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Job Description
- To achieve sales targets to grow the share of wallet with large existing customers and to expand into new accounts by representing BSI training products and services.
- Work with customers to meet assigned 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 well placed to win new business and/ or maintain and grow existing business.
- Prospect and pursue new business to expand the client reach of BSI by promoting public and in-house training courses
- Coordinate requirements, develop and negotiate contracts, and integrate contract requirements with business operations to close new business deals with the ability to propose customized training solutions to corporate clients
- Manage, maintain, and update key stakeholders information in Salesforce to ensure current contacts remain relevant.
- Keep well informed on industry changes and participate where possible in organizations directly involved with the prime markets to maintain a strong industry awareness.
Purpose of Position
The Business Development Manager is primarily responsible for selling BSI training products and services to new and existing customers across a defined BSI product suite. This role is responsible for identifying and managing sales opportunities, building an in-depth understanding of client business needs and drivers, to position how BSI training products and services can enable organisations to improve and manage the sales process to a successful conclusion.
Key Responsibilities
Sales Process
- Proactively network with existing customers to sell additional BSI training products and/or cross-sell other BSI products and services.
- Identify new prospects to grow the BSI customer base through targeted calls to generate sales revenue in line with new business targets.
- Execute the BSI sales process to investigate, explore, and understand customer needs in order to sell relevant products/services.
- Investigate the 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 through account and opportunity management to develop a solid pipeline. Produce accurate sales forecasts in a timely manner.
- Effective use of the price book and tools to propose the main training products and services.
- Use relevant sales/product collateral to illustrate how a range of BSI training products meet identified customer needs.
- Accurately and effectively applies standard, commoditized 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 training 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.
- 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 gain a deeper understanding of customer needs to identify up-selling opportunities. Able to provide a range of targeted solutions to the customer.
- Accurately summarize customer needs. Identify the BSI product or service. Get customer agreement on 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 the customer, give up on those with low value to BSI. Ensure understanding of the business and personal value of the BSI product/service to the customer.
Sales Management
- Plan on a short-term basis (1–3 months) to achieve immediate performance goals and ensure alignment with overall business objectives.
- Ensure the area of responsibility is delivering to plan; identify and propose changes or solutions to drive and increase targeted delivery.
- Track and report performance metrics, with a primary focus on revenue generated from public and in-house training courses.
- Monitor additional indicators such as the number of training seats sold, client retention, and conversion rates to support continuous improvement and sales effectiveness.
Requirements
- Preferably, tertiary education in any field.
- Required skill(s): Interpersonal communication, presentation, and selling.
- Preferred skill(s): Experience in marketing and developing new clients.
- At least three (3) years of working experience in the sales or marketing sector.
- Expertise in B2B sales and winning new customers;
- Excellent sales, negotiation, and presentation skills;
- Good command of English and Bahasa Malaysia.
- Competent in providing good work planning and follow-up services to customers.
- Possessing the knowledge of Lean, Six Sigma, and Lean Sigma will be an added advantage
- Proficient in Microsoft Office applications, including Word, Excel, and PowerPoint.
- Experience with CRM tools such as Salesforce is an added advantage
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.
