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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 within a given territory and market sector 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 positioning how BSI products and services can enable organizations to improve and manage the sales process to a successful conclusion. 

Key Responsibilities & Accountabilities;

Sales Process: 

Proactively network with existing customers to sell additional BSI products. Identify within the territory new prospects to grow the BSI customer base through targeted calls and visits to generate sales revenue in line with new business targets. Fully utilize the BSI sales process to highlight the wider business challenge to the customer and sell a BSI integrated solution to meet the customer's needs. Investigate the relevant resource required and provide a timeline for delivery to meet customer orders & 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 the potential of the territory through account and opportunity management to develop a 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.  

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 the reporting function of sales tools to aid account management and new business development. Able to present to key decision makers and larger audiences. Design and deliver presentations to small scale conferences. Effectively convey complex ideas and business proposals, showing breadth and depth of BSI product offering. 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 effectively present to key contacts within the existing customer base. Support the preparation of competitive tenders and support coordinated sales solutions across BSI's product range. Participate in and support the internal team, providing relevant expertise. Engage with customer champions/experts to gain internal support for sales. Effectively engage with all appropriate decision-makers. Define the range of possible negotiations prior to customer engagement. Pre-empt possible objections and articulate solutions when appropriate. Use experience to provide an alternative perspective to objections. 

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 & increase targeted delivery. 

 Candidate specifications:

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 the customers to expand the 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.Clear understanding of modern selling techniques and ability to use them.Experience of working in a KPI driven environment.  

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.