Purpose of Position
The Senior Business Development Manager is primarily responsible for promoting and selling BSI’s products and services to new and existing clients via BSI’s Enterprise Training Solutions (ETS), an optimized training program uniquely designed, developed, and delivered to help the clients progress forward most effectively. This role is responsible for identifying and managing key accounts and sales opportunities, building an in-depth understanding of client business needs and drivers, performing consultative selling, and establishing a tailor-made ETS program that meets the clients’ training needs on people development to drive sustainable performance and growth.
Key Responsibilities & Accountabilities
Sales Process
- Lead and support the BSI focus ETS business growth.
- Establish network and relationship with the key/global accounts to nurture bigger business potential converted in the big closed won and long-term key account.
- Proactively network with existing customers to convert them into ETS clients.
- Identify new prospects to grow the BSI customer base through targeted calls to generate sales revenue in line with new business targets.
- Execute the BSI sales process to investigate, explore, and understand customer needs to sell BSI’s services in the ETS approach.
- Investigate relevant resources 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 potential through account and opportunity management to develop a solid pipeline. Produce accurate sales forecasts on time.
- Effective use of price books 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, Terms & Conditions.
- Accurately record sales and order information in the CRM (Salesforce).
Product Knowledge
- Remain up to date with developments in the standards industry and be able to explain the standards development process to customers.
- Able to apply product features and benefits to customers’ needs 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.
- 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 up-selling 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, and 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 the plan. Identify & propose changes/solutions to drive & increase targeted delivery.
Candidate specifications
- A bachelor's degree in HR, marketing, business, or a related major in the service industry is preferred.
- Robust and proven sales and marketing experience is essential, ideally in the professional services industry. With an ability to stay focused, develop and execute a plan.
- Strong team player able to work with senior peers I report across a global network
- Sound financial and commercial acumen, analytical with the ability to condense detailed & complex issues in a concise and digestible format
- Results orientated with a record to prove it and strong customer service outlook ethic.
- Articulate and persuasive in terms of the delivery of concepts and ideas beyond the norm of conventional wisdom.
- Strategic in terms of Vision and positioning of products/services in profitable segments
- Proven leadership and managerial experience as a business leader, ideally within a matrix organization.
- Inspirational leadership style with strong team/collaborative behaviors, the experience of leading and engaging with a remote, field-based workforce of professionals advantageous.
- Resilient under pressure, with pragmatic adaptability.
- Ability to influence and communicate effectively across all levels within an organization.
- Proven experience in leading change, managing & coaching teams of professionals preferred.
- Proven experience in account management and client relationship management, including the management and preparation of tenders and bids for the delivery of professional services, contract negotiation, and management, preferably at national and international levels.
- Possess strong networks in Senior HR would be an advantage.
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.
