Business Development Manager

Purpose of the position

Develop, enhance and expand the current business foot print of BSI India in the streams of Certification and Trainings covering various sectors such as Information Technology, Automotive and Automotive Component Industry, Food and Food Processing, Healthcare including Medical device, Pharma and Hospitals, Banking, finance and Insurance, General Manufacturing apart from Product Certification and Healthcare (CE Marking).

Key Results Areas

Act as a brand Ambassador for BSI. This means acting ethically, following company rules and promoting BSI services to clients so they are able to optimize business performance and Make Excellence a Habit.

Commercial Awareness

Achieve Monthly budgets - Can articulate why BSI is the preferred one-stop solution partner, Understands and manages activities to deliver revenue, gross profit and contribution targets
One BSI Product Portfolio Management - Able to engage with clients where they are in their journey and how the portfolio of BSI services can match their needs a part of a long-term partnership
Preferred Partner of Choice - Shares detailed client information with the BSI sales team to help formulate client strategy. Guides and maintains client relationship with sales from first contact through to delivery. Follows up and maintains client relationship for more opportunities
Customer Focus

Viewed by the customer as a trusted advisor. Guides customers to make strategic decisions that balance priorities and outcomes even if the guidance is not popular within the organization
Has an in-depth understanding of the market and industries in which their customers operate
Is recognized by their customers and competitors as delivering quality and reliability through the activities and outputs of their people
Organizes work and executes business and takes responsibility for resolving unexpected issues
Can communicate with senior audiences, peers, stakeholders and customers to engage, motivate and inspire
Delivers to all compliance requirements

Key Responsibilities & Accountabilities
Analyze market opportunities, Achieve sales targets, build client communities, and implement Annual Operating sales plans using scorecards
To promote and sell One BSI services to new and existing customers across a defined geography
Responsible for identifying and managing sales opportunities and building an in-depth understanding of a clients current and future business needs.
Deliver sales excellence by managing every step of the sales process to a successful conclusion as defined in the 25 touch points of Sales Excellence
Ensure the Sold business is delivered on time.

Sales Skills and Management:
Possess a deeper and broader knowledge of the products/services of BSI and their application to the various Sector & Streams. Use CRM tools such as Salesforce.com to aid client account management and sales process.
Good communication skills with the ability to prepare proposals and effective presentations for clients
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 summarise customer needs, identify BSI service, and promote value and trust over price.
Get customer agreement to price and delivery and close sales
Ability to handle client objections and use knowledge and experience to overcome concerns
Able to plan on a short-term basis (1-3 months) to achieve immediate performance goals
Ensure area of responsibility is delivering to plan. Identify & propose changes/solutions to drive and increase targeted delivery

Candidate Required

Knowledge, Experience and Qualifications
Degree level, equivalent education or proven Sectoral sales experience
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
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 minimal supervision
Clear understanding of modern selling techniques and ability to use them
Experience of working in a KPI driven environment