Senior Sales Executive

Great that you're thinking about a career with BSI!

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, to position 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 BSI sales process to investigate, explore, and understand customer needs 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 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 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 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 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.

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.