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. 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. 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.