About this role
We exist to create positive change for people and the planet. Join us and make a difference too!
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 organizations to improve and manage the sales process to a successful conclusion.
Key Responsibilities & Accountabilities Sales Process
• Lead and support the BSI focus on sector-based business growth.
• Establish network and relationship with the key/global accounts to nurture bigger business potential converted in the big closed-won.
• 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 BSI sales process to investigate, explore and understand customer needs in order to sell relevant products/services.
• Investigate relevant resources required and provide a timeline for delivery to meet customer orders & 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 price book and tools to propose main products and services.
• Use relevant sales/product collateral to illustrate how a range of BSI products meets identified customer needs.
• Accurately and effectively applies a 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 to 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 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 which 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 BSI products or services. Get customer agreement to 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 customers, and give up on those with a low value to BSI. Ensure understanding of business and personal value of 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 area of responsibility is delivered to plan. Identify & propose changes/solutions to drive & increase targeted delivery.
Candidate Specifications
• Experience in 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 the sales function, preferably both telesales 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.