• Key Account Manager - Product Certification

    Category
    Sales/Sales Admin
    Contract Type
    Perm Full-Time
  • The Opportunity

    Purpose of the position

    The role of Key Account Manager is primarily focussed on selling of BSI Product Certification and Product Testing services to a range of clients in specific fields (mainly related to Construction, Personal Safety, Anti-fire, Gas & Electrical product sectors).

    This role is responsible for identifying and managing sales opportunities, building relationships with clients to understand their business needs and drivers, and positioning BSI as a supplier of Product Certification services to clients looking to export their products into regions that recognise BSI certifications.

     

    Key responsibilities & accountabilities

    • Proactively network with existing customers to sell BSI products
    • Within territory (Italy and cluster), identify and proactively pursue new prospects to grow the BSI customer base through targeted contacts, trade shows, and client visits to generate sales revenue in line with targets
    • Work closely with the Global BSI delivery teams to plan relevant resource required and provide timeline for delivery to meet customer expectation
    • Review own activity and KPIs to plan future business development activities so as to ensure delivery of financial targets
    • Use account and opportunity management to develop pipeline in specified product area
    • On a monthly basis, produce accurate sales forecasts and reports of activities undertaken
    • Develop and/or use relevant sales/product collateral to illustrate how a range of BSI products meet identified customer needs
    • Accurately record sales and order information in the BSI systems
    • Identify opportunities for new services that BSI could offer within the territory (supported by robust business case)

     

    Product Knowledge:

    • Remain up to date with BSI’s certification processes, and related regulations where appropriate (CE marking, European Directives, Voluntary Quality Marks) and be able explain these to customers
    • Able to explain benefits to customer needs in order to win business
    • Able to apply knowledge of competitors to identify business advantages of BSI products
    • Product knowledge within specified areas (mainly Construction, Personal Safety, Anti-fire, Gas & Electrical product sectors) would be advantageous

     

    Sales Skills:

    • Able to confidently present to key decision makers and larger audiences. Design and deliver presentations to small scale conferences. Effectively convey complex ideas and business proposals showing breadth and depth of BSI product offering
    • Through strong relationship building, effectively engage with appropriate decision-makers
    • Define range of possible negotiation prior to customer engagement
    • Accurately establish client requirements, including buying process, budget, positioning vs competition and actual circumstances which positively affect potential sales. Pre-empt possible objections and articulate solutions when appropriate. Use experience to provide alternative perspective to objections
    • Identify further and future opportunities

     

    Sales Management:

    • Able to plan on a short term basis (1-3 months) to achieve immediate performance goals
    • Ensure area of responsibility is delivering to plan. Identify & propose changes/solutions to drive & increase targeted delivery

    About BSI

    Do you believe the world deserves excellence?

    As the leading global business standards company BSI helps over 70,000 clients 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 so that they perform better, manage their risks more effectively and achieve sustainable growth and in doing so we touch the lives of many across the globe.

    About You

    Candidate specifications:

    • Degree (preferably in Mechanical or Construction Engineering) level or equivalent education or proven experience of sustained over achievement in a new business sales environment
    • Fluent in Italian and English
    • Excellent verbal and written communication skills as well as good interpersonal skills
    • Able to communicate complex technical issues
    • 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
    • Excellent organisational and problem solving skills
    • Self-motivated and adaptable to be able to work with minimal supervision

                               

    Excellence Behaviours:

    The BSI Excellence behaviours reflect our vision of making excellence a habit and define the behaviours that our employees must demonstrate in order to make that a reality. BSI’s excellence behavioural model has been especially developed with the input of BSI employees to define what is expected of BSI employees at all levels in terms of behaviour. The excellence behaviours focus on “how” something is done not “what” is being done and support and underpin the BSI values and wider Credo.

    • Customer Focus - I put internal and external customers at the centre of my thinking
    • Accountability - I take ownership and responsibility for my actions, objectives and outputs
    • Respect - I build trust-based relationships to deliver in my role
    • Communication - I build personal credibility and interact effectively with others to deliver our organizational objectives
    • Achievement - I deliver results and create value
    • Leading and Managing Others - I lead, engage, develop and empower my team to achieve our individual and team goals that support the business strategy

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