Business Development Manager

Business Development Manager

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

Purpose of the Role

To personally deliver Sales and Revenue towards BSI’s overall new business sales growth mission, within a defined geographical territory.

Key Responsibilities & Accountabilities

• Achievement of personal sales target according to the set budget for both Certification and Training Sales.
• Manage Key Account relations.
• Personal Salesforce.com maintenance.
• Plan, develop, establish and maintain a database of market information and trends to facilitate strategic decision making within the business.
• Identify, develop and recommend new business initiatives which will ensure growth of BSI in local areas.
• Plan, develop, establish and maintain a database of Competitors information to ensure the business is aware of competitor information.
• Plan, develop, establish and maintain a database of top clients to BSI and develop, establish and maintain customer-care programme for top clients to the business.
• Maintain and develop existing business levels within a defined geographical territory.
• Achievement of personal target in defined territory.
• Personal Salesforce and Point Global records maintenance.
• Diary Management.
• Grow existing customer base.
• Support marketing campaigns with the direction of the Marketing Executive and the General Manager.
• System Certification: Develop programmes to defend customer base against competitive activity.
• Develop shared selling and revenue development opportunities with nominated BDE.
• Manage allocated Customer satisfaction issues.
• Address potential customer attrition with relevant personnel.
• Identify, pursue and close BSI in-house training and certification opportunities.

New Business Development

In agreement with the Head of Sales South Europe and META:

• Target new accounts where BSI has 0 to very low level of interaction and business transactions.
• Win business from clients that aspire to have a premium brand auditing and training their organizations on a multitude of topics.
• Ensure that all territorial opportunities for in-house training and certification are identified and developed.
• Identify training needs and opportunities of clients and provide solutions.
• Identify and secure non-user accounts with potential.

Personal Effectiveness

• Meet the standards agreed with line management for face to face contact time with clients.
• Produce and submit all weekly and monthly reports, expense sheets etc., within agreed timescales.
• Follow documented procedures for the development and presentation of quotations.
• Ensure that account documentation is maintained with the defined information requirements.
• Contribute positively to the development of the departments performance.
• Adhere strictly to the BSI Group Ethics, Impartiality and Information Security policies.

Key Performance Indicators

• Annual sales target
• Referrals target
• Number of Client meetings
• Number of quotes generated
• Conversion rate
• Average Order Value

Requirements

• Native French speaker and good command of English.
• 7-15 years of sales experience.
• Broad commercial experience and business acumen.
• Proven track record of C-suite engagement and sales.
• Solid account management experience.
• Potential to self-manage within a geographically widespread multifunctional and multicultural team.
• TIC Industry, Information Security industry, Consulting Management System Certification experience is preferable.
• Training sales experience is preferable.
• University Degree level or equivalent education.

Skills And Abilities

• Ability to comprehend, manage and utilize complex financial data.
• Exceptional presentational and interpersonal skills.
• The ability to engage with customers F2F, via telephone or email.
• The ability to analyse and articulate complex data.
• Understand the BSI sales process.
• Understand and articulate BSIs’ products and services portfolio.
• Being a team player.
• Build strong relationships with all BSI departments and clients.

Personal Qualities and Aptitudes

• Articulate
• Reliable
• Resilient
• Driven to ensure that excellent customer service is provided.
• Creative, well organised and self-motivated.

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.

Key skills/competency

• Business Development
• Sales Target Achievement
• Key Account Management
• Salesforce.com
• Market Analysis
• New Business Initiatives
• Competitor Analysis
• Customer Relationship Management
• Sales Strategy
• C-suite Engagement