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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 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 resource 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 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 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 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 product or service. 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 customer, give up on those with 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 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 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 skill will be considered advantageous
Our Excellence Behaviours: Client-centric, Agile, Collaborative. These three behaviours represent how we do things at BSI. They help us ensure that BSI is a great place to work and a highly successful business.
BSI is conducting face-to-face interviews where appropriate and possible. If you are invited to a face-to-face interview but feel more comfortable with conducting the interview virtually, please speak to a member of our recruitment team.
