Head of Commercial - Assessment (Assurance)

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Head of Commercial - Assessment (Assurance)

Apply locations Malaysia time type Full time posted on Posted 2 Days Ago job requisition id JR0017457

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Purpose of Position

The Head of Commercial (Assessment) will play a significant role in the growth and expansion of BSI products and services in Malaysia. The Head of Commercial (Assessment) will be able to identify, develop and nurture solutions and opportunities representing the full BSI portfolio of services for clients and key stakeholders.

This role is pivotal for delivering targeted sustainable business growth for Global Key Accounts (new and existing), in line with an ambitious strategic plan.

Key Responsibilities & Accountabilities

1. Ownership of the Assessment business plan and execution of annual sales budget for System certification and Internal & Supplier Audit (ISA) to deliver or exceed sales targets.
2. Grow company market share in Malaysia & APAC/ASEAN turnover development of Regional / Global key accounts.
3. Influence or directly manage marketing and sales activity to plan, execute optimal lead generation, fully understand and manage activity ratios to meet and exceed annual targets.
4. Formulate sales and marketing strategy to drive the sustainable growth.
5. Manage and develop a strong sales team, support future activities and initiatives to deliver on the team’s account plans and new business initiatives linked into financial targets to sell the BSI portfolio.
6. Implement global key account strategy, develop account plans, with revenue targets to ensure the achievement of the sales plan and forecast.
7. Develop and expand into selected strategic market segments.
8. Set up and schedule regular account reviews to explore & identify further opportunities.
9. Provide monthly feedback of actual verses target for the team, by individual, to monitor sales performance in detail and to suggest improvements to individuals and teams.
10. Gather competitor information to prioritize threats and identify opportunities to refine sales messaging.

Sales Process

1. Proactively network with existing customers to sell additional BSI services & products.
2. Identify within territory new prospects to grow the BSI customer base through targeted calls and visits to generate sales revenue in line with new business targets.
3. Fully utilize the BSI sales process to highlight the wider business challenge to the customer and sell a BSI integrated solution to meet the customer's need.
4. Investigate the relevant resources required and provide a timeline for delivery to meet customer order & solve any customer issues.
5. 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:

1. Manage potential of territory through account and opportunity management to develop solid pipeline. Produce accurate sales forecasts in a timely manner.
2. Effective use of price book and tools to propose main products and services.
3. Use relevant sales/product collateral to illustrate how a range of BSI products meet identified customer needs.
4. Accurately and effectively applies standard, commoditized, T&Cs.
5. Accurately record sales and order information in the CRM.

Product Knowledge:

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

Sales Skills:

1. 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.
2. Able to 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.
3. 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.
4. Able to effectively present to key contacts within existing customer base. Support the preparation of competitive tenders and support co-ordinated sales solutions across BSI's product range.
5. Participate in and support internal team, providing relevant expertise. Engage with customer champions/experts to gain internal support for sale.
6. Effectively engage with all appropriate decision-makers. Define the range of possible negotiation prior to customer engagement. Pre-empt possible objections and articulate solutions when appropriate. Use experience to provide an alternative perspective to objections.

Knowledge, Experience and Qualifications

1. Degree level, equivalent education or proven experience of sustained over achievement in a new business development/sales environment.
2. At least 7 years relevant work experience in sales and business development.
3. Possess a strong command of English and are proficient in additional languages, ideally.
4. Knowledge on ISO Standards will be advantageous.
5. Strong connection with ICT, Finance, Build Environment sectors.
6. Ability to develop executive level relationships and engage with the customer to establish an understanding of their business drivers.
7. Knowledge of the business certification, compliance service market, and knowledge of the one or more service offerings at BSI preferred.
8. Proven commercial experience with delivery of professional services in multiple locations at the one time (preferably at national or international levels).
9. Key account management experience, including the acquisition of new clients, management and preparation of tenders and bids, contract negotiation and management, and ongoing client relationship management (preferably at national or international levels).

Our Excellence Behaviours: Client-centric, Agile, Collaborative. These three behaviours represent how we do things at BSI. They help us ensure that BSI is a great place to work and a highly successful business.

BSI is conducting face-to-face interviews where appropriate and possible. If you are invited to a face-to-face interview but feel more comfortable with conducting the interview virtually, please speak to a member of our recruitment team.

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.
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.