Senior Business Development Executive

We exist to create positive change for people and the planet. Join us and make a difference too

Purpose of the Role

The Senior / Business Development Executive primarily sells 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 positioning how BSI solutions can drive organizations to improve performance, manage risk, reduce cost, and enable sustainable growth.

This is a direct, client-facing role focused on the ANZ Market.

Key Responsibilities & Accountabilities The key areas of responsibility for the Business Development Executive 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 is in a 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 remains relevant.
- Keep the team 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 the 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 customer's needs.
- Investigate relevant resources required and provide a timeline for delivery to meet customer orders & 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 the potential of the territory through account and opportunity management to develop a 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 meets identified customer needs.
- Accurately and effectively applies a standard, commoditized T&Cs.

Product Knowledge:

- Remain up to date with developments in the standards industry and be able to 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, showcasing the breadth and depth of the BSI product offering.
- 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 effectively present to key contacts within the existing customer base. Support the preparation of competitive tenders and support coordinated sales solutions across BSI's product range.
- Participate in and support the internal team, providing relevant expertise. Engage with customer champions/experts to gain internal support for sales.
- Effectively engage with all appropriate decision-makers. Define the range of possible negotiations prior to customer engagement. Pre-empt possible objections and articulate solutions when appropriate. Use experience to provide an alternative perspective to objections

Sales Management:

- Able to plan on a short-term basis (1-3 months) to achieve immediate performance goals.
- Ensure the area of responsibility is delivered to plan. Identify & propose changes/solutions to drive & increase targeted delivery.

Knowledge, Experience, and Qualifications
- Degree level, equivalent education or proven experience of sustained overachievement 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
- Proven ability in closing business-to-business sales, identifying and acquiring new customers;
- Operates with a sense of urgency, self-motivated and resilient under pressure, with pragmatic adaptability
- Knowledge of the business certification, compliance service mar