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Purpose Of Position
The Senior Sales Executive is primarily responsible for selling BSI products and services to new and existing customers across a defined BSI product suite. This role is responsible for identifying and managing sales opportunities, building an in-depth understanding of client business needs and drivers, and positioning how BSI products and services can enable organizations to improve and manage the sales process to a successful conclusion.
Key Results Areas & Principal Accountabilities
The key areas of responsibility for the Senior Sales Executive include:
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 the BSI sales process to investigate, explore, and understand customer needs to sell relevant products/services.
- Investigate the 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 potential through account and opportunity management to develop a solid pipeline. Produce accurate sales forecasts in a timely manner.
- Effective use of the 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.
- 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.
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 gain a deeper understanding of customer needs to identify up-selling opportunities. Able to provide a range of targeted solutions to the customer.
- Accurately summarize customer needs. Identify the BSI product or service. Get customer agreement on 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 the customer, give up on those with low value to BSI. Ensure understanding of the business and personal value of the 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 & increase targeted delivery.
Knowledge, Experience, And Qualifications
- Degree level, equivalent education, or proven experience of sustained overachievement 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 the customers to expand the 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.
- Clear understanding of modern selling techniques and ability to use them.
- Experience of working in a KPI driven environment.
About Us
BSI is a business improvement and standards company and for over a century BSI has been recognized for having a positive impact on organizations and society, building trust and enhancing lives.
Today BSI partners with more than 77,500 clients in 195 countries and engages with a 15,000 strong global community of experts, industry and consumer groups, organizations and governments.
Utilizing its extensive expertise in key industry sectors - including automotive, aerospace, built environment, food and retail, and healthcare - BSI delivers on its purpose by helping its clients fulfil theirs.
Living by our core values of Client-Centricity, Agility, and Collaboration, BSI provides organizations with the confidence to grow by partnering with them to tackle society's critical issues – from climate change to building trust in digital transformation and everything in between - to accelerate progress towards a better society and a sustainable world.
BSI is an Equal Opportunity Employer dedicated to fostering a diverse and inclusive workplace.
