Business Development Manager-Product Certification BSI

Key Responsibilities & 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.

Skills 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.

Qualifications(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