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 travel

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

Direct Reports: 6–8

Role Summary

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.

Key Responsibilities

1. Market & Product Expertise

• Maintain strong knowledge of assurance services, ISO-related standards, certification processes, and the broader regulatory landscape.
• Provide insights on competitors, market trends, client needs, and emerging opportunities to inform strategy and positioning.
• Use product and industry knowledge to identify client solutions and guide team messaging.

2. Sales Strategy & Planning

• Working with the EMEA Head of Sales – Core Training, develop and execute a comprehensive regional sales strategy aligned with global and EMEA objectives.
• Prioritize key markets and sectors and resource the team accordingly.
• Support the integration of Core Training services within the wider Assurance and Enterprise sales offerings.

3. Sales Leadership & Team Development

• Lead, coach, and develop a high-performing sales team with clear objectives, metrics, and behavioural expectations.
• Conduct structured performance reviews, implement improvement plans, and support career development.
• Ensure high-quality onboarding, training, and ongoing competency development for all team members.
• Conduct regular coaching, account & pipeline reviews to support sales forecasting.

4. Sales Execution & Process Excellence

• Drive consistent adoption of BSI’s consultative selling approach and sales process.
• Ensure effective use of Salesforce for pipeline management, forecasting, activity reporting, and account planning.
• Review and analyze sales data to manage performance, identify risks, and drive improvement.
• Ensure proposals, quotations and presentations meet brand, quality and accreditation standards.

5. Collaboration & Stakeholder Engagement

• Partner with Marketing to align campaigns and generate high-quality leads.
• Collaborate with Operations, Technical, and Service Delivery teams to ensure a seamless client experience.
• Leverage cross-functional expertise to broaden client value and increase solution adoption.
• Represent Core Training in regional or global initiatives as required.

6. Revenue Protection, Governance & Compliance

• Maintain strong relationships with key clients to improve retention and reduce cancellations.
• Monitor the sales handoff process to ensure smooth transitions and high client satisfaction.
• Maintain compliance with accreditation, regulatory requirements, and internal policies.
• Role model ethical, transparent, and accountable business practices.

7. Commercial Partnerships

• Responsible for identifying local training partnership opportunities (including but not exclusive to resellers and funding bodies).
• Ongoing governance and maintenance of local training partnerships either directly or through team members.
• Working alongside the Training Partnerships manager and wider EMEA leadership to ensure consistent approach to partner contracts and engagement.

Qualifications & Experience

Experience

• 5+ years B2B sales experience, with at least 2 years in a leadership or management role within assurance, certification, training, or professional services.
• Proven record of exceeding sales targets and driving growth.
• Experience managing remote and geographically dispersed sales teams.
• Demonstrated capability in performance management and developing sales capability.

Skills

• Strong leadership, coaching, motivation, and team-building abilities.
• Excellent communication, negotiation, and presentation skills.
• Strategic thinker with strong analytical, commercial, and problem-solving capabilities.
• Proficiency in Salesforce and sales analytics tools.
• Effective relationship builder with cultural awareness across Southern Europe.
• Strong time management, organization, and ability to manage competing priorities.

Knowledge / Tools

• Understanding of assurance and certification services, ISO standards, and related industry requirements.
• Skilled user of Microsoft Office and CRM systems (especially Salesforce).

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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.