Regional Business Manager, The Pacific (Sydney) | (MF-064)

Regional Business Manager, The Pacific (Sydney) | (MF-064)

21 Apr

21 Apr



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The Regional Business Manager (RBM) is responsible for developing BSI Standards’ sales in a defined territory by winning new business and maintaining existing accounts against set targets. The RBM will bring strong business development and management skills to sell across the BSI Standards’ digital portfolio and potentially any other relevant BSI services. Selling directly to the customer and indirectly through BSI country offices in the Pacific Region , the RBM will bring experience of working in more than one market in the region. The RBM is responsible to manage the direct sales cycle, from lead generation to closed sale.

Key Responsibilities & Accountabilities :

Territory Development

- Create and develop plans which will develop each country/sector and sales channel

- Develop internal and external BSI network with colleagues within standards market development teams, customer services, subscription support, marketing and Group wide business streams with key goals for short, medium and long term business expansion

- Maintain and update territory/sector/competitor intelligence through various sources

Direct Sales Development

- Analyse existing business in the Pacific Region to formulate regional strategy and operational plans to maximise sales revenue

- To develop, maximise and manage the sales of BSI’s online subscription products to customers in the Pacific Region

- Identify and qualify potential country/sector business developments opportunities and work closely with the marketing team to create, monitor and evaluate campaigns and collateral

- To have a prospect list and to make full use of internal and external data to profile potential subscription customers

- To drive marketing campaigns aimed at identified sectors to ensure the proposition is correct and the campaign is executed and measured in the most effective way

Account Management and Renewals

- Manage to retain all existing subscription accounts in territory

- Have full understanding of all accounts and develop renewal strategy

- Direct and support local country sales teams with a view to increase revenue through upselling

Local Country Sales Team Management

- Help set and deliver targets and key goals across all BSI country offices in the region

- Provide training, support and motivation where required

- Work with the Head of International Sales to make tactical decisions regarding channels to ensure that the customers’ requirements and expectations are met and exceeded and that revenue for BSI is maximised and not merely switched between channels

- Ensure BSI KS receives pipeline information for prospects from all countries in the region

- Drive, help and deliver a clear, cohesive and structured sales strategy and plan for each key sector/country in the Pacific Region

Sales Process

- Ensure Salesforce records are accurate and up to date to aid sales reporting and pipeline management, including maintaining the monthly opportunity wave to ensure efficient application of time and efforts

- Using metrics from Salesforce data manage develop and improve the sales pipeline for new and renewal business. Use data to improve working methods, strategic plans and behaviours to reduce response time and improve conversion ratios, average sale values and customer on boarding

- Using lead and activity data from Salesforce, revise and improve sales and marketing plans and behaviours to target sectors/countries more efficiently and increase the quantity and quality of leads generated to ensure the sales funnel is well fed


- To help train new starters from local countries - on products, sales techniques, internal processes, existing customer base, sectors and explain territory business strategy clearly

- To attend management/team meetings as required

- To contribute to improvements in current sales processes

- Liaise with internal teams on new and key renewal customer expectations and resolution of queries/requests to facilitate new acquisitions

- Liaise with other departments and areas of the BSI Standards’ such as online support, marketing, customer services, membership and finance to share and increase knowledge and skills and to develop further opportunities and relationships across the business and with customers and partners

Key Outputs/Success Factors :

- To meet and exceed the annual quarterly new sales target in the region

- To meet and exceed the annual renewal target in the region

- To report to Head of International Sales with accurate and detailed sales figures

- To use SFDC to accurately forecast sales in any given month and quarter

- To manage SFDC correctly

- To ensure that lead and opportunity generation and conversion targets are met and exceeded

- To develop and communicate country and sector plans for both New and Renewal accounts

Knowledge/Skills/Abilities :

- Speak, Read and Write one or more local language at professional level is essential

- Proven experience and track record of delivering and exceeding annual sales targets for new business and existing accounts management

- Must have demonstrable sales and business development experience within a business environment

- Must have demonstrable relationship building skills both internally and externally

- Experienced in consultative sales approach with a focus on understanding explicit client needs and responding with compelling proposals for customised solutions

- Strong objection handling and negotiation skills

- Experienced in engaging with customers at a senior management level

- Experienced in developing sector/country development plans

- The ability to manage and drive relationships within BSI local sales and marketing staff

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.

To protect our candidates and BSI employees during the Covid-19 outbreak, all interviews will take place remotely.

The original job offer can be found in Kit Job:

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