We exist to create positive change for people and the planet. Join us and make a difference too

Purpose of Position

The Business Development Manager is primarily responsible for selling BSI 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 organizations to improve and manage the sales process to a successful conclusion.

To achieve sales targets to grow the share of wallet with large existing customers and to expand into new accounts by representing the entire range of BSI products and services.

Sales Process

Key Responsibilities & Accountabilities

• Lead and support the BSI focus sectors-based business growth.
• Establish a network and relationship with the key/global accounts to nurture bigger business potential converted in the bigger closed won.
• Proactively network with existing customers to sell additional BSI products.
• 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 resources required and provide a timeline for delivery to meet customer orders & solve any customer issues.
• Routinely review sales activity and quality KPIs, based on sales ratios to plan future sales activities to deliver on financial and activity targets.
  
   

Sales Tools

• Manage potential through account and opportunity management to develop a solid pipeline. Produce accurate sales forecasts in a timely manner.
• Effective use of price books and tools to propose main products and services.
• Use relevant sales/product collateral to illustrate how a range of BSI products meets identified customer needs.
• Accurately and effectively applies standard, commoditized, T&Cs.
• Accurately record sales and order information in the CRM (Salesforce).
  
   

Product Knowledge

• Remain up to date with developments in the standards industry and be able to explain the standards development process to customers.
• Able to apply product features and benefits to customers' needs in order to win business.
• Able to apply knowledge of competitors to explain the full business advantages of BSI products.
  
   

Sales Skills

• Possess a deeper and wider knowledge of the products/services of BSI and their application to specific customer sets. Use reporting function of sales tools to aid account management and new business development.
• Strong telephone communication with customers. Ability to create effective proposals and produce presentations to customers.
• 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.
• 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 summarize customer needs. Identify BSI products or services. Get customer agreement to price and delivery.
• Ability to handle objections. Use knowledge and experience to provide an answer. Gain customer commitment before progressing. Identify high-impact issues for customers and give up on those with a low value to BSI. Ensure understanding of business and personal value of BSI product/service to the customer.
  
   

Sales Management

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

Candidate specifications

• Life science, Healthcare industry background, prefer to who has Medical Device industry, Notified Body/TIC industry work experience or Regulatory Affairs.
• Commercial understanding and experience in working with the marketing function, including an appreciation of campaign planning and execution through multiple channels
• Commercial understanding and experience of the field sales function
• Good influencing / transverse management skills
• Good verbal and written communication skills and an eye for detail
• Be self-motivated, and flexible, and have excellent time management/planning skills
• Able to work under pressure
• Willing to travel on business intensively
• An enthusiastic and committed team player
• Well presented with good public speaking
• Business development skills will be considered advantageous
• Japanese native language and fluent in English
• Japan local hire.

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.