Business Development Manager - Digital Construction(BIM)

The BDM is primarily responsible for selling BSI's Digital Construction products and services to new and existing customers across a defined BSI product suite. This role is responsible for identifying and managing sales opportunities, building an in-depth understanding of client business needs and drivers, to position how BSI products and services can enable organisations to improve and manage the sales process to a successful conclusion, while utilising strong product knowledge and sales process understanding to support the wider team. The candidate will also possess excellent industry experience and be able to leverage this.

Key Responsibilities & Accountabilities:

• Proactively network with existing customers to sell additional BSI products, taking a lead role in managing customers from a commercial perspective.
• 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 relevant products/services.
• Investigate relevant resource required and provide a timeline for delivery to meet customer order & solve any customer issues.
• Own personal pipeline (immediate, 3 month and long term), utilising CRM system to keep information visible and accessible.
• Work with colleagues in our delivery functions to ensure customer needs are met and customer experience remains positive.

Product Knowledge:

• Be familiar with the UK&I construction industry, particularly those who use ISO 19650 and PAS2080 standards.
• Able to apply product features and benefits to customers’ needs in order to win business. Provides solutions to customer needs by applying knowledge of cross sell and bundling opportunities.
• Refines sales message by gathering competitor information, prioritising threats, and identifying opportunities.
• Establish a strong understanding of the technical aspects of the area of focus, to better support customers through the certification process, and the wider team with knowledge and expertise.

Sales Skills:

• Explains BSI solutions with a deeper and wider knowledge of the impact of current & future needs of the customer within the territory.
• Develops territory account opportunities using reporting functions of sales tools to deliver account management & new business development.
• Communicates in a courteous and professional manner using appropriate language, both written and verbal.
• 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.
• Proposes up-selling opportunities using questioning strategies to understand customer and account need within territory. Able to provide a range of targeted solutions to the customer.
• Closes the sales within a predetermined time frame by summarizing BSI product or service solution and gets customer to agree to price and delivery over the phone.
• Able to demonstrate knowledge and application of a defined solution sales process (Customer Transition, MEDDIC, MEDDPIC, Challenger model) etc.
• Handles objections by anticipating customer concerns, by engaging with appropriate decision makers, proposes solutions and alternatives. Supports sales manager with any customer complaint investigations required.

Skills & Abilities:

• Previous experience working with and selling to the UK&I construction industry (Lead contractors, AEC, etc).
• A strong influencer, with the ability to establish credibility across all levels of the business.
• Excellent verbal and written communication skills.
• Excellent interpersonal skills.
• Proven track record of exceeding targets and expectations.
• Able to communicate complex technical issues.
• Excellent organisational and problem solving skills.
• Self-motivated and adaptable to be able to work with minimal supervision.
• Clear understanding of account management techniques and ability to use them.
• Experience of working in a KPI driven environment.
• Local hire only.