Senior Business Development Executive

Great that youre 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 indepth understanding of a clients 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 in order 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 promptly.
• 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 clients 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 better understand 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 highimpact 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:

• Able to plan on a shortterm basis (13 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 overachievement 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 businesstobusiness sales and winning new customers.
• Excellent sales negotiation and presentation skills.
• Demonstrable selfsufficiency in sales activities.
• Entrepreneurial relationship and business development skills.
• Ability to successfully encourage customers to expand their product range.
• Ability to develop executivelevel 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 problemsolving skills.
• Selfmotivated 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 and Make Excellence a Habit.

Our Excellence Behaviours: Clientcentric 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 facetoface interviews where appropriate and possible. If you are invited to a facetoface interview but feel more comfortable with conducting the interview virtually please speak to a member of our recruitment team.