Key Responsibilities & Accountabilities:
Sales & Business Development
- Achieve assigned revenue, profitability, and strategic sales targets within designated accounts and territory.
- Identify, prospect, and pursue new business opportunities to expand BSI's customer base.
- Develop and execute account and territory plans to maximize growth across new and existing clients.
- Proactively cross-sell BSI solutions across product verticals including System Certification, Internal & Supplier Audits, Training.
- Manage the full sales lifecycle, including opportunity qualification, solution development, pricing, negotiation, and contract closure.
- Prepare and support competitive tenders and coordinated sales solutions across BSI's product portfolio.
Customer & Stakeholder Management
- Build and maintain strong, trusted relationships with key customer stakeholders and senior decision-makers.
- Develop an in-depth understanding of customer business models, regulatory drivers, and risk priorities.
- Position BSI as a strategic partner by articulating how BSI solutions deliver business value.
- Proactively engage existing customers to identify upsell and cross-sell opportunities.
Pipeline, Forecasting & CRM
- Effectively manage accounts and opportunities using Salesforce to maintain accurate pipeline, forecasts, and customer data.
- Produce timely and accurate sales forecasts and activity reports.
- Routinely review sales performance, activity metrics, and quality KPIs to optimize future sales planning.
Market & Industry Engagement
- Maintain strong awareness of industry, regulatory, and standards-related developments affecting target markets.
- Participate in relevant industry forums, associations, and events to strengthen BSI's market presence and insight.
- Monitor competitor activity and articulate BSI's differentiated value proposition.
Sales Tools & Enablement
- Leverage BSI sales tools, pricing structures, and approved collateral to develop compelling customer proposals.
- Ensure effective use of the price book and solution tools aligned to customer requirements.
- Apply reporting and analytics from sales systems to support account management and new business development.
Product & Standards Knowledge
- Maintain up-to-date knowledge of standards development, certification schemes, and BSI service offerings.
- Clearly explain standards, certification processes, and assurance value to customers.
- Apply product features and benefits to customer needs and articulate competitive advantages of BSI solutions.
Sales & Negotiation Skills
- Confidently present complex solutions and value propositions to senior stakeholders.
- Accurately identify customer buying processes, budgets, decision criteria, and competitive positioning.
- Anticipate objections and effectively negotiate solutions that meet both customer and BSI objectives.
- Engage internal teams and subject matter experts to deliver integrated, customer-focused solutions.
Sales Planning & Management
- Plan and prioritize sales activities on a short-term (1-3 month) basis to achieve performance objectives.
- Ensure assigned territory and accounts are delivered to plan.
- Identify risks and propose corrective actions to drive improved performance and target achievement.
Technical Background & Experience
- Minimum 5 years proven experience in sales and business development.
- Degree-level qualification and/or equivalent experience with a demonstrated record of sustained over-achievement in B2B sales.
- Prior experience within certification bodies, assurance, standards, or related professional services strongly preferred.
- Proven track record of consistently exceeding sales targets and winning new business.
- Strong B2B sales, negotiation, and presentation skills.
- Ability to build executive-level relationships and engage customers on strategic and technical topics.
- Comfortable articulating complex technical and regulatory concepts in a clear and compelling manner.
- Highly self-motivated, proactive, and commercially driven.
- Strong collaboration, organizational, and problem-solving skills.
