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Purpose of Position
To develop and drive business growth strategies for the country and be expected to provide the country team leadership, vision and energy as necessary to ensure the full business potential is realised whilst maintaining, upholding and promoting the integrity of BSI products, services and reputation. Responsible for ensuring we live by our philosophy and making excellence a habit. The role has overall P&L accountability for the India Assurance business, with direct responsibility for Sales and dotted-line responsibility for Operations in India.
Key Responsibilities & Accountabilities
Strategic
- Lead the deployment and implementation of the strategy and multi-year plan of the Assurance streams, adapting it to the market context in India, in line with the Group Strategic plan, maximising profitable growth across our chosen sector/streams
- Contribute to shaping the assurance stream strategy as a member of the Assurance Executive.
- Contribute to the innovation agenda of the Assurance streams and support pilot initiatives adopting new technologies and processes (e.g. digitisation), providing direction and oversight of the change process to adapt existing ways of working and to increase operational efficiency and utilisation
- Build impactful and collaborative relationships with BSI colleagues across our multi-layered matrix organisation to support existing businesses, leverage growth opportunities as BSI
Leadership
- Lead, develop, and motivate India’s leadership teams to drive sales and contribute to achieving our profitable growth strategy. Embed sales improvement programmes and support delivery optimisation according to cluster plans.
- Provide leadership by ‘setting the tone’ for behaviours, building an inclusive culture that is in line with our Values and Excellence Behaviours
- Ensure the Client is at the core of our strategy, and a client-centric approach is taken to our actions.
- Provide commercial thought leadership and represent BSI to the relevant stakeholders in India.
Commercial
- Have direct responsibility for the Sales function in India, including the development and execution of sales strategy, pipeline management and achievement of agreed sales and revenue targets.
- Establish, foster and sustain relationships with significant clients and stakeholders to understand clients’ needs and market trends better to inform new product development and opportunities to exploit BSI’s product suite, in particular leading the selection of the key accounts in the geographies and empowering the right teams to develop the relationships with those clients.
- Build, continuously develop and execute a compelling Sales plan that drives BSI positioning, offers integrated solutions to our clients with alignment to the group strategy
- Actively partner with colleagues across geographies and Streams to understand the broader products and services portfolio, identifying and implementing joint opportunities that enable the business growth agenda.
- Create and embed effective cross-sell strategies and processes to move the business from transactional selling to solutions that add value for our clients, building and promoting integrated services across Assurance and other streams.
- Identifies and executes opportunities for mergers, acquisitions, partnerships and alliances for the Assurance Stream in India, working in coordination with the Assurance Leadership team and with the support of the Director of Corporate Development.
- Own the P&L for the India Assurance business, including cost planning, including the annual budgeting, forecasting and strategic review processes for the Assurance Stream.
- Effectively manage all key financial metrics with accountability for delivering on budget revenue and contribution expectations and manage performance within the countries in all Assurance sub-streams (System Certification Services and Training Services)
- Be the ‘face of BSI’ by identifying relevant stakeholders and developing and maintaining relationships with key clients and stakeholders.
Dotted- Line Responsibilities – Operations
- Provide dotted-line leadership and oversight of Assurance Operations in India, ensuring operational performance and service delivery are aligned with business objectives, client commitments and the overall India Assurance strategy.
- Ensures BSI’s compliance with all relevant Accreditation requirements at all times.
- Ensure compliance with BSI’s policies and technical and legal requirements and thereby protect BSI’s brand reputation and intellectual property
People
- Lead, develop and manage Assurance resources in India, working with the Senior HR Business Partner to develop and execute a People plan to meet current and future business needs.
- Build organisational design and capability in India through investment in skills, knowledge and experience to create a resilient and agile organisation
- Build and develop a capable, resilient, diverse, and inclusive leadership team, leading the development and implementation of human resources strategies to ensure the recruitment, development, and retention of the highest-calibre professionals and leaders at all business levels.
- Key Success / Performance Indicators:
The geographic scope of the role covers India, and some more comprehensive international travel will also be required. Includes all aspects of general management, P&L accountability for India Assurance, direct sales responsibility and dotted-line Operations oversight:
- P&L performance – Revenue, contribution and delivery against budget
- Client growth - Average Revenue Per Account and total number of clients
- Client satisfaction retention
- Sales, revenue and contribution targets
- Employee engagement
- Innovation
Knowledge / Skills / Abilities
- Strong market understanding and knowledge of industry players
- Proven experience in developing, motivating and leading a winning team.
- Proven experience in a senior leadership position, ideally within a matrix organisation
- Proven experience in managing P&L and financial performance, including revenue, profitability, budgeting and forecasting.
- Proven experience in leading Sales and developing and executing commercial strategies to deliver sustainable revenue growth.
- The ability to develop effective relationships and, therefore, operate successfully at all levels, within and outside the organisation, is essential, along with good communication and presentation skills.
- An understanding of the business planning and budgetary control processes.
- BSI business language is English; therefore, a good level of written and spoken English is a must.
- Out-of-the-box thinker, self-motivated and result-driven
- Creator and fighter with a can-do mentality
- Ability to prioritise and handle multiple work demands and pressures, with a higher average amount of resilience
- Commercial thinker with sound knowledge of the systems certification industry would be advantageous
- Ability to collaborate effectively across multiple disciplines, regions and cultures
- Ability to influence & persuade others; with an inspirational leadership style
- Strong team player, adept at coaching and supporting others
- Proactive & goal-orientated – driven to achieve tangible commercial results for the business
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About Us
BSI 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.
