EMEA ISA Director

Great that you're thinking about a career with BSI!

Job Title: EMEA ISA Director
Location: Remote – EMEA region with 20-30% travel
Position Type: Full-Time, permanent position

Purpose of the Role:

The EMEA Internal Supplier Audit Sales Director is responsible for driving revenue growth, market expansion, and client acquisition within the internal supplier audit services sector across the EMEA region. This role focuses on developing and executing sales strategies, managing sales performance, and ensuring the delivery of high-quality audit solutions to clients. The Director will also drive the development of new business opportunities, foster long-term relationships with key clients, and manage a high-performing sales team to achieve regional objectives. Additionally, the Director will interface with the Global ISA Director and ISA planning and operations team to ensure alignment between global and regional sales strategies, maximize sales, and drive excellent customer delivery.

This position can be based remotely; however, if based in a geography with an office-based sales team, it will be required to be in the local office regularly (2 or 3) times a week. The role will require global travel of approximately 20-30% across the EMEA region, visiting clients and sales teams.

Key Responsibilities:

Strategic Leadership and Market Growth:

• Develop and implement strategic sales plans for internal supplier audit services to drive growth and market share in the EMEA region.
• Identify key opportunities for expanding audit service offerings across various sectors and industries.
• Prioritize sales resources and define key topics, sectors and geographies to target for expansion of audit services.
• Continuously monitor market trends and competitor activities to adjust the sales strategy and position the company for success.
• Interface with the wider regional sales and ISA operations leadership and the global ISA Director to align regional strategies with global goals, maximize sales opportunities, and ensure a seamless execution of audit services to clients.

Sales Execution and Performance Management:

• Manage the internal supplier audit sales budget, ensuring efficient allocation of sales resources and focus areas aligned to operational resource and revenue growth initiatives.
• Contribute to the overall profitability of the region by optimizing sales efforts and focusing on high-value opportunities.
• Set ambitious yet achievable sales targets for the internal supplier audit team, ensuring alignment with broader regional growth goals and sales budgets.
• Track and manage sales forecasts, performance metrics, and pipelines to consistently achieve sales targets.
• Optimize sales processes and methodologies to increase efficiency and productivity within the audit services sales function aligned to the broader regional and group processes.
• Hold the sales team accountable for achieving goals, delivering results, and maintaining high-performance standards.

Client Relationship Management:

• Build and sustain strong relationships with key clients, focusing on growing business opportunities and fostering long-term partnerships.
• Oversee the development and delivery of scalable services and solutions to meet clients' evolving needs and requirements.
• Proactively address and resolve client concerns, ensuring high satisfaction and seamless client experience.

Sales Team Leadership and Development:

• Lead, motivate, and develop a high-performing sales team, ensuring individual and team goals are met and exceeded.
• Provide mentoring, coaching, and career development opportunities to foster team growth and high engagement.
• Identify skills gaps and talent needs, build the team’s capabilities, and align with business goals and strategies.

Cross-Functional Collaboration:

• Collaborate closely with other internal and group teams (e.g., the global ISA team, audit operations, legal, and finance) to align sales efforts with service delivery and client expectations.
• Ensure aligned regional and global sales goals contribute to the broader organisational business strategy.

Key Performance Indicators (KPIs):

• Sales, Revenue and Contribution growth and market share expansion in the internal supplier audit services sector.
• Achievement of sales performance targets and business development goals.
• High levels of client satisfaction and retention in audit service engagements.
• Development and engagement of the sales team, with measurable growth in skills and performance.
• Efficient budget management and control of sales-related expenses.
• Contribute to the region’s overall financial performance by optimizing sales, revenue generation and profitability.

Person Specification:

Knowledge and Experience:

• Proven experience in sales leadership within the internal audit, supplier audit, or related sectors, ideally with a focus on B2B consultative sales.
• In-depth understanding of audit processes and internal supplier audit services.
• Extensive experience managing geographically dispersed sales teams, with a track record of achieving regional or global sales targets.
• Demonstrated ability to manage and grow large, complex accounts and client relationships within audit services.
• Experience working with global teams to align regional strategies with overall organizational objectives.

Skills and Abilities:

• Strategic Thinking: Ability to develop and execute actionable sales strategies aligned with organizational goals in the audit services space.
• Leadership: Proven track record of leading, motivating, and developing high-performing sales teams in the B2B environment.
• Client Focus: Strong ability to build long-term client relationships, anticipating client needs and offering tailored audit solutions.
• Data-Driven Decision Making: Proficient in using analytics and sales performance data to drive decision-making and improve results.
• Change Management: Ability to adapt and refine sales strategies in response to evolving market demands and client expectations.
• Global Collaboration: Strong ability to collaborate with global teams, particularly with the ISA Director and ISA planning team, to maximize regional sales opportunities and align with global objectives.

Qualifications:

• A Bachelor’s degree in business, finance, auditing, or a related field (Master’s degree preferred).
• Extensive experience in senior sales leadership roles, particularly within the audit, compliance, or consulting industries.
• Proven success in managing large-scale, complex global sales initiatives and achieving revenue targets.
• Expertise in value-based selling, bids, tenders, solution design, and strategic pricing.
• Demonstrated ability to develop and manage relationships with strategic accounts and C-suite stakeholders at large global organizations.
• Advanced proficiency in Microsoft Office (Excel, PowerPoint) for data analysis and reporting.
• Experience with CRM using the tools to manage the team and drive sales, plus operational systems such as Point Global is a plus.
• Knowledge of ISA solutions, value chain assurance, and Key Accounts strategies is preferred.

Leadership Capability:

• Leadership, engagement and development of a senior sales team. Foster trust and collaboration across the sales team, internal stakeholders, and clients.
• Lead the execution of sales strategies that align with the company’s vision and regional growth objectives.
• Develop and prioritise opportunities for expanding internal supplier audit services while ensuring excellence in client service delivery.
• Work closely with the Global ISA Director and ISA planning team to integrate global strategies into regional operations, ensuring smooth and effective service delivery.