Assistant Business Development Manager

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Purpose of this Position:
The Assistant Business Development Manager is primarily responsible for selling BSI products and services to new and existing customers within a given territory and market sector. 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 organizations improve performance, manage risk, reduce cost and enable sustainable growth.

This is a direct, client facing role focused on the Malaysia Market for Transportation Sector (Automotive, Aerospace, Logistics)

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.

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 utilize 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
- 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:

- 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 to effectively present to key contacts within existing customer base. Support the preparation of competitive tenders and support coordinated sales solutions across BSI's product range.
- Participate in and support internal team, providing relevant expertise. Engage with customer champions/experts to gain internal support for sale.
- Effectively engage with all appropriate decision-makers. Define range of possible negotiation prior to customer engagement. Pre-empt possible objections and articulate solutions when appropriate. Use experience to provide alternative perspective to objections.

Sales Management:

- Able to plan on a mid-long term (3 - 6 months) to achieve immediate performance goals.
- Ensure area of responsibility is delivering to plan, identify & propose changes/solutions to drive & increase targeted delivery.

Knowledge, Experience and Qualifications

- Degree level, equivalent education or proven experience of sustained over achievement in a new business development/sales environment;
- Ability to develop executive level relationships and engage with the customer to establish an understanding of their business drivers
- Clear understanding and proven experience of business development and effective sales techniques including excellent negotiation and presentation skills
- Excellent verbal and written communication skills as well as good relationship building & interpersonal skills
- Proven track record of significantly exceeding targets and expectations; Proven ability in closing business to business sales, identifying