Business Development Manager-Product Certification

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Purpose of the role

The Business Development Manager is responsible for driving sales growth by developing new business and expanding existing customer relationships across a defined product suite. This role manages the full sales cycle — from identifying and qualifying opportunities to presenting solutions and securing successful outcomes.

The BDM builds a strong understanding of client needs and industry drivers to position how our products and services can deliver measurable value. The role also plays a key part in supporting and mentoring team members, sharing product knowledge and sales expertise to contribute to the overall capability and performance of the business development team.

Sales Process

Key Responsibilities & Accountabilities:

• Take ownership of commercial relationships with assigned customers, proactively identifying opportunities to expand engagement and increase product uptake across the defined product suite.
• Develop new business through targeted outreach, networking, and lead conversion to achieve growth objectives and revenue targets.
• Manage the full sales process — from opportunity identification and qualification through to negotiation and close — ensuring customer needs are clearly understood and met through relevant BSI solutions.
• Coordinate with internal stakeholders (e.g., scheme managers, lab technicians, and operations teams) to ensure customer requirements are delivered effectively and any issues are resolved promptly.
• Maintain and manage a healthy personal sales pipeline (immediate, mid-term, and long-term) using the CRM system to ensure transparency, accuracy, and effective forecasting.
• Provide guidance and informal mentoring to Business Development Executives, sharing product knowledge, sales techniques, and best practices to support team capability and performance.

Sales Tools

• Manage customers through account and opportunity management to develop solid pipeline. Produce accurate sales forecasts in a timely manner.
• Effective use of price book 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.
• Utilise sales tools (Salesforce, internal systems) and ensure accurate record keeping and diary management.

Product Knowledge

• Remain up to date with developments in the standards industry and be able explain the standards development process to customers.
• 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.

Commercial Skills

• Communicates BSI’s value proposition with a comprehensive understanding of how products and services address both current and emerging customer needs within the territory.
• Develops and manages opportunities across assigned accounts and new prospects, using CRM and reporting tools to monitor pipeline activity and support effective decision-making.
• Maintains professional, courteous, and confident communication with customers and colleagues, adapting language and style to suit audience and context.
• Accurately identifies customer requirements, including decision-making processes, budget, competitive positioning, and influencing factors, to shape tailored proposals and uncover future opportunities.
• Applies effective questioning and consultative selling techniques to identify up-selling and cross-selling opportunities, presenting a range of solutions aligned to customer needs.
• Manages the sales process to timely closure through clear value articulation, negotiation, and agreement on pricing and delivery terms.
• Demonstrates proficient application of structured sales methodologies (e.g., Customer Transition, MEDDIC, MEDDPIC, Challenger Model) to progress opportunities efficiently.
• Anticipates and manages objections or challenges, engaging relevant internal stakeholders where needed to propose solutions and maintain positive customer relationships.

Qualification & Experience

• Strong understanding of structured sales processes and customer engagement methodologies gained through experience or formal training.
• Engineering background
• Customers facing experience.

Travel Requirements

• Travel to clients premises and BSI offices can be required

Language Requirements

• Fluent in English both written and spoken

Knowledge And Experience (e.g. Type, Level)：

• Demonstrated track record of exceeding sales targets and achieving revenue growth within a B2B environment.
• Experience in developing new business while managing and growing existing customer relationships.
• Clear understanding and practical application of structured sales methodologies (e.g., MEDDIC, Challenger, Customer Transition).
• Proven ability to identify and engage executive-level stakeholders and understand their business drivers.
• Awareness of account management principles and ability to apply them to strengthen customer relationships.
• Experience working within a KPI-driven, results-oriented commercial environment.
• Understanding of relevant industry trends and competitor activity to inform sales approach.
• Proficient user of a CRM tool e.g. Salesforce.

Skills And Abilities(e.g. Teamwork,IT, Communication,Relationships)：

• Strong influencing and persuasion skills, with the ability to establish credibility and trust across all levels of an organisation.
• Excellent verbal, written, and presentation communication skills.
• Proven ability to lead complex sales conversations and close business-to-business deals.
• Highly developed negotiation skills with the ability to reach mutually beneficial outcomes.
• Competence in managing the full sales cycle from prospecting through to close and post-sale follow-up.
• Effective organisational and problem-solving skills to manage multiple opportunities simultaneously.
• Strong analytical and commercial acumen, with the ability to link customer challenges to BSI’s value proposition.
• Confidence in using CRM systems and sales tools to manage pipeline visibility and forecasting accuracy.

Qualifications(e.g. Technical)：

• Strong understanding of structured sales processes and customer engagement methodologies gained through experience or formal training.
• Degree or equivalent professional experience in Business, Sales, Marketing, or a related discipline。

Personal Qualities / Aptitudes(e.g. Initiative, flexibility, commitment, reliability)：

• Self-motivated, results-driven, and able to work independently with minimal supervision.
• Proactive approach to identifying and pursuing new opportunities.
• Collaborative team player who contributes positively to a high-performing sales culture.
• Confident communicator who can simplify complex or technical information for a range of audiences.

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.