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[Lavoro - Offerta] Global Business Development Director Food and Retail Supply Chain - Milano (IT)
[Lavoro - Offerta] Global Business Development Director Food and Retail Supply Chain - Milano (IT)

Inserito da      BSI

Settore: Servizi alle imprese

Inserito il 31-07-2019

Piattaforma: Recruiting


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Key Responsibilities & Accountabilities:

Identify and engage with major food brands, food retailers and food service sector clients in the territory at c-suite and senior management level to build business;
Analyse, identify and quantify key market opportunities; identify sales targets, build client communities, craft and implement agreed sales plans;
To promote and sell BSI services (One BSI) to new and existing Food Sector customers in the territory;
Responsible for identifying and managing sales opportunities, building an in-depth understanding of a client’s current and anticipated future business needs and promote One BSI value proposition to meet these needs.
Make the Sales visits and deliver sales excellence by managing every step of the key account sales process to a successful conclusion.

Sales Process:

Proactively network with existing customers to sell One BSI products and services;
Identify new prospects to grow the BSI customer base through targeted calls to meet or exceed sales targets;
Execute BSI sales process, explore and understand customer needs with necessary follow up;
Routinely review sales activity and KPIs to deliver on financial and activity targets.

Sales Tools:

Develop and execute key account acquisition strategy, sales activity plans to create a continuous pipeline of opportunities within the territory
Record key customer sales data in a standardised and consistent manner (SFDC)
Schedule customer contacts, proactively manage leads and opportunities
Use relevant collateral to illustrate how a range of BSI products meet identified customer needs

Product Knowledge:

Articulate why BSI is their client’s preferred business partner of choice
Understand and apply One BSI product features and benefits to customers’ needs to win business
Apply your relationship management and product knowledge skills to optimize sales conversion
Apply knowledge of competitors to explain the advantages of BSI as the business partner of choice

Sales Skills And Management:

Engage with c-suite at target accounts to identify and pursue new business opportunities
Possess a deeper and wider knowledge of the products/services of BSI and their application to the Food Sector. Use reporting function of sales tools to aid client account management and sales process
Strong communication skills with ability to prepare proposals and effective presentations for clients
Able to question effectively to gain a deeper understanding of customer needs to identify up-selling opportunities. Able to provide a range of targeted solutions to the customer
Accurately summarise customer needs, identify BSI service and promote value and trust over price.
Get customer agreement to price and delivery and close sales
Ability to handle client objections and use knowledge and experience to overcome concerns
Able to plan on a short (1-3 months) and medium term (6-9 months) to achieve performance goals
Ensure area of responsibility is delivering to plan. Identify & propose changes/solutions to drive and increase targeted delivery

Sales Skills And Management:

Engage with c-suite at target accounts to identify and pursue new business opportunities
Possess a deeper and wider knowledge of the products/services of BSI and their application to the Food Sector. Use reporting function of sales tools to aid client account management and sales process
Strong communication skills with ability to prepare proposals and effective presentations for clients
Able to question effectively to gain a deeper understanding of customer needs to identify up-selling opportunities. Able to provide a range of targeted solutions to the customer
Accurately summarise customer needs, identify BSI service and promote value and trust over price.
Get customer agreement to price and delivery and close sales
Ability to handle client objections and use knowledge and experience to overcome concerns
Able to plan on a short (1-3 months) and medium term (6-9 months) to achieve performance goals
Ensure area of responsibility is delivering to plan. Identify & propose changes/solutions to drive and increase targeted delivery

About BSI

Why join us?

Are you passionate about keeping Food safe, sustainable and socially responsible? Yes? We are too!

BSI help clients Make Excellence a Habit and aspire to be the Business Partner of Choice delivering a diversified portfolio of Standard, Training, Certification, Advisory and Supply Chain solutions helping clients embeds habits of excellence across the globe to improve quality, manage risk, protecting brands and improving performance and Organizational Resilience.

Food is an important Sector, its big and represents 10% Global GDP or US$48 trillion according to the World Bank. 1:10 people fall ill and millions die from food borne illnesses annually. Feeding the world will require 30% more food by 2030 and 70% by 2050. Changing consumer needs will require constant attention to food quality, safety, traceability, sustainability, OHS, ethical and social responsibility issues. BSI believes the quality and sustainability of our food supply must be safeguarded - with over 2,800 Food and Agri standards in our portfolio we are well positioned to be an Industry thought leader.

If you’re looking for an exciting career across the Food Sector where you can truly make a difference, we have a fantastic opportunity for a Business Development Director to drive market development and the Food growth strategy across Northern or Southern Europe.

Working in 172 countries, we pride ourselves on the expertise, integrity and professionalism of our people. Our mission is to help our 80,000 clients, ranging from high profile global brands to small local companies, to survive and prosper in today’s world.

> Learn more about BSI

BSI is committed to building strong leadership in the Food Sector globally, this newly created role is part of the Global Food Sector team and will work closely our champion team to build a robust Food business to differentiate BSI in the market, demonstrating to customers that BSI are the business partner of choice with the Food Industry.

About You

Required Knowledge, Experience and Qualifications
Degree level or equivalent education or proven Food Sector sales experience
Tertiary or professional exposure to the Food, Retail or FMCG Sector
A natural presenter with convincing presentation skills
Proactively contribute to printed media opportunities to increase visibility and profile
Excellent verbal and written communication skills as well as excellent interpersonal skills
Proven track record of significantly exceeding targets and expectations
Proven ability in closing business to business sales and winning new customers
Excellent sales skills and a strong negotiator
Ability to develop c-suite level relationships and engage with the customer to establish an understanding of their business drivers and how BSI can become their business partner of choice to enable them to embed best practice and become more efficient, resilient, agile and responsive to changing business environments
Able to understand and communicate complex technical issues
Excellent organisational skills and problem solver
Strong entrepreneurial instincts combined with a resilient, persevering nature
A natural self-starter and self-motivator and adaptable to be able to work with minimal supervision
Clear understanding of modern selling techniques and ability to use them
Experience of working in a KPI driven environment
Willingness to travel within the territory with occasional long haul business trips
A strong team player able to work and collaborate in a global matrix organisation with peers and stakeholders in other regions and countries.