Great that you're thinking about a career with BSI!

An exciting opportunity has arisen within our Standards team for an Business Development and Consulting Manager based in Chiswick, London.

Purpose of the position

The Standards Services team works with a range of clients including government departments, private sector, academia and trade associations to scope and win profitable, high value contracts to provide a range of services related to standards development.

The BDCM is a consultative role, identifying opportunities for new business and working with prospects to develop bespoke solutions based on our core services including standards strategy, standards mapping, gap analysis, standards development and community development. The BDCM will also work with BSI’s Consultancy team to identify, scope and where appropriate deliver consulting services.

The BDCM is responsible for identifying opportunities, qualification, solution development, negotiation and contracting. The BDCM will work closely with the delivery teams to facilitate a smooth transition from sales to delivery and ensure client expectations are met. The BDCM will also take on specific delivery responsibilities where they have relevant technical, territory or sector expertise, and where appropriate will act as Programme Lead, Programme Sponsor or Commercial Lead for the delivery of major programmes.

Key Responsibilities & Accountabilities

Business Development

• Responsible for the development of major opportunities for new funded and commercial work with UK Central Government, Private Sector and some international clients, making a substantial contribution to achieving profitable growth for Knowledge Services. Leading on commercial opportunities to secure new business across a range of sectors, but often with a focus on UK innovation policy and commercialisation of new technologies.
• Responsible for winning new contracts with individual contract values within the range of approx. £50k and £1.5million. A substantial proportion of this is new business.
• Work across the business to ensure new opportunities fit with Knowledge Solutions and BSI Group sector strategies. Work with colleagues across BSI Group, should cross-Group opportunities arise.
• Develop external networks at a senior level within target sectors, using sector understanding and expertise to identify new opportunities and represent BSI at a senior level.  Key relationships will include relevant Government Departments, Membership organisations and Trade Associations and private sector businesses.
• Develop influential and consultative relationships with customer and partner contacts to senior director level, including Challenge Directors within government innovation organisations.
• Work with clients to understand client organisational context and challenges, gather requirements and build solutions to resolve a specific issue faced by the customer, or customer group. The solution will be bespoke, but typically based on our core service elements (standards strategy, standards mapping, gap analysis, standards development and community development).  
• Lead on the development of client solutions, working with a consultative approach to fully understand client challenges, seeking input from a wider network in order to shape the proposed services for the client.
• Assess commercial, reputational and implementation risks as new opportunities progress. Liaise with legal, finance and delivery teams in order to manage risks during proposal development stage.

Consulting and Delivery

• For PAS development and similar projects, ensure a thorough and comprehensive handover to project managers, providing detailed insight into project and stakeholder risks, client context and client expectations. Lead on the resolution of commercial and contractual issues arising during the delivery of the projects.
• For complex programmes, work closely with team engaged in delivery to ensure a smooth transition and handover, maintaining a visible role on the programme to ensure continuity for the client.
• As appropriate, act as Commercial Lead, Technical Lead of Programme Sponsor for the delivery of Programmes of between approximately £0.5m and £1m in value. Acting as project sponsor on large scale services delivery programmes and externally funded projects, ensuring that the project meets the needs of the client and that issues are resolved in a timely manner.
• Delivery of consultancy projects as required. Using technical and sector knowledge and expertise, complete assignments for clients to provide recommendations, scope new work and investigate specific problems.

Knowledge / Skills / Abilities

• Demonstrable business or market development experience within a relevant business environment e.g. professional services, management consulting.
• Outstanding relationship building skills, with experience of developing sustainable relationships at a senior level.
• Contract negotiation skills
• Strong commercial outlook
• Relevant experience within professional services or similar organisations
• Experience and understanding of standards and standardization
• Ability to communicate and influence across the business and with external stakeholders
• Outstanding communication and networking skills
• Negotiation experience
• Excellent presentation skills, able to deliver information to large audiences professionally and effectively.
• Proactive and flexible approach, ability to prioritise and meet deadlines
• Ability to acquire and maintain sector knowledge
• Willingness to travel within the UK and beyond
• Operating at a senior level in the external business environment  
• Exceptional networking skills, with proven ability to influence senior decision-makers. Experience of engaging with Government departments and Trade Associations.
• Experience of developing proposals for and delivering consultancy.
• Lead and influence others in a matrix organisation- without line management role
• Experience of delivering large scale programmes
• Experience of leading and facilitating workshops and other networking events.
• Lead and influence others in a matrix organisation- without line management role
• Experience of delivering large scale programmes or consultancy projects
• Excellent understanding of the UK Policy landscape.

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