Business Development Manager - Digital Construction

We exist to create positive change for people and the planet. Join us and make a difference too! **Purpose of the role** * The BDM is primarily responsible for selling BSI's Digital Construction 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 organisations to improve and manage the sales process to a successful conclusion, while utilising strong product knowledge and sales process understanding to support the wider team. The candidate will also possess excellent industry experience and be able to leverage this. **Key Responsibilities & Accountabilities:** **Sales Process:** * Proactively network with existing customers to sell additional BSI products, taking a lead role in managing customers from a commercial perspective. * 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 resource required and provide a timeline for delivery to meet customer order & solve any customer issues. * Own personal pipeline (immediate, 3 month and long term), utilising CRM system to keep information visible and accessible. * Work with colleagues in our delivery functions to ensure customer needs are met and customer experience remains positive. **Product Knowledge:** * Be familiar with the UK&I construction industry, particularly those who use ISO 19650 and PAS2080 standards. * 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. **Sales Skills:** * Explains BSI solutions with a deeper and wider knowledge of the impact of current & future needs of the customer within the territory. * Develops territory account opportunities using reporting functions of sales tools to deliver account management & new business development. * Communicates in a courteous and professional manner using appropriate language, both written and verbal. * Accurately define requirements, including buying process, budget, positioning vs. competition and actual circumstances which positively affect potential sales. Ability to identify further and future opportunities. * Proposes up-selling opportunities using questioning strategies to understand customer and account need within territory.  Able to provide a range of targeted solutions to the customer. * Closes the sales within a predetermined time frame by summarizing BSI product or service solution and gets customer to agree to price and delivery over the phone. * Able to demonstrate knowledge and application of a defined solution sales process (Customer Transition, MEDDIC, MEDDPIC, Challenger model) etc * Handles objections by anticipating customer concerns, by engaging with appropriate decision makers, proposes solutions and alternatives. Supports sales manager with any customer complaint investigations required. **Skills & Abilities:** * Previous experience working with and selling to the UK&I construction industry (Lead contractors, AEC, etc) * A strong influencer, with the ability to establish credibility across all levels of the business * Excellent verbal and written communication skills * Excellent interpersonal skills * Proven track record of exceeding targets and expectations * Able to communicate complex technical issues * Excellent organisational and problem solving skills * Self-motivated and adaptable to be able to work with minimal supervision * Clear understanding of account management techniques and ability to use them * Experience of working in a KPI driven environment * Local hire only. **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.