Business Development Manager - Product Certification

Great that you're thinking about a career with BSI!

Purpose of the position

• To sell BSI products and services to new and existing customers across a defined BSI product suite.
• Responsible for identifying and managing sales opportunities and building an in-depth understanding of a client's current and future business needs and drivers.
• To position the BSI value proposition, how BSI products and services can enable organizations to improve by Making Excellence a Habit
• Deliver sales excellence by managing every step of the sales process to a successful conclusion.

Key responsibilities & accountabilities

Sales Process:

• 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 to sell relevant products/services.
• Investigate relevant resources required and provide a timeline for delivery to meet customer orders and 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 on time.
• Record key customer data in a standardized and consistent manner (10 key data fields)
• Schedule customer contacts, and proactively manage leads and opportunities.
• Use relevant collateral to illustrate how a range of BSI products meets identified customer needs.
• Accurately record sales and order information in the CRM

Product Knowledge:

• Articulate why BSI is their client’s best provider due to its unique history, structure, and role in the standards industry.
• Apply product features and benefits to customers’ needs to win business.
• 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 upselling 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, 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 the area of responsibility is delivering to plan. Identify & propose changes/solutions to drive and increase targeted delivery.

Knowledge, Experience, and Qualifications

• Degree level, equivalent education, or proven experience of sustained over-achievement in a new business sales environment.
• Excellent verbal and written communication skills as well as good interpersonal skills.
• Proven track record of significantly exceeding targets and expectations.
• Proven ability in closing business-to-business sales and winning new customers.
• Excellent sales, negotiation, and presentation skills.
• Demonstrable self-sufficiency in sales activities.
• Entrepreneurial relationship and Business Development skills.
• Ability to successfully encourage customers to expand their product range.
• Ability to develop executive-level relationships and engage with the customer to establish an understanding of their business drivers and how BSI can enable them to become more efficient.
• Able to communicate complex technical issues.
• Excellent organizational and problem-solving skills.
• Self-motivated and adaptable to be able to work with minimal supervision.
• Act as a brand Ambassador for BSI. This means acting ethically, following company rules, and promoting BSI services to clients so they can optimize business performance.

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.