Senior Business Development Executive

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Purpose of the Role

The Senior / Business Development Manager primarily sells BSI products and services to new and existing customers within a given territory and market sector.

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 positioning how BSI solutions can drive organizations to improve performance, manage risk, reduce cost, and enable sustainable growth.

This is a direct, client-facing role focused on the ANZ Market.

Responsibilities & Accountabilities

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 is in a 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 remains relevant.

Keep informed on industry changes and participate where possible in organizations directly involved with prime markets to maintain a strong industry awareness.

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 utilize the BSI sales process to highlight the wider business challenge to the customer and sell a BSI integrated solution to meet the customer's need.

Investigate relevant resources required and provide a timeline for delivery to meet customer order 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 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 meets identified customer needs.

Accurately and effectively apply a standard, commoditized Terms & Conditions.

Product Knowledge

Remain up to date with developments in the standards industry and be able to 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 deep knowledge of BSI products / services and their application to specific customer sets.

Use reporting functions 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 conferences.

Effectively convey complex ideas and business proposals showing breadth and depth of BSI product offering.

Define requirements, including buying process, budget, positioning vs competition, and actual circumstances that positively affect potential sales.

Identify further and future opportunities.

Present to key contacts within the existing customer base.

Support the preparation of competitive tenders and coordinated sales solutions across BSI's product range.

Engage with customer champions / experts to gain internal support for sales and coordinate with internal teams.

Engage with all appropriate decision-makers.

Define potential negotiations, pre-empt objections, and articulate solutions as appropriate.

Sales Management

Plan on a short-term basis (1-3 months) to achieve immediate performance goals.

Ensure the area of responsibility is delivered to plan.

Identify and 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 development / sales environment;
• Ability to develop executive-level relationships and engage with the customer to understand their business drivers;
• Clear understanding and proven experience of business development and effective sales techniques, including excellent negotiation and presentation skills;
• Proven ability in closing business-to-business sales, identifying and acquiring new customers;
• Operates with a sense of urgency, self-motivated and resilient under pressure, with pragmatic adaptability;
• Knowledge of the business certification, compliance service market, and knowledge of one or more service offerings 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) is highly beneficial;
• Proven commercial experience with the 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 Behaviors

Accountability, Achievement, Customer Focus, Respect, Communication, and Leading.

About Us

BSI is a business improvement and standards company.

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.

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