Business Development Specialist

Job Title: Business Development Specialist

Location: Based in Mumbai / India

Reporting to: Head of Sales, India

Primary Job Purpose

• Proactively own the British Safety Councils commercial performance, business generation and brand reputation across Gujarat, Central & East India
• To acquire and develop new accounts, for the entire range of British Safety Councils products and services in the aforesaid markets. This is a client acquisition role.
• To identify and engage with key decision makers across new accounts, with the objective of building long term sustainable business relationships
• To effectively manage various account types (Public, Private, Multi-National companies etc) by formulating and executing new business development plans, regional development plans, generate leads through market visits and other modes towards closure.
• To achieve monthly, quarterly and annual individual sales targets across all product streams, in the most cost-effective way

Brief Description of Tasks

1. Achieve targeted income (revenue) over every reporting period across product streams, at agreed contribution (cost of sale) margins.

2. Hunt for potential customers using various direct methods such as calling, cold calling and face to face meetings (travelling to various industry belts in Gujarat, Madhya Pradesh, Chhattisgarh, WB) and indirect methods such as networking via various means.

• 3. Engage through consultative sales by discussing with prospects about business challenges and
• requirements, as well as range of options and benefits of each.
• 4. Always drive a moving pipeline of around 4 Cr in the respective region.

5. Provide clients with high quality insight to the British Safety Councils products/services and gain their commitment for engaging with the entire Health, Safety & Wellbeing (HSW) portfolio.

• 6. Build, maintain and share a comprehensive understanding of the clients business activity, market needs and competitive environment.
• 7. Build and effectively manage the sales pipeline for each product type, to support the consistent achievement of sales targets.
• 8. Represent the British Safety Council to external and internal customers consistent with company brand values.
• 9. Build long-term sustainable business relationships with senior-level decision makers to increase the sales opportunity.

10. Role model and champion the right approach with sales best practices and processes such as (but not limited to) pipeline management, CRM use, sales activity planning/delivery and sales forecasting.

• 11. Proactively embed the use of the CRM (Salesforce) in day-to-day sales functions and consistently follow sales best practices and processes.
• 12. Manage overall sales contribution by formulating and executing structured sales development plans for new business, accounts and products.
• 13. To identify, target and win large (projects) opportunities; Be well conversant in bidding and winning tender based opportunities
• 14. Collaborate with internal departments to offer clients the highest service levels and customer-oriented solutions.
• 15. Manage own time and travel costs in line with the Company Business Plan ensuring business development visits are effectively planned and marketed.
• 16. To uphold the BSC safety policy and terms and conditions of employment.

Health & Safety

To understand and carry out your own health and safety responsibilities in accordance with the management objective and to discuss your level of competence with your manager at least once a year

Skills & Qualifications

• MBA/PGDM or equivalent qualification
• Ability to demonstrate strong sales achievement working to targets and deadlines
• Excellent communication skills, both written and verbal
• Excellent interpersonal skills – ability to communicate at all levels of the business
• Excellent organisation, time management skills and ability to prioritise always
• Strong commercial acumen
• Experience using a CRM, ideally Salesforce
• Strong negotiation skills, at all decision levels
• Strong presentation skills; Excellent IT skills
• Ability to network and build relationships internally and externally

Desirable

• Qualification(s) related to Health & Safety or Management systems and Education is a plus.
• Ability to take decisions based on strong commercial awareness

Experience

• Minimum 3-5 years solution selling experience in a Client Acquisition / Hunting Role
• Experience of growing business in new markets through sales turnover in a multi-channel environment
• Expertise in identifying, bidding and winning tender based opportunities
• Experience of setting and achieving challenging objectives (selling discretionary services)
• Experience in key account and business development project management

Desirable

• Experience of developing strategic partnerships and relationships to meet income (revenue) aspirations in a professional B2B organisation
• Experience of working in a field-based team utilising internal support functions

Behaviour Competence

• Credible and professional
• Commercially aware with strong business acumen
• Numerate and focused on results with ability to focus on the big picture; Ability to make balanced judgments
• Target and sales data driven
• Behaviours detailed in the corporate behavioural framework