Business Development Manager
Business Development Manager
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1 Vacancy
Job Description
We exist to create positive change for people and the planet. Join us and make a difference too!
Job Description:
- To achieve sales targets to grow the share of wallet with large existing customers and to expand into new accounts by representing BSI training products and services.
- Work with customers to meet assigned targets for profitable sales volume and strategic objectives in assigned accounts.
- Develop and manage relationships with targeted accounts and their business leaders to ensure BSI is well placed to win new business and/ or maintain and grow existing business.
- Prospect and pursue new business to expand the client reach of BSI by promoting public and in-house training courses
- Coordinate requirements develop and negotiate contracts and integrate contract requirements with business operations to close new business deals with the ability to propose customized training solutions to corporate clients
- Manage maintain and update key stakeholders information in Sales Force to ensure current contacts remain relevant.
- Keep well informed on industry changes and participate where possible in organizations directly involved with the prime markets to maintain a strong industry awareness.
Purpose of Position:
The Business Development Manager is primarily responsible for selling BSI training 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 training products and services can enable organisations to improve and manage the sales process to a successful conclusion.
Key Responsibilities:
Sales Process
- Proactively network with existing customers to sell additional BSI training products and/or cross sell other BSI products and services.
- 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 resource required and provide a timeline for delivery to meet customer order & 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 solid pipeline. Produce accurate sales forecasts in a timely manner.
- Effective use of price book and tools to propose main training products and services.
- Use relevant sales/product collateral to illustrate how a range of BSI training 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 training 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 product or service. 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 customer 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
- Plan on a short-term basis (13 months) to achieve immediate performance goals and ensure alignment with overall business objectives.
- Ensure the area of responsibility is delivering to plan; identify and propose changes or solutions to drive and increase targeted delivery.
- Track and report performance metrics with a primary focus on revenue generated from public and in-house training courses.
- Monitor additional indicators such as number of training seats sold client retention and conversion rates to support continuous improvement and sales effectiveness.
Requirements:
- Preferably tertiary education in any field.
- Required skill(s): Interpersonal communication presentation selling.
- Preferred skill(s): Experience in marketing and developing new clients.
- At least three (3) years working experience in sales or marketing sector.
- Expertise in B2B sales and winning new customers;
- Excellent sales negotiation and presentation skills;
- Good command of English and Bahasa Malaysia.
- Competent of providing good work planning and follow up services to customers.
- Possessing the knowledge on Lean Six Sigma and Lean Sigma will be an added advantage
- Proficient in Microsoft Office applications including Word Excel and PowerPoint.
- Experience with CRM tools such as Salesforce is an added advantage
About Us
BSI is a business improvement and standards company and for over a century BSI has been recognized for having a positive impact on organizations and society building trust and enhancing lives.
Today BSI partners with more than 77500 clients in 195 countries and engages with a 15000 strong global community of experts industry and consumer groups organizations and governments.
Utilizing its extensive expertise in key industry sectors - including automotive aerospace built environment food and retail and healthcare - BSI delivers on its purpose by helping its clients fulfil theirs.
Living by our core values of Client-Centricity Agility and Collaboration BSI provides organizations with the confidence to grow by partnering with them to tackle societys critical issues from climate change to building trust in digital transformation and everything in between - to accelerate progress towards a better society and a sustainable world.
BSI is an Equal Opportunity Employer dedicated to fostering a diverse and inclusive workplace.
Required Experience:
Manager
Employment Type
Full-Time
