• Commercial Manager

    Category
    Management
    Contract Type
    Perm Full-Time
  • The Opportunity

    Purpose of Position

     

    • Determine and drive the commercial strategy for the assigned territory locally in conjunction with the Country Managing Director;
    • Overall responsibility of the sales ,marketing and Training activities of the country office through the implementation of effective tactical marketing and sales plans and the successful introduction of new products to move the business forward and deliver top line growth;
    • Manage key accounts on territory and provide a prompt and effective follow-up;
    • Develop all products market share (client satisfaction, order and sales);
    • Achievement of the new business sales budget (target for the area) in terms of the numbers and qualitative objectives;
    • Ensure improved client contact/satisfaction and BSI’s understanding of clients requirements.
    • Overall responsibility for the country Sales/ Marketing and Training function in line with the Managing Director strategy
    • Hands on responsibility for the sales generation but supported by the different teams that need to be the overall accountable counterparts for their product line
    • Ability to drive and uniform the marketing strategy in order to benefits all the different business streams
    • Direct sales responsibility for the training and system certification stream
    • indirect responsibility for the other streams ( medical devices/ professional services/ product certification)

     

    Key Responsibilities & Accountabilities

     

    • Manage the Sales Marketing and Training  team , coach, train and mentor as appropriate
    • Actively manage the new business sales funnel and ensure an optimized use of the CRM/Sales tool (Salesforce.com)
    • Efficiently process leads coming via telephone, website and other sources and deliver new business sales (with primary focus on Assessment & Certification)
    • Receive and handle enquiries from customers and ensure resolution of enquiry within required time frame, ensuring customers are clear on fees and terms of contract
    • Ensure presence and permanent follow up of clients providing them with regular up to date information on products and services
    • Delegate and empower the Sales/ MKT and Training team , giving them the tools to reach their targets and objectives
    • Share information with the different teams on strategy vision and areas of focus.
    • Embed the ONE BSI vision, making sure all the functions are aligned
    • Drive the marketing strategy together with the marketing executive in order to align the focus and the strategy
    • Drive the Training Business growth empowering the telesales team and the telesales team leader
    • Establish contact with recognized centers of excellence in key focus areas in conjunction with Product Managers and Sales and Marketing Team
    • Co-ordinate offers made to Clients and Prospects in the territory, provides quotations related to tenders
    • Provide value added solutions to the client by co-coordinating all the resources available to the sales organization
    • Build a long term strategic alliance with the key accounts to protect against competitive threats and continue to add value
    • Complete the necessary pre and post sales tasks, i.e., prospecting, planning, and attending exhibitions
    • Managing the development and implementation of tactical marketing plans (marketing activity planning) including the marketing for the streams
    • Work with the EMEA marketing team to identify new markets/products opportunities and develop strategic and tactical plans to develop new markets and introduce new products
    • The preparation of budgets, plans, analyses for sales and tactical marketing in line with the overall business objectives
    • Provide reports as and when required, and any other information to support the business
    • Drive the tactical marketing delegating the Marketing executive in order to ensure sufficient leads and opportunities for the company are developed in order to meet sales targets
    • Continuously review and focus on achieving targets
    • Participate in and attend all events relevant to the jobholder’s role regardless of geographic location
    • Act as a key member of the management team for the business and contribute to its strategic development in line with the Group’s objective

                            

     

    About You

    Knowledge / Skills / Abilities

     

    • Degree preferred
    • Experience in a business-to-business commercial environment and selling of services
    • Proven track record of delivering and working to targets
    • Ability to coach mentor and empower the team
    • Can do nature, but with a strong ability to delegate tasks and look at the bigger picture in order to achieve the results
    • Solid understanding of BSI Assessment & Certification business sector and an understanding of other BSI businesses
    • Effective negotiation skills
    • Excellent interpersonal relationship and presentation skills
    • Enthusiastic with a can do attitude
    • Experience in managing projects and/or people
    • Awareness of the commercial and regulatory environment in which BSI operates
    • Able to identify cross selling / new business opportunities
    • Able to build cross-business stream relationships
    • Computer literate and experience of a wide range of business software (e.g. Salesforce.com, MS Office, MS Outlook)
    • Excellent command of spoken & written English

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