We exist to create positive change for people and the planet. Join us and make a difference too!
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
* 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.
* Apply product features and benefits to customers' needs to win business.
* 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 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 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 minimal 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\".
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.
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