Senior Business Development Executive

4 days ago

Auckland, Auckland, New Zealand BSI Full time

Great that you're thinking about a career with BSI

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

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 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 by acting ethically, following company rules, and promoting BSI services to clients.

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.

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