Assistant Business Development Manager

Add expected salary to your profile for insights Great that you're thinking about a career with BSI! 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 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 Malaysia Market for Transportation Sector (Automotive, Aerospace, Logistics). Key Responsibilities & Accountabilities:

• 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 contacts remain relevant.
• Keep updated on industry changes and participate where possible in organizations directly involved with prime markets to maintain strong industry awareness.
• 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 customer's need.
• 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.
• Manage the potential of territory through account and opportunity management to develop a solid pipeline.
• Produce accurate sales forecasts in a timely manner.
• Effective use of price books 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 to explain the standards development process to customers.
• Able to apply product features and benefits to customers' needs in order to win business.
• Able to apply knowledge of competitors to explain the full business advantages of BSI products.
• Possess a deeper and wider knowledge of the products/services of BSI and their application to specific customer sets.
• Able to present to key decision-makers and larger audiences. Design and deliver presentations to small-scale conferences.
• Accurately define requirements, including buying process, budget, positioning vs competition and actual circumstances that positively affect potential sales.
• Able to effectively present to key contacts within the existing customer base.
• Participate in and support the internal team, providing relevant expertise.
• Effectively engage with all appropriate decision-makers. Define the range of possible negotiations prior to customer engagement.
• Able to plan on a mid-long term (3 – 6 months) to achieve immediate performance goals.

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 and acquiring new customers;
• Demonstrable self-sufficiency in sales & business development activities;
• Ability to remain calm whilst managing numerous priorities;
• Operates with a sense of urgency, self-motivated and resilient under pressure, with pragmatic adaptability.
• Experience of working in a fast-paced, customer-focused environment essential;
• Knowledge of the business certification, compliance service market and knowledge of one or more service offerings at BSI preferred;
• Knowledge of the specific sector highly beneficial;
• Proven commercial experience with the delivery of professional services in multiple locations at one time;
• Key account management experience, including the acquisition of new clients, management and preparation of tenders and bids, contract negotiation and management.
• Ability to demonstrate the BSI Excellence Behaviours: Accountability, Achievement, Customer Focus, Respect, Communication and Leading and Managing Others.

Our Excellence Behaviours: Client-centric, Agile, Collaborative. These three behaviours represent how we do things at BSI. BSI is conducting face-to-face interviews where appropriate and possible. If you are invited to a face-to-face interview but feel more comfortable with conducting the interview virtually, please speak to a member of our recruitment team.

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