Key Results Areas & Principal Accountabilities
The key areas of responsibility for the Business Development 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 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 & 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 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, commoditised, 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 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, give up on those with 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 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 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;
- Clear understanding of modern selling techniques and ability to use them;
- Experience working in a KPI-driven environment.
