Senior / Business Development Manager (Enterprise Training Solutions)

BSI; Kuala Lumpur; On-site; MYR 80,000 - 120,000; Full time

Job summary

BSI in Kuala Lumpur is looking for a Sr / Business Development Manager to promote and sell their products and services through the Enterprise Training Solutions. The role requires a Bachelor's degree and demonstrated sales and marketing experience, preferably in the professional services industry. The successful candidate will manage key accounts, build client relationships, and ensure customer satisfaction while driving business growth. Strong communication skills and leadership experience are essential.

Qualifications

• Proven sales and marketing experience, ideally in professional services.
• Strong team player with the ability to report across a global network.
• Sound financial and commercial acumen.
• Resilient under pressure, with proven leadership experience.

Responsibilities

• Promote and sell BSI's products and services to new and existing clients.
• Identify key accounts and manage sales opportunities.
• Develop solid pipeline and produce accurate sales forecasts.
• Ensure customer needs are met and build lasting relationships.

Skills

Sales Skills

Communication

Analytical Skills

Networking

Leadership

Education

Bachelor's degree in HR, marketing, business or related field

Tools

CRM (Salesforce)

Job description

Purpose of Position

The Sr / Business Development Manager (ETS) is primarily responsible for promoting and selling BSI’s products and services to new and existing clients via BSI’s Enterprise Training Solutions (ETS). The role identifies and manages key accounts and sales opportunities, builds an in‑depth understanding of client business needs and drivers, performs consultative selling, and establishes a tailored ETS program that meets the client’s training needs on people development to drive sustainable performance and growth.

Sales Process

• Lead and support the BSI focus ETS business growth.
• Establish network and relationship with the key/global accounts to nurture bigger business potential converted into big closed won.
• Proactively network with existing customers to convert them into ETS clients.
• 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 BSI’s services in ETS approach.
• Investigate relevant resources required and provide a timeline for delivery to meet customer orders and 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 and produce accurate sales forecasts in a timely manner.
• Effectively use 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 apply standard, commoditized Terms & Conditions.
• 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. Provide a range of targeted solutions to the customer.
• Accurately summarise 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 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

• Bachelor's degree in HR, marketing, business or related major service industry is preferred.
• Robust and proven sales and marketing experience is essential, ideally in professional services industry.
• Strong team player able to work with senior peers and be able to report across a global network.
• Sound financial and commercial acumen, analytical with the ability to condense detailed & complex issues into a concise and digestible format.
• Results oriented with a record to prove it and strong customer service outlook ethic.
• Articulate and persuasive in terms of delivery of concepts and ideas beyond the norm of conventional wisdom.
• Strategic in terms of vision and positioning of products/services in profitable segments.
• Proven leadership and managerial experience as a business leader, ideally within a matrix organization.
• Inspirational leadership style with strong team/collaborative behaviours, experience of leading and engaging with remote, field‑based workforce of professionals advantageous.
• Resilient under pressure, with pragmatic adaptability.
• Ability to influence and communicate effectively across all levels within an organization.
• Proven experience in leading change, managing & coaching teams of professionals preferred.
• Proven experience in account management and client relationship management essential, including the management and preparation of tenders and bids for the delivery of professional services, contract negotiation and management, preferably at national and international levels.
• Possess strong networks in Senior HR would be advantage.

About Us

BSI is a business improvement and standards company. For over a century, BSI has been recognised for having a positive impact on organisations 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, organisations and governments. Utilising 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 organisations 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.