• APAC Business Development Director - Food Sales

    Location(s)
    Malaysia-Kuala Lumpur | Australia | Thailand-Bangkok | India-New Delhi | China-Beijing | Singapore-Singapore | Indonesia-Jakarta
    Category
    Sales/Sales Admin
    Contract Type
    Perm Full-Time
  • The Opportunity

    Why join us?

    Are you passionate about keeping Food safe, sustainable and socially responsible?  Yes? We are too! 

    BSI help clients Make Excellence a Habit and aspire to be the Business Partner of Choice delivering a diversified portfolio of Standard, Training, Certification, Advisory and Supply Chain solutions helping clients embeds habits of excellence across the globe to improve quality, manage risk, protecting brands and improving performance and Organizational Resilience.

     

    Food is an important Sector, its big and represents 10% Global GDP or US$48 trillion according to the World Bank. 1:10 people fall ill and millions die from food borne illnesses annually. Feeding the world will require 30% more food by 2030 and 70% by 2050. Changing consumer needs will require constant attention to food quality, safety, traceability, sustainability, OHS, ethical and social responsibility issues. BSI believes the quality and sustainability of our food supply must be safeguarded - with over 2,800 Food and Agri standards in our portfolio we are well positioned to be an Industry thought leader.  

    If you’re looking for an exciting career across the Food Sector where you can truly make a difference, we have a fantastic opportunity for a Business Development Director to drive market development and the Food growth strategy across Northern or Southern Europe.  

    Working in 172 countries, we pride ourselves on the expertise, integrity and professionalism of our people. Our mission is to help our 80,000 clients, ranging from high profile global brands to small local companies, to survive and prosper in today’s world. 

    > Learn more about BSI

    BSI is committed to building strong leadership in the Food Sector globally, this newly created role is part of the Global Food Sector team and will work closely our champion team to build a robust Food business to differentiate BSI in the market, demonstrating to customers that BSI are the business partner of choice with the Food Industry. 

     

    Key Responsibilities & Accountabilities

     

    • Identify and engage with major food brands, food retailers and food service sector clients in the territory at c-suite and senior management level to build business;
    • Analyse, identify and quantify key market opportunities; identify sales targets, build client communities, craft and implement agreed sales plans;
    • To promote and sell BSI services (One BSI) to new and existing Food Sector customers in the territory;
    • Responsible for identifying and managing sales opportunities, building an in-depth understanding of a client’s current and anticipated future business needs and promote One BSI value proposition to meet these needs.
    • Make the Sales visits and deliver sales excellence by managing every step of the key account sales process to a successful conclusion.

    Sales Process:

    • Proactively network with existing customers to sell One BSI products and services;
    • Identify new prospects to grow the BSI customer base through targeted calls to meet or exceed sales targets;
    • Execute BSI sales process, explore and understand customer needs with necessary follow up;
    • Routinely review sales activity and KPIs to deliver on financial and activity targets.

     

    Sales Tools:

    • Develop and execute key account acquisition strategy, sales activity plans to create a continuous pipeline of opportunities within the territory
    • Record key customer sales data in a standardised and consistent manner (SFDC)
    • Schedule customer contacts, proactively manage leads and opportunities
    • Use relevant collateral to illustrate how a range of BSI products meet identified customer needs

     

    Product Knowledge:

    • Articulate why BSI is their client’s preferred business partner of choice
    • Understand and apply One BSI product features and benefits to customers’ needs to win business
    • Apply your relationship management and product knowledge skills to optimize sales conversion
    • Apply knowledge of competitors to explain the advantages of BSI as the business partner of choice

     

    Sales Skills and Management:

    • Engage with c-suite at target accounts to identify and pursue new business opportunities
    • Possess a deeper and wider knowledge of the products/services of BSI and their application to the Food Sector. Use reporting function of sales tools to aid client account management and sales process
    • Strong communication skills with ability to prepare proposals and effective presentations for clients
    • 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 service and promote value and trust over price.
    • Get customer agreement to price and delivery and close sales
    • Ability to handle client objections and use knowledge and experience to overcome concerns
    • Able to plan on a short (1-3 months) and medium term (6-9 months) to achieve performance goals
    • Ensure area of responsibility is delivering to plan. Identify & propose changes/solutions to drive and increase targeted delivery

    About BSI

    As the leading global business standards company BSI helps over 72,000 clients in over 150 countries worldwide to improve their businesses.  From business continuity to recycling waste, from medical devices to the exploration of space, we help businesses embed the habits of excellence. Since 1901, BSI has been helping organizations improve, capturing best practice and shaping the standards of excellence in product specification, business processes and in business potential.  Today we have over 30,000 standards within our portfolio, and are recognized as shaping many of the most used and implemented standards worldwide such as the Quality and Environmental Management series (ISO9001 and ISO 14001) and Occupational Health and Safety (ISO 1800) that have been adopted by over a million organizations all over the world. 

     

    Do you believe the world deserves safe quality food?

     

    As the leading business standards company, at BSI we help organisations make excellence a habit – worldwide. We currently have an exciting opportunity as a Business Development Manager in our Food/Agri-Food sector business.

     

    BSI has recently expanded its Food/Agri-Food business in Asia Pacific and has a number of strategic objectives to drive growth across the region to assist organisations provide safe, sustainable and socially responsible food.  Food/Agri-Food is a business where we are leveraging our Australian and American client base in an area where we lead the industry in food safety, sustainability and supply chain solutions.

     

    BSI is an Equal Opportunity Employer and we are committed to diversity.

    About You

    Required Knowledge, Experience and Qualifications

     

    • Degree level or equivalent education or proven Food Sector sales experience
    • Tertiary or professional exposure to the Food, Retail or FMCG Sector
    • A natural presenter with convincing presentation skills
    • Proactively contribute to printed media opportunities to increase visibility and profile
    • Excellent verbal and written communication skills as well as excellent 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 skills and a strong negotiator
    • Ability to develop c-suite level relationships and engage with the customer to establish an understanding of their business drivers and how BSI can become their business partner of choice to enable them to embed best practice and become more efficient, resilient, agile and responsive to changing business environments
    • Able to understand and communicate complex technical issues
    • Excellent organisational skills and problem solver
    • Strong entrepreneurial instincts combined with a resilient, persevering nature
    • A natural self-starter and self-motivator and adaptable to be able to work with minimal supervision
    • Clear understanding of modern selling techniques and ability to use them
    • Experience of working in a KPI driven environment
    • Willingness to travel within the territory with occasional long haul business trips
    • A strong team player able to work and collaborate in a global matrix organisation with peers and stakeholders in other regions and countries.

     

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