Business Development Manager

3 weeks ago

Kuala Lumpur, Malaysia BSI Full time

Great that you're thinking about a career with BSI

To achieve sales targets to grow the share of wallet with large existing customers and to expand into new accounts by representing the entire range of BSI products and services.

1) Work with customers to meet assigned targets for profitable sales volume and strategic objectives in assigned accounts. 2) 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. 3) Prospect and pursue new business to expand the client reach of BSI. 4) Coordinate requirements, develop and negotiate contracts and integrate contract requirements with business operations to close new business deals. 5) Manage, maintain and update key stakeholders’ information in Sales Force to ensure current contacts remain relevant. 6) 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 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 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 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 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 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, 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.

Sales Skills
- 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 which 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 BSI product or service. 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 customer, give up on those with 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 area of responsibility is delivering to plan. Identify & propose changes/solutions to drive & increase targeted delivery.

Our Excellence Behaviours: Client-centric, Agile, Collaborative. These three behaviours represent how we do things at BSI. They help us ensure that BSI is a great place to work and a highly successful business.

BSI is conducting face-to-face interviews where appropriate and possible. If you are invited to a face-to-face interview but feel more comfortable with conducting the interview virtually, please speak to a member of our recruitment team.

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