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 client’s 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 BSI’s 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 client’s 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 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.