Job Description

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

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 organizations to improve and manage the sales process to a successful conclusion.

Key Responsibilities
Sales Process

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  Proactively network with existing customers to sell additional BSI products.
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  Identify new prospects to grow the BSI customer base through targeted calls to generate sales revenue in line with new business targets.
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  Execute BSI sales process to investigate, explore and understand customer needs in order to sell relevant products/services.
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  Investigate relevant resources required and provide a timeline for delivery to meet customer orders & solve any customer issues.
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  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

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  Manage potential through account and opportunity management to develop a solid pipeline. Produce accurate sales forecasts in a timely manner.
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  Effective use of price books and tools to propose main products and services.
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  Use relevant sales/product collateral to illustrate how a range of BSI products meets identified customer needs.
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  Accurately and effectively applies standard, commoditized, T&Cs.
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  Accurately record sales and order information in the CRM.

Product Knowledge

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  Remain up to date with developments in the standards industry and be able to explain the standards development process to customers.
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  Able to apply product features and benefits to customers\xe2\x80\x99 needs in order to win business.
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  Able to apply knowledge of competitors to explain the full business advantages of BSI products.

Sales Skills

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  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.
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  Strong telephone communication with customers. Ability to create effective proposals and produce presentations to customers.
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  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.
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  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.
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  Accurately summarize customer needs. Identify BSI products or services. Get customer agreement to price and delivery.
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  Ability to handle objections. Use knowledge and experience to provide an answer. Gain customer commitment before progressing. Identify high-impact issues for customers, and give up on those with a low value to BSI. Ensure understanding of business and personal value of BSI product/service to the customer.

Sales Management

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  Able to plan on a short-term basis (1-3 months) to achieve immediate performance goals.
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  Ensure the area of responsibility is delivering to plan. Identify & propose changes/solutions to drive & increase targeted delivery.

Candidate specifications

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  Experience in running a commercial business unit, including P&L responsibility, preferably in commercial events/training/publishing or related
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  Commercial understanding and experience in working with the marketing function, including an appreciation of campaign planning and execution through multiple channels
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  Commercial understanding and experience of the sales function, preferably both telesales and field sales
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  Good influencing / transverse management skills
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  Good verbal and written communication skills and an eye for detail
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  Be self-motivated, and flexible, and have excellent time management/planning skills.
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  Able to work under pressure.
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  Willing to travel on business intensively.
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  An enthusiastic and committed team player
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  Well presented with good public speaking
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  Business development skills 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.