Job Title: Sales Manager 
Location: Mumbai / India  
Reporting to: Head of Sales, India
Employment: Full time/Permanent

Primary Job Purpose
This is an Individual Contributor + Team Management Role. Responsible for 

• Proactively own the British Safety Council’s commercial performance and brand reputation across allocated sales territories and for the wider market
• To generate leads and acquire new clients, and grow the income (revenue) from an allocated portfolio of existing key accounts, for the entire range of British Safety Council’s products and services 
• To identify and engage with key decision makers across new and existing 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 and account development plans 
• To achieve monthly, quarterly and annual individual sales targets for new and existing accounts across all product streams, in the most cost-effective way
• Team Management - Responsible for leading and expanding Award and Membership Sales while managing the Sales Team effectively. 
  
  

Description of Tasks
Team Responsibilities:

• Responsible for driving the growth of the British Safety Council’s Awards, Membership, and Digital Learning business. Lead and manage the sales team to achieve revenue targets while maintaining high customer service standards.
• Develop and implement strategic growth plans, oversee sales management, and foster team development to ensure sustained success.
• Achieve the targeted income for Awards, Membership & Digital from a team perspective, over the reporting period.
• Sales planning for sustainable growth and strategic execution

Individual Responsibilities:

• Achieve targeted Individual income (revenue) over every reporting period across Audit, Consulting & training income streams, at agreed contribution (cost of sale) margins. 
• Hunt for New Clients using various direct methods such as calling, cold calling and face to face meetings and indirect methods such as networking via various means. Maximise the potential of new business from organisations that have never traded with the British Safety Council. 
• Grow existing accounts contribution through Cross-sell & upsell. Work according to account development plans
• Engage through consultative sales by discussing with prospects about business challenges and requirements, as well as range of options and benefits of each.
• Always drive a moving pipeline of around 6 Cr in the respective region, with a 60:40 mix of New & Existing Business opportunities.
• Provide clients with high quality insight to the British Safety Council’s products/services and gain their commitment for engaging with the entire Health, Safety & Wellbeing (HSW) portfolio.  
• Build, maintain and share a comprehensive understanding of the client’s business activity, market needs and competitive environment. 
• Build and effectively manage the sales pipeline for each product type, to support the consistent achievement of sales targets.  
• 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.
• Proactively embed the use of the CRM (Salesforce) in day-to-day sales functions and consistently follow sales best practices and processes.  
• Collaborate with internal departments to offer clients the highest service levels and customer-oriented solutions.  

Manage own time and travel costs in line with the Company Business Plan ensuring business development visits are effectively planned and marketed.

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

Person Specification
Essential 

• Minimum 7-10 years’ experience in B2B Consultative Selling to senior / CXO levels 
• MBA or equivalent qualification
• Demonstrated Team Leadership Experience
• 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
• Experience of competing for and winning large tender opportunities 
• Strong presentation skills; Excellent IT skills
• Experience of growing business in new markets through sales turnover in a multi-channel environment
• Experience of working in a competitive environment

Desirable

• Experience using a CRM, ideally Salesforce 
• Ability to take decisions based on strong commercial awareness
• Strong negotiation skills, at all decision levels
• Ability to network and build relationships internally and externally
• Excellent ability to prioritise competing tasks with strong time management skills. 
• Experience of working in a field-based team utilising internal support functions 

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Behaviour Competence 

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

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Benefits

 18 days paid privilege leave, 08 days paid public holidays and 08 days casual leave per year.

 Up to INR 250,000 medical over including family, with cover increased to INR 450,000 on completion of two years’ service

 Attractive family-friendly policies

 Training and Development opportunities

 Other wellbeing activities

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What do you need to do next?

We welcome applications from people of all backgrounds, who share our values and are passionate about our vision, with relevant experience, whether gained from public, private, or voluntary sectors.

If you are interested in this role, please click 'Apply' to read a more detailed job description and explanation of the benefits package. You will then be able to forward an up-to-date copy of your CV along with a cover letter explaining why you think you are the right candidate for this role.

Guaranteed interview scheme

We are committed to the employment and career development of disabled people. As part of this commitment, we operate a guaranteed interview scheme for disabled applicants who meet the minimum criteria for the role they have applied for.

British Safety Council is committed to diversity, equality and inclusion; therefore, we actively encourage and welcome applications from candidates of diverse cultures, perspectives and lived experiences. We are also proud to be a Disability Confident employer.