Business Development Manager-Product Certification
Skills
About This Role
& Accountabilities
- Take ownership of commercial relationships with assigned customers, proactively identifying opportunities to expand engagement and increase product uptake across the defined product suite.
- Develop new business through targeted outreach, networking, and lead conversion to achieve growth objectives and revenue targets.
- Manage the full sales process from opportunity identification and qualification through to negotiation and close ensuring customer needs are clearly understood and met through relevant BSI solutions.
- Coordinate with internal stakeholders (e.g., scheme managers, lab technicians, and operations teams) to ensure customer requirements are delivered effectively and any issues are resolved promptly.
- Maintain and manage a healthy personal sales pipeline (immediate, mid-term, and long-term) using the CRM system to ensure transparency, accuracy, and effective forecasting.
- Provide guidance and informal mentoring to Business Development Executives, sharing product knowledge, sales techniques, and best practices to support team capability and performance.
Sales Tools
- Manage customers 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.
- Utilise sales tools (Salesforce, internal systems) and ensure accurate record keeping and diary management.
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. Provides solutions to customer needs by applying knowledge of cross sell and bundling opportunities.
- Refines sales message by gathering competitor information, prioritising threats, and identifying opportunities.
- Establish a strong understanding of the technical aspects of the area of focus, to better support customers through the certification process, and the wider team with knowledge and expertise.
Commercial Skills
- Communicates BSI s value proposition with a comprehensive understanding of how products and services address both current and emerging customer needs within the territory.
- Develops and manages opportunities across assigned accounts and new prospects, using CRM and reporting tools to monitor pipeline activity and support effective decision-making.
- Maintains professional, courteous, and confident communication with customers and colleagues, adapting language and style to suit audience and context.
- Accurately identifies customer requirements, including decision-making processes, budget, competitive positioning, and influencing factors, to shape tailored proposals and uncover future opportunities.
- Applies effective questioning and consultative selling techniques to identify up-selling and cross-selling opportunities, presenting a range of solutions aligned to customer needs.
- Manages the sales process to timely closure through clear value articulation, negotiation, and agreement on pricing and delivery terms.
- Demonstrates proficient application of structured sales methodologies (e.g., Customer Transition, MEDDIC, MEDDPIC, Challenger Model) to progress opportunities efficiently.
- Anticipates and manages objections or challenges, engaging relevant internal stakeholders where needed to propose solutions and maintain positive customer relationships.
Qualification & Experience
- Strong understanding of structured sales processes and customer engagement methodologies gained through experience or formal training.
- Engineering background
- Customers facing experience.
- Travel requirements:
- Travel to clients premises and BSI offices can be required
- Language requirements:
- Fluent in English both written and spoken
- Knowledge and Experience (e.g.
- Type, level) /b> /p>
- Demonstrated track record of exceeding sales targets and achieving revenue growth within a B2B environment.
- Experience in developing new business while managing and growing existing customer relationships.
- Clear understanding and practical application of structured sales methodologies (e.g., MEDDIC, Challenger, Customer Transition).
- Proven ability to identify and engage executive-level stakeholders and understand their business drivers.
- Awareness of account management principles and ability to apply them to strengthen customer relationships.
- Experience working within a KPI-driven, results-oriented commercial environment.
- Understanding of relevant industry trends and competitor activity to inform sales approach.
- Proficient user of a CRM tool e.g. Salesforce.
and Abilities(e.g. Teamwork,IT, Communication,Relationships) /b> /p>
- Strong influencing and persuasion skills, with the ability to establish credibility and trust across all levels of an organisation.
- Excellent verbal, written, and presentation communication skills.
- Proven ability to lead complex sales conversations and close business-to-business deals.
- Highly developed negotiation skills with the ability to reach mutually beneficial outcomes.
- Competence in managing the full sales cycle from prospecting through to close and post-sale follow-up.
- Effective organisational and problem-solving skills to manage multiple opportunities simultaneously.
- Strong analytical and commercial acumen, with the ability to link customer challenges to BSI s value proposition.
- Confidence in using CRM systems and sales tools to manage pipeline visibility and forecasting accuracy.
(e.g. Technical) /b> /p>
- Strong understanding of structured sales processes and customer engagement methodologies gained through experience or formal training.
- Degree or equivalent professional experience in Business, Sales, Marketing, or a related discipline
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