Business Development Manager-Product Certification

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Purpose of the role

The Business Development Manager is responsible for driving sales growth by developing new business and expanding existing customer relationships across a defined product suite. This role manages the full sales cycle - from identifying and qualifying opportunities to presenting solutions and securing successful outcomes. The BDM builds a strong understanding of client needs and industry drivers to position how our products and services can deliver measurable value. The role also plays a key part in supporting and mentoring team members, sharing product knowledge and sales expertise to contribute to the overall capability and performance of the business development team.

Key Responsibilities & Accountabilities

Sales Process

• Take ownership of commercial relationships with assigned customers, proactively identifying opportunities to expand engagement and increase product uptake across the defined product suite.
• Develop new business through targeted outreach, networking, and lead conversion to achieve growth objectives and revenue targets.
• Manage the full sales process - from opportunity identification and qualification through to negotiation and close - ensuring customer needs are clearly understood and met through relevant BSI solutions.
• Coordinate with internal stakeholders (e.g., scheme managers, lab technicians, and operations teams) to ensure customer requirements are delivered effectively and any issues are resolved promptly.
• Maintain and manage a healthy personal sales pipeline (immediate, mid-term, and long-term) using the CRM system to ensure transparency, accuracy, and effective forecasting.
• Provide guidance and informal mentoring to Business Development Executives, sharing product knowledge, sales techniques, and best practices to support team capability and performance.

Sales Tools

• Manage customers through account and opportunity management to develop 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 meet identified customer needs.
• Utilise sales tools (Salesforce, internal systems) and ensure accurate record keeping and diary management.

Product Knowledge

• Remain up to date with developments in the standards industry and be able explain the standards development process to customers.
• Able to apply product features and benefits to customers' needs in order to win business. Provides solutions to customer needs by applying knowledge of cross sell and bundling opportunities.
• Refines sales message by gathering competitor information, prioritising threats, and identifying opportunities.
• Establish a strong understanding of the technical aspects of the area of focus, to better support customers through the certification process, and the wider team with knowledge and expertise.

Commercial Skills

• Communicates BSI's value proposition with a comprehensive understanding of how products and services address both current and emerging customer needs within the territory.
• Develops and manages opportunities across assigned accounts and new prospects, using CRM and reporting tools to monitor pipeline activity and support effective decision-making.
• Maintains professional, courteous, and confident communication with customers and colleagues, adapting language and style to suit audience and context.
• Accurately identifies customer requirements, including decision-making processes, budget, competitive positioning, and influencing factors, to shape tailored proposals and uncover future opportunities.
• Applies effective questioning and consultative selling techniques to identify up-selling and cross-selling opportunities, presenting a range of solutions aligned to customer needs.
• Manages the sales process to timely closure through clear value articulation, negotiation, and agreement on pricing and delivery terms.
• Demonstrates proficient application of structured sales methodologies (e.g., Customer Transition, MEDDIC, MEDDPIC, Challenger Model) to progress opportunities efficiently.
• Anticipates and manages objections or challenges, engaging relevant internal stakeholders where needed to propose solutions and maintain positive customer relationships.

Qualification & Experience

• Strong understanding of structured sales processes and customer engagement methodologies gained through experience or formal training.
• Engineering background
• Customers facing experience.

Travel requirements

• Travel to clients premises and BSI offices can be required

Language requirements

• Fluent in English both written and spoken

Knowledge and Experience (e.g. Type, level)

• Demonstrated track record of exceeding sales targets and achieving revenue growth within a B2B environment.
• Experience in developing new business while managing and growing existing customer relationships.
• Clear understanding and practical application of structured sales methodologies (e.g., MEDDIC, Challenger, Customer Transition).
• Proven ability to identify and engage executive-level stakeholders and understand their business drivers.
• Awareness of account management principles and ability to apply them to strengthen customer relationships.
• Experience working within a KPI-driven, results-oriented commercial environment.
• Understanding of relevant industry trends and competitor activity to inform sales approach.
• Proficient user of a CRM tool e.g. Salesforce.

Skills and Abilities(e.g. Teamwork,IT, Communication,Relationships)

• Strong influencing and persuasion skills, with the ability to establish credibility and trust across all levels of an organisation.
• Excellent verbal, written, and presentation communication skills.
• Proven ability to lead complex sales conversations and close business-to-business deals.
• Highly developed negotiation skills with the ability to reach mutually beneficial outcomes.
• Competence in managing the full sales cycle from prospecting through to close and post-sale follow-up.
• Effective organisational and problem-solving skills to manage multiple opportunities simultaneously.
• Strong analytical and commercial acumen, with the ability to link customer challenges to BSI's value proposition.
• Confidence in using CRM systems and sales tools to manage pipeline visibility and forecasting accuracy.

Qualifications(e.g. Technical)

• Strong understanding of structured sales processes and customer engagement methodologies gained through experience or formal training.
• Degree or equivalent professional experience in Business, Sales, Marketing, or a related discipline.

Personal Qualities / Aptitudes(e.g. Initiative, flexibility, commitment, reliability)

• Self-motivated, results-driven, and able to work independently with minimal supervision.
• Proactive approach to identifying and pursuing new opportunities.
• Collaborative team player who contributes positively to a high-performing sales culture.
• Confident communicator who can simplify complex or technical information for a range of audiences.

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.