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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.