The posting
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Purpose of Position The Business Development Manager is primarily responsible for selling BSI products and services to new and existing customers within Southern region. This role is responsible for identifying and managing business development and sales opportunities, building an in-depth understanding of client business needs and drivers, to position how BSI solutions can drive organisations improve performance, manage risk, reduce cost and enable sustainable growth
This is a direct, client facing role focused on the Southern Region Malaysia Market. Experience in ISO auditing or QAQC roles is highly valued and will be a strong advantage for this position.
Key Responsibilities & Accountabilities The key areas of responsibility for the Business Development Manager include:
- Work with customers to achieve assigned sales 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 in good position to win new business and / or maintain and grow existing business.
- Prospect and pursue new business to expand the client reach of BSI.
- Coordinate requirements, develop and negotiate contracts and integrate contract requirements with business operations to close new business deals.
- Manage, maintain and update key stakeholders’ information in salesforce to ensure current contact remain relevant.
- Keep week informed on industry changes and participate where possible in organizations directly involved with prime markets to maintain a strong industry awareness.
- Foster partnerships with authorities, agencies, and associations to expand digital trust initiatives and business opportunities
Sales Process:
- Proactively network with existing customers to sell additional BSI services & products.
- Identify within territory new prospects to grow the BSI customer base through targeted calls and visits to generate sales revenue in line with new business targets.
- Fully utilise the BSI sales process to highlight the wider business challenge to the customer and sell a BSI integrated solution to meet the customers need.
- 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 of territory 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 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, commoditised, 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 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.
- Able to present to key decision makers and larger audiences. Design and deliver presentations to small scale conferences. Effectively convey complex ideas and business proposals showing breadth and depth of BSI product offering.
- 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 effectively present to key contacts within existing customer base. Support the preparation of competitive tenders and support co-ordinated sales solutions across BSI's product range.
- Participate in and support internal team, providing relevant expertise. Engage with customer champions/experts to gain internal support for sale.
- Effectively engage with all appropriate decision-makers. Define range of possible negotiation prior to customer engagement. Pre-empt possible objections and articulate solutions when appropriate. Use experience to provide alternative perspective to objections.
Sales Management:
- Able to plan on a short term basis (1-3 months) to achieve immediate performance goals.
- Ensure area of responsibility is delivering to plan. Identify & propose changes/solutions to drive & increase targeted delivery
Knowledge, Experience and Qualifications
- Degree level, equivalent education or proven experience of sustained over achievement in a new business development/sales environment;
- Ability to develop executive level relationships and engage with the customer to establish an understanding of their business drivers
- Clear understanding and proven experience of business development and effective sales techniques including excellent negotiation and presentation skills
- Excellent verbal and written communication skills as well as good relationship building & interpersonal skills;
- Proven track record of significantly exceeding targets and expectations;
- Proven ability in closing business to business sales, identifying and acquiring new customers;
- Demonstrable self sufficiency in sales & business development activities;
- Ability to remain calm whilst managing numerous priorities
- Operates with a sense of urgency, self-motivated and resilient under pressure, with pragmatic adaptability
- Experience of working in a fast pace, customer focused environment essential
- Knowledge of the business certification, compliance service market and knowledge of the one or more service offering at BSI preferred
- Knowledge of the specific sector (size, main players, technology types, legal context at federal and state levels, history and future trends, main threats and opportunities) highly beneficial
- Proven commercial experience with delivery of professional services in multiple locations at the one time (preferably at national or international levels)
- Key account management experience, including the acquisition of new clients, management and preparation of tenders and bids, contract negotiation and management, and ongoing client relationship management (preferably at national or international levels)
- Ability to demonstrate the BSI Excellence Behaviours: Accountability, Achievement, Customer Focus, Respect, Communication and Leading and Managing Others
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
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 77,500 clients in 195 countries and engages with a 15,000 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 society’s 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.
