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Core Training Sales Manager - Southern Europe

We exist to create positive change for people and the planet. Join us and make a difference too!Location: Home-based, with quarterly regional travelLanguages: Fluency in English, Italian, Spanish and French (optional).Direct Reports: 6–8<h2>Role Summary</h2>The Core Training Sales Manager leads the regional sales strategy for BSI’s Core Training services in Southern Europe, with a team aligned to BSI offices in France, Spain and Italy. The role is accountable for driving revenue growth, expanding market presence, and developing a high-performing, client-focused sales team. Working cross-functionally with Marketing, Operations, Technical, and broader EMEA Sales teams, the manager ensures consistent delivery of BSI’s value proposition and a data-driven, consultative sales culture.<h2>Key Responsibilities</h2><h3>1. Market & Product Expertise</h3><ul><li>Maintain strong knowledge of assurance services, ISO-related standards, certification processes, and the broader regulatory landscape.</li><li>Provide insights on competitors, market trends, client needs, and emerging opportunities to inform strategy and positioning.</li><li>Use product and industry knowledge to identify client solutions and guide team messaging.</li></ul><h3>2. Sales Strategy & Planning</h3><ul><li>Working with the EMEA Head of Sales – Core Training, develop and execute a comprehensive regional sales strategy aligned with global and EMEA objectives.</li><li>Prioritize key markets and sectors and resource the team accordingly.</li><li>Support the integration of Core Training services within the wider Assurance and Enterprise sales offerings.</li></ul><h3>3. Sales Leadership & Team Development</h3><ul><li>Lead, coach, and develop a high-performing sales team with clear objectives, metrics, and behavioural expectations.</li><li>Conduct structured performance reviews, implement improvement plans, and support career development.</li><li>Ensure high-quality onboarding, training, and ongoing competency development for all team members.</li><li>Conduct regular coaching, account & pipeline reviews to support sales forecasting.</li></ul><h3>4. Sales Execution & Process Excellence</h3><ul><li>Drive consistent adoption of BSI’s consultative selling approach and sales process.</li><li>Ensure effective use of Salesforce for pipeline management, forecasting, activity reporting, and account planning.</li><li>Review and analyze sales data to manage performance, identify risks, and drive improvement.</li><li>Ensure proposals, quotations and presentations meet brand, quality and accreditation standards.</li></ul><h3>5. Collaboration & Stakeholder Engagement</h3><ul><li>Partner with Marketing to align campaigns and generate high-quality leads.</li><li>Collaborate with Operations, Technical, and Service Delivery teams to ensure a seamless client experience.</li><li>Leverage cross-functional expertise to broaden client value and increase solution adoption.</li><li>Represent Core Training in regional or global initiatives as required.</li></ul><h3>6. Revenue Protection, Governance & Compliance</h3><ul><li>Maintain strong relationships with key clients to improve retention and reduce cancellations.</li><li>Monitor the sales handoff process to ensure smooth transitions and high client satisfaction.</li><li>Maintain compliance with accreditation, regulatory requirements, and internal policies.</li><li>Role model ethical, transparent, and accountable business practices.</li></ul>7. Commercial Partnerships<ul><li>Responsible for identifying local training partnership opportunities (including but not exclusive to resellers and funding bodies).</li><li>Ongoing governance and maintenance of local training partnerships either directly or through team members.</li><li>Working alongside the Training Partnerships manager and wider EMEA leadership to ensure consistent approach to partner contracts and engagement.</li></ul><h2>Qualifications & Experience</h2><h3>Experience</h3><ul><li>5+ years B2B sales experience, with at least 2 years in a leadership or management role within assurance, certification, training, or professional services.</li><li>Proven record of exceeding sales targets and driving growth.</li><li>Experience managing remote and geographically dispersed sales teams.</li><li>Demonstrated capability in performance management and developing sales capability.</li></ul><h3>Skills</h3><ul><li>Strong leadership, coaching, motivation, and team-building abilities.</li><li>Excellent communication, negotiation, and presentation skills.</li><li>Strategic thinker with strong analytical, commercial, and problem-solving capabilities.</li><li>Proficiency in Salesforce and sales analytics tools.</li><li>Effective relationship builder with cultural awareness across Southern Europe.</li><li>Strong time management, organization, and ability to manage competing priorities.</li></ul><h3>Knowledge / Tools</h3><ul><li>Understanding of assurance and certification services, ISO standards, and related industry requirements.</li><li>Skilled user of Microsoft Office and CRM systems (especially Salesforce).</li></ul>#LI-Remote#LI- VP1About UsBSI is a business improvement and standards company and for over a century BSI has been recognized for having a positive impact on organizations and society, building trust and enhancing lives. Today BSI partners with more than 77,500 clients in 195 countries and engages with a 15,000 strong global community of experts, industry and consumer groups, organizations and governments. Utilizing its extensive expertise in key industry sectors - including automotive, aerospace, built environment, food and retail, and healthcare - BSI delivers on its purpose by helping its clients fulfil theirs. Living by our core values of Client-Centricity, Agility, and Collaboration, BSI provides organizations with the confidence to grow by partnering with them to tackle society’s critical issues – from climate change to building trust in digital transformation and everything in between - to accelerate progress towards a better society and a sustainable world.BSI is an Equal Opportunity Employer dedicated to fostering a diverse and inclusive workplace.

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