: 6–8
Role Summary
The Core Training Sales Manager leads the regional sales strategy for BSI’s Core Training services in Southern Europe, with a team aligned to BSI offices in France, Spain and Italy. The role is accountable for driving revenue growth, expanding market presence, and developing a high-performing, client-focused sales team. Working cross-functionally with Marketing, Operations, Technical, and broader EMEA Sales teams, the manager ensures consistent delivery of BSI’s value proposition and a data-driven, consultative sales culture.
Key Responsibilities
1. Market & Product Expertise
Maintain strong knowledge of assurance services, ISO-related standards, certification processes, and the broader regulatory landscape.
Provide insights on competitors, market trends, client needs, and emerging opportunities to inform strategy and positioning.
Use product and industry knowledge to identify client solutions and guide team messaging.
2. Sales Strategy & Planning
Working with the EMEA Head of Sales – Core Training, develop and execute a comprehensive regional sales strategy aligned with global and EMEA objectives.
Prioritise key markets and sectors and resource the team accordingly.
Support the integration of Core Training services within the wider Assurance and Enterprise sales offerings.
3. Sales Leadership & Team Development
Lead, coach, and develop a high-performing sales team with clear objectives, metrics, and behavioural expectations.
Conduct structured performance reviews, implement improvement plans, and support career development.
Ensure high-quality onboarding, training, and ongoing competency development for all team members.
Conduct regular coaching, account & pipeline reviews to support sales forecasting.
4. Sales Execution & Process Excellence
Drive consistent adoption of BSI’s consultative selling approach and sales process.
Ensure effective use of Salesforce for pipeline management, forecasting, activity reporting, and account planning.
Review and analyse sales data to manage performance, identify risks, and drive improvement.
Ensure proposals, quotations and presentations meet brand, quality and accreditation standards.
5. Collaboration & Stakeholder Engagement
Partner with Marketing to align campaigns and generate high-quality leads.
Collaborate with Operations, Technical, and Service Delivery teams to ensure a seamless client experience.
Leverage cross-functional expertise to broaden client value and increase solution adoption.
Represent Core Training in regional or global initiatives as required.
6. Revenue Protection, Governance & Compliance
Maintain strong relationships with key clients to improve retention and reduce cancellations.
Monitor the sales handoff process to ensure smooth transitions and high client satisfaction.
Maintain compliance with accreditation, regulatory requirements, and internal policies.
Role model ethical, transparent, and accountable business practices.
7. Commercial Partnerships
Responsible for identifying local training partnership opportunities (including but not exclusive to resellers and funding bodies).
Ongoing governance and maintenance of local training partnerships either directly or through team members.
Working alongside the Training Partnerships manager and wider EMEA leadership to ensure a consistent approach to partner contracts and engagement.
Qualifications & Experience
Experience
10+ years B2B sales experience, with at least 5 years in a leadership or management role within assurance, certification, training, or professional services.
Solid experience in managing clients and teams across Southern Europe.
Proven record of exceeding sales targets and driving growth.
Experience managing remote and geographically dispersed sales teams.
Demonstrated capability in performance management and developing sales capability.
Skills
Strong leadership, coaching, motivation, and team-building abilities.
Excellent communication, negotiation, and presentation skills.
Strategic thinker with strong analytical, commercial, and problem-solving capabilities.
Proficiency in Salesforce and sales analytics tools.
Effective relationship builder with cultural awareness across Southern Europe.
Strong time management, organisation, and ability to manage competing priorities.
Knowledge / Tools
Understanding of assurance and certification services, ISO standards, and related industry requirements.
Skilled user of Microsoft Office and CRM systems (especially Salesforce).
Salary Range
The base salary for this position starts from 57,600 Euros gross annually in Italy.
The base salary for this position starts from 61,600 Euros gross annually in Spain.
The base salary for this position starts from 64,000 Euros gross annually in France.
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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.
