- Lead and support the BSI focus on sector-based business growth.
- Establish network and relationship with the key/global accounts to nurture bigger business potential converted in the big closed-won.
- 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 in order to sell relevant products/services.
- 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.
- Manage potential 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 meets identified customer needs.
- Accurately and effectively applies a standard, commoditized, T&Cs.
- Accurately record sales and order information in the CRM (Salesforce).
- 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 in order to win business.
- Able to apply knowledge of competitors to explain the full business advantages of BSI products.
- 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.
- 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 which 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 a low value to BSI. Ensure understanding of business and personal value of BSI product/service to the customer.
- Able to plan on a short-term basis (1-3 months) to achieve immediate performance goals.
- Ensure area of responsibility is delivered to plan. Identify & propose changes/solutions to drive & increase targeted delivery.
- Experience in running a commercial business unit, including P&L responsibility, preferably in commercial events/training/publishing or related
- Commercial understanding and experience of working with the marketing function, including an appreciation of campaign planning and execution through multiple channels
- Commercial understanding and experience of the sales function, preferably both telesales and field sales
- Good influencing / transverse management skills
- Good verbal and written communication skills and an eye for detail
- Be self-motivated, flexible, and have excellent time management/planning skills
- Able to work under pressure
- Willing to travel on business intensively
- An enthusiastic and committed team player
- Well presented with good public speaking
- Business development skills will be considered advantageous
Business Development Manager - Kuala Lumpur, Malaysia - BSI
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 & Accountabilities
Sales Process
Sales Tools
Product Knowledge
Sales Skills
Sales Management
Candidate Specifications
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.