Business Development Manager

We exist to create positive change for people and the planet. Join us and make a difference too!

Purpose of the position

• To work closely with Sales Marketing Operations and other regional teams in Digital Trust to ensure that services support overall business growth and deliver measurable impact
• To sell BSI products and services to new and existing customers across a defined BSI product suite in the FIT sector.
• Responsible for identifying and managing sales opportunities and building an in-depth 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

Strategic Leadership and Business Growth:

• Develop and execute the ANZ Digital Trust go-to-market strategy and plan aligned with BSIs business priorities focused on growth scalability and differentiation
• Identify priority market sectors and engage directly with clients and industry stakeholders to create and drive opportunities
• Focus on key accounts in the Key Account Program to drive Digital Trust

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 the BSI sales process to investigate explore and understand customer needs 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 and 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 on 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 the business and personal value of the 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 plan. Identify & propose changes/solutions to drive and increase targeted delivery.

Leadership

• Coach team members in sales and business development
• Engage in training activities for team members
• Support the Head of Sales & Marketing in sales management/team

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.