Senior Business Development Manager

Great that you're thinking about a career with BSI!

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.

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 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 week 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 & 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 applies a standard, commoditized T&Cs.

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 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.
• 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 that positively affect potential sales. Ability to identify further and future opportunities.
• Able to effectively present to key contacts within the existing customer base. Support the preparation of competitive tenders and support coordinated sales solutions across BSI's product range.
• Participate in and support the internal team, providing relevant expertise. Engage with customer champions/experts to gain internal support for sales.
• Effectively engage with all appropriate decision-makers. Define the range of possible negotiations prior to customer engagement. Pre-empt possible objections and articulate solutions when appropriate. Use experience to provide an alternative perspective to objections

Sales Management:

• Able to plan on a short-term basis (1-3 months) to achieve immediate performance goals.
• Ensure the area of responsibility is delivered to plan. Identify & propose changes/solutions to drive & 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 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
• 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.

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.

BSI is conducting face-to-face interviews where appropriate and possible. If you are invited to a face-to-face interview but feel more comfortable with conducting the interview virtually, please speak to a member of our recruitment team.