Business Development Executive
1 month ago
Great that you're thinking about a career with BSI
Purpose of the position
- To sell BSI products and services to new and existing customers across a defined BSI product suite.
- 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
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 BSI sales process to investigate, explore, and understand customer needs in order 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.
Sales Skills:
- 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 to 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 to 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 business and personal value of 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.
Knowledge, Experience, and Qualifications
- Degree level, equivalent education, or proven experience of sustained over-achievement in a new business sales environment;
- Excellent verbal and written communication skills as well as good interpersonal skills.
- Proven track record of significantly exceeding targets and expectations.
- Proven ability in closing business-to-business sales and winning new customers.
- Excellent sales, negotiation, and presentation skills.
- Demonstrable self-sufficiency in sales activities.
- Entrepreneurial relationship and business development skills.
- Ability to successfully encourage customers to expand their product range.
- Ability to develop executive-level relationships and engage with the customer to establish an understanding of their business drivers and how BSI can enable them to become more efficient.
- Able to communicate complex technical issues.
- Excellent organizational and problem-solving skills.
- Self-motivated and adaptable to be able to work with mínimal supervision.
- “Act as a Brand Ambassador for BSI. This means acting ethically, following company rules, and promoting BSI services to clients so they can optimize business performance and “Make Excellence a Habit”.
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.
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