We exist to create positive change for people and the planet. Join us and make a difference too!
Purpose of Position
The Business Development Manager is primarily responsible for selling BSI products and services to new and existing customers within Southern region. 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 position how BSI solutions can drive organisations improve performance, manage risk, reduce cost and enable sustainable growth
This is a direct, client facing role focused on the Southern Region Malaysia Market. Experience in ISO auditing or QAQC roles is highly valued and will be a strong advantage for this position.
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 in 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 remain relevant.
Keep week informed on industry changes and participate where possible in organizations directly involved with prime markets to maintain a strong industry awareness.
Foster partnerships with authorities, agencies, and associations to expand digital trust initiatives and business opportunities
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 utilise the BSI sales process to highlight the wider business challenge to the customer and sell a BSI integrated solution to meet the customers need.
Investigate relevant resource 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 meet identified customer needs.
Accurately and effectively applies standard, commoditised, T&Cs.
Accurately record sales and order information in the CRM.
Product Knowledge:
Remain up to date with developments in the standards industry and be able 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 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 which positively affect potential sales. Ability to identify further and future opportunities.
Able…