Business Development Manager - Mumbai

Purpose of the position
Develop, enhance and expand the current business foot print of BSI India in the streams of Certification and Trainings covering various sectors such as Information Technology, Automotive and Automotive Component Industry, Food and Food Processing, Healthcare including Medical device, Pharma and Hospitals, Banking, finance and Insurance, General Manufacturing apart from Product Certification and Healthcare (CE Marking).Key Results AreasAct as a brand Ambassador for BSI. This means acting ethically, following company rules and promoting BSI services to clients so they are able to optimize business performance and Make Excellence a Habit.Commercial Awareness Achieve Monthly budgets - Can articulate why BSI is the preferred one-stop solution partner, Understands and manages activities to deliver revenue, gross profit and contribution targetsOne BSI Product Portfolio Management - Able to engage with clients where they are in their journey and how the portfolio of BSI services can match their needs a part of a long-term partnershipPreferred Partner of Choice - Shares detailed client information with the BSI sales team to help formulate client strategy. Guides and maintains client relationship with sales from first contact through to delivery. Follows up and maintains client relationship for more opportunitiesCustomer Focus Viewed by the customer as a trusted advisor. Guides customers to make strategic decisions that balance priorities and outcomes even if the guidance is not popular within the organizationHas an in-depth understanding of the market and industries in which their customers operateIs recognized by their customers and competitors as delivering quality and reliability through the activities and outputs of their peopleOrganizes work and executes business and takes responsibility for resolving unexpected issuesCan communicate with senior audiences, peers, stakeholders and customers to engage, motivate and inspireDelivers to all compliance requirements Key Responsibilities & AccountabilitiesAnalyze market opportunities, Achieve sales targets, build client communities, and implement Annual Operating sales plans using scorecardsTo promote and sell One BSI services to new and existing customers across a defined geographyResponsible for identifying and managing sales opportunities and building an in-depth understanding of a clients current and future business needs.Deliver sales excellence by managing every step of the sales process to a successful conclusion as defined in the 25 touch points of Sales ExcellenceEnsure the Sold business is delivered on time.Sales Skills and Management:Possess a deeper and broader knowledge of the products/services of BSI and their application to the various Sector & Streams. Use CRM tools such as Salesforce.com to aid client account management and sales process.Good communication skills with the ability to prepare proposals and effective presentations for clientsAble 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 customerAccurately summarise customer needs, identify BSI service, and promote value and trust over price.Get customer agreement to price and delivery and close salesAbility to handle client objections and use knowledge and experience to overcome concernsAble to plan on a short-term basis (1-3 months) to achieve immediate performance goalsEnsure area of responsibility is delivering to plan. Identify & propose changes/solutions to drive and increase targeted deliveryCandidate Required Knowledge, Experience and QualificationsDegree level, equivalent education or proven Sectoral sales experienceExcellent verbal and written communication skills as well as good interpersonal skillsProven track record of significantly exceeding targets and expectationsProven ability in closing business to business sales and winning new customersExcellent sales, negotiation and presentation skillsAbility 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 efficientAble to communicate complex technical issuesExcellent organizational and problem-solving skillsSelf-motivated and adaptable to be able to work with minimal supervisionClear understanding of modern selling techniques and ability to use themExperience of working in a KPI driven environmentAdditional DetailsAll the employees have the following responsibilities towards Environment, Health and Safety in addition to their roles and responsibilities defined for the purpose of jobUnderstand, commit and follow the BSI Group Health, Safety, Environment & Quality (HSEQ) PolicyLearn and follow safe working environmentUndertake Suitable Training as communicated from time to timeReport hazards, near miss and safety incidenceReport environmental issues and incidenceFollow Safety Rules including using Personnel Protective Equipment (PPEs)Participation in Hazard IdentificationParticipate in the process of risk mitigationParticipation in Accident InvestigationExercise the right to withdraw oneself from work if one feels it is unsafe working environment. Inform the respective line managerContribute in achieving Environment, Health and Safety objectivesWork in teams to make BSI a safe workplace