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Purpose of Position
The Senior Business Development Executive or Business Development Manager plays a key role in driving revenue growth by handling public training sales and promoting BSI products and services to both new and existing customers within a defined product suite. This position is responsible for identifying and managing sales opportunities, developing a deep understanding of client business needs and strategic drivers, and effectively positioning BSI solutions to help organizations improve performance and achieve compliance. The role also involves managing the entire sales process to a successful conclusion, ensuring strong client relationships, and delivering exceptional value through BSI’s offerings.
Key Responsibilities & Accountabilities
Sales Process
- Contribute to business growth by supporting initiatives within BSI’s focus sectors.
- Build and maintain strong networks and relationships with key accounts to unlock larger business opportunities and convert them into significant wins.
- Proactively engage with existing customers to identify opportunities for cross-selling and upselling additional BSI products and services.
- Identify and pursue new prospects to expand BSI’s customer base through targeted outreach and calls, generating revenue in line with new business targets.
- Execute the BSI sales process by thoroughly investigating and understanding customer needs to recommend and sell relevant solutions.
- Work closely with Training Operations team to ensure resource requirements and provide accurate timelines for delivery, ensuring customer orders are fulfilled and issues are resolved promptly.
- Regularly review sales activities and performance against quality KPIs, using sales ratios to plan future actions and achieve financial and activity targets.
Sales Tools
- Manage accounts and opportunities effectively to build a strong sales pipeline and deliver accurate, timely sales forecasts.
- Utilize the price book and available tools to create compelling proposals for core products and services.
- Leverage relevant sales and product collateral to demonstrate how BSI solutions address identified customer needs.
- Apply standard, commoditized terms and conditions accurately and consistently.
- Maintain precise and up-to-date records of all sales activities and order details in the CRM system (Salesforce).
Product Knowledge
- Stay current with developments in the standards industry and confidently explain the standards development process to customers.
- Effectively align product features and benefits with customer needs to secure new business opportunities.
- Demonstrate a strong understanding of competitors’ offerings to articulate the full business advantages of BSI products and services.
Sales Skills
- Demonstrate comprehensive knowledge of BSI products and services, including their application to specific customer segments. Utilize reporting functions within sales tools to support account management and new business development.
- Exhibit strong communication skills, particularly via telephone, and the ability to create persuasive proposals and deliver impactful presentations to customers.
- Accurately define customer requirements, including buying processes, budgets, competitive positioning, and circumstances that influence potential sales. Identify additional and future opportunities for growth.
- Apply effective questioning techniques to gain deeper insights into customer needs, uncover up-selling opportunities, and provide tailored solutions.
- Summarize customer needs accurately, recommend appropriate BSI products or services, and secure agreement on pricing and delivery terms.
- Handle objections confidently by leveraging knowledge and experience to provide clear answers, gain customer commitment, and prioritize high-impact issues while discontinuing low-value pursuits. Ensure customers understand the business and personal value of BSI solutions.
Sales Management
- Develop short-term plans (1-3 months) to achieve immediate performance objectives.
- Monitor delivery against targets within the assigned area of responsibility and propose changes or solutions to drive improvements and increase results.
Candidate specifications
- Solid experience in sales functions, preferably encompassing both telesales and field sales.
- Excellent influencing and cross-functional collaboration skills.
- Strong verbal and written communication abilities, with keen attention to detail.
- Highly self-motivated, adaptable, and skilled in time management and planning.
- Ability to work effectively under pressure and meet deadlines.
- Willingness to travel extensively for business purposes.
- Enthusiastic and committed team player with a professional demeanor.
- Well-presented and confident in public speaking engagements.
- Business development skills are considered a strong advantage.
Excellence Behaviours
The BSI Excellence behaviours reflect our vision of making excellence a habit and define the behaviours that our employees must demonstrate in order to make that a reality. BSI’s excellence behavioural model has been especially developed with the input of BSI employees to define what is expected of BSI employees at all levels in terms of behaviour. The excellence behaviours focus on “how” something is done not “what” is being done and support and underpin the BSI values and wider Credo.
- Customer Focus: I put internal and external customers at the centre of my thinking.
- Accountability: I take ownership and responsibility for my actions, objectives, and outputs
- Respect: I build trust-based relationships to deliver in my role
- Communication: I build personal credibility and interact effectively with others to deliver our organizational objectives
- Achievement: I deliver results and create value
- Leading and Managing Others: I lead, engage, develop, and empower my team to achieve our individual and team goals that support the business strategy.
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.
