Sales Manager Southern Europe

Role Purpose

The System Certification & Training Sales Manager, Southern Europe, is responsible for driving revenue growth, retention, and high‑quality sales execution across BSI’s System Certification and Training portfolio in the region. This role supports the Head of Sales, South Europe and META by executing the regional assurance sales strategy, embedding a data‑driven, high‑performing sales culture, and aligning with BSI’s divisional priorities of standardisation, simplification, digitisation, and growth. The Manager leads a geographically dispersed team to deliver consultative, client‑centric solutions across core, enterprise, and strategic accounts, ensuring BSI remains the supplier of choice within the assurance and certification market.

Key Responsibilities

• Market & Industry Expertise
  • Maintain a strong understanding of System Certification services, ISO standards, management system audits, sustainability and supply‑chain assurance offerings.
  • Provide insights into the competitive landscape, emerging client needs, and market trends to inform the regional sales strategy.
  • Equip the team to articulate BSI’s value proposition effectively across diverse Southern European markets.
• Sales Strategy & Planning
  • Work with the Head of Sales – South Europe and META to develop and execute a comprehensive regional sales strategy aligned with global and EMEA objectives.
  • Translate the regional assurance strategy into clear sales plans, priorities, and measurable targets for the business development team.
  • Prioritise sectors, regions, and accounts with the highest growth potential to ensure optimal resource allocation.
  • Support divisional initiatives that reinforce standardisation, simplification, digitisation, and operational consistency across the sales organisation.
• Key Account Management
  • Target and develop the right Global / Local and regional clients.
• Team Leadership & Development
  • Possess a high level of EQ, creating an environment where individual contributors work as a team toward the team’s success.
  • Lead, coach, and develop a high‑performing team with clear KPIs, behavioural expectations, and accountability measures.
  • Foster a culture of continuous improvement, best‑practice sharing, and data‑driven decision making.
  • Conduct structured performance reviews, sales coaching, onboarding, and capability development interventions.
• Sales Execution & Operational Excellence
  • Ensure consistent adoption of BSI’s consultative sales approach and sales methodology.
  • Drive disciplined use of Salesforce for forecasting, pipeline management, activity reporting, and opportunity quality.
  • Ensure proposals, quotations, and presentations meet accreditation, regulatory, and brand standards.
  • Partner with Sales Operations to optimise reporting accuracy and sales performance analytics.
• Revenue Growth, Retention & Client Experience
  • Deliver revenue targets across System Certification and Training services through new business development and expansion of existing accounts.
  • Collaborate with Client Managers and Global Key Account teams to maximise cross‑portfolio penetration and account growth.
  • Reduce cancellations by strengthening sales hand‑off processes and ensuring high‑quality client engagement through Operations and Technical teams.
• Cross‑Functional Collaboration
  • Partner with Marketing to align campaigns, generate high‑quality leads, and develop sector‑specific propositions.
  • Collaborate with Operations, Technical and Service Delivery teams to ensure accurate scoping and seamless client delivery.
  • Represent System Certification and Training in regional working groups, cross‑regional assurance initiatives, and service development discussions.
• Governance, Compliance & Ethical Business
  • Ensure all sales activities adhere to accreditation requirements, regulatory standards, and BSI policies.
  • Role‑model ethical, transparent, and client‑focused behaviours across the sales team.
  • Maintain accurate, timely reporting and forecasting to senior leadership.

Qualifications & Experience

• Minimum 10 years of B2B sales experience, including at least 5 years in a leadership or management role, preferably within assurance, certification, sustainability assurance, or professional services.
• Solid experience in managing clients and teams across Southern Europe.
• Strong track record of exceeding revenue targets and developing high‑performing sales teams.
• Experience managing geographically dispersed teams and working cross‑functionally.
• Experience in building and developing a Key Account team.

Skills

• Strong leadership, coaching, and team‑development capability.
• Excellent communication, presentation, and negotiation skills.
• Strategic, analytical thinker and problem‑solving capability, able to use data and lead metrics to inform decisions.
• Highly proficient in Salesforce and sales analytics tools.
• Strong time management, organisation, and ability to manage competing priorities.

Knowledge

• Deep understanding of System Certification, ISO standards, and the wider assurance and regulatory landscape.
• Strong commercial awareness with the ability to position solutions effectively in competitive markets.

Languages

• Fluency in English, Italian, Spanish and French (optional).

Travel Requirements

• Regional travel required (typically quarterly), with occasional additional visits for key client or team activities.

BSI is an Equal Opportunity Employer dedicated to fostering a diverse and inclusive workplace.