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Purpose of position
This role is primarily responsible for selling BSI System Certification services to new and existing customers. This role is responsible for identifying and managing sales opportunities, building an in-depth understanding of a client's current and future business needs and drivers positioning how BSI products and services can enable organizations to improve and managing every step of the sales process to a successful conclusion of system certification and other services.
Key responsibilities & accountabilities
Attend to existing and potential customers enquiries and requests from incoming calls, emails, or fax, in a polite manner, and ensure all requests are handled within the reasonable lead time and meeting customer satisfaction
Execute BSI sales process to investigate, explore and understand customer needs in order to sell relevant products/services.
Proactively network with existing customers to sell additional BSI products and services.
Establish and maintain a strong relationship with existing and potential customers.
Identify new prospects to grow the BSI customer base through targeted calls to generate sales revenue in line with new business targets.
Investigate relevant resources required and provide a timeline for delivery to meet customer orders & solve any customer issues.
Arrange sales meeting with customers where needed.
Manage potential 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 meets identified customer needs.
Accurately and effectively applies standard, commoditized, T&Cs.
Accurately record sales and order information in the SFDC.
Remain up to date with developments in the standards industry (ISO) 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.
Apply your knowledge to win business by understanding potential client needs, issues, and aspirations and articulate how BSI products can assist potential clients to achieve their goals.
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. Use reporting function of sales tools to aid account management and new business development.
Strong telephone and email 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 which positively affect potential sales. Ability to identify further and future opportunities.
Able to question effectively to gain a deeper understanding of customer needs and identify up-selling opportunities. Able to provide a range of targeted solutions to the customer.
Accurately summarise 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.
Key Performance Indicators
Write up content for marketing materials
Call and invite clients to BSI events (Workshops, Seminar, Coffee Chat and etc)
Provide support during events/exhibition
Other duties as assigned from time to time
Responsible for demonstrating the BSI Excellence Behaviours and Making Excellence a Habit
Knowledge / Skills / Abilities
Achieve/exceed set targets
Ensure all sales leads are qualified and actions set.
Generate new business & sales opportunities via professional handling of incoming calls and proactively making outbound calls.
Conversion of enquiries to visits, quotes, and sales revenue
Production of activity summary report
Maintenance and update of client records
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
Excellent sales, negotiation, and presentation skills
Proven track record of significantly exceeding targets and expectations
Proven ability in closing business-to-business sales and winning new customers
A clear understanding of modern selling techniques and the ability to use them
Entrepreneurial relationship and business development skills
Ability to successfully encourage the customers to expand 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
Self-motivated and adaptable to be able to work with minimal supervision
Experience working in a KPI-driven environment.
Demonstrable self-sufficiency in sales activities
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.
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.