• Business Development Manager

    Location AU-Melbourne
    Requisition ID
    2018-11244
    Business Area
    Energy
    Category/Discipline
    Sales and Business Development
    Location Details
    Melbourne, Australia
    Position Type
    Permanent employment
    Close Date (dd/mm/yyyy)
    21/9/2018
  • Local Unit & Position Description

     

    As part of DNV GL’s Energy Advisory Group in Australia the role will involve working with engineering staff and Heads of Section to promote DNV GL’s services in the Renewable Energy Sector in Australia. This role will facilitate the efforts of “Seller-Doer” staff to win work through supporting BD efforts from Local Key Account Managers (LKAM), Heads of Section and regional BD and marketing staff. In addition to supporting with the coordination of BD collateral and events, the role will mentor, train and support LKAMs, and also undertake prospecting for new customers. The development, coordination and assimilation of market knowledge on projects, services opportunities and competitors will also be important.

    Specific key responsibilities include:

    • Lead Business Development activities in Australia, New Zealand and the Pacific Islands. Map the market and explore service opportunities and customers for DNV GL Energy offerings in the Renewable Energy consulting area. Prospect, evaluate, and facilitate the development of opportunities into service offerings for our customers in Australia as well as supporting activities of colleagues for countries in the South East Asia and Pacific Region. 
    • Key Account Management(KAM) for allocated large customers in Australia. Model and demonstrate KAM behaviors and skillsets to develop a value relationship with DNVGL Energy’s biggest customers. Provide understanding of the customer’s needs and identify emerging issues where DNV GL capabilities may offer value. Leverage relationships across the full breadth of DNV GL Business Areas where possible.
    • Facilitate the Local Key Account Management program within the Australian office to ensure training, mentoring and effectiveness of LKAMs in servicing their nominated customers.   Monitor and report on the effectiveness of the program and liaise with other BD staff as required.
    • Coordinate the availability of BD collateral in the form of proposal templates, Capability Statements, Case Studies and presentations to support BD efforts of the unit, leveraging any material available from the Business Area or elsewhere in the region to support the preparation of compelling proposals and conversion of orders. Coordinate opportunities for promotion of the company at relevant events in cooperation with the regional Marketing function.
    • Forming Strategic alliances in the market is key for growth. The incumbent shall be responsible for developing this partnership to elevate DNV GL’s service offering to a wider network. Establish and execute on partnership opportunities in Oceania region in coordination with internal stakeholders. Lead internal and partner discussion to influence and negotiate to expand DNV GL’s benefit in short, medium and long run.
    • Report on key metrics relevant to BD and sales functions to assess the effectiveness of the sales effort of the unit, and success in the market place, including an assessment of the strengths and weaknesses of the DNV GL offering relative to the positioning of competitors..It is also expected that the candidate may from time to time support in the delivery of services where relevant and will also cooperate closely with the Principal and Senior Consultants from other regions to maximise the company’s networks to build the energy business and to optimize project delivery.

     

    Position Qualifications

     

    The right candidate will have the following background:

    • A degree in an Engineering subject
    • Relevant industry experience in the renewable energy sector lively to be gained over 7 – 10 years 
    • Strong establish relevant business networks in Australia and preferably elsewhere in the region
    • Passionate about energy and renewables have a strong commitment to customer satisfaction
    • Have an in-depth understanding of the value chains, value drivers and technological challenges and solutions in the renewable energy and power industry
    • Ability to ramp up quickly and understand thoroughly the economics, dynamics and intricacy of the Australian energy landscape, knowing what levers to pull and when to pull them to influence change, and continually monitoring ongoing trends to anticipate change and proactively lead a timely response
    • Proven experience as a consultant and project manager
    • Proactive and efficient in managing multiple tasks.
    • Strong commercial skills
    • Excellent English language and communication skills
    • Willingness to travel

    Also highly desirable:

    • Experience in technical content and requirements for specification and delivery of technical service lines in wind, solar and marine energy technologies
    • Knowledge of storage and renewables technology (solar, wind)
    • Demonstrated ability to interact with customers at a senior executive level

    Physical abilities:

    • Normal office environment, regular walking, sitting, bending, twisting, standing and reaching.
    • Some domestic and international travel to other company office locations, site locations, client offices and conferences.
    • Occasional work outdoors including site visits, traveling by car and walking on uneven terrain.

     

    The project work is often fast paced.  The candidate will from time to time be working on multiple complex tasks with deadlines. The candidate should be comfortable in managing workflow to deliver work on time (working with line manager and other team members).

     

    Most work tasks will result in written reports to clients and day to day communication with clients is often by email. Good written English skills are essential.

     

    The role will involve on the job training as well as other training internally or externally.  The candidate will be expected to demonstrate initiative and self-motivation. Support, mentoring and training, as appropriate, will be provided by senior team members.

     

    Company & Business Area Description

    DNV GL is a global quality assurance and risk management company. Driven by our purpose of safeguarding life, property and the environment, we enable our customers to advance the safety and sustainability of their business.

    We provide classification, technical assurance, software and independent expert advisory services to the maritime, oil & gas, power and renewables industries. We also provide certification, supply chain and data management services to customers across a wide range of industries.

     

    Combining technical, digital and operational expertise, risk methodology and in-depth industry knowledge, we empower our customers’ decisions and actions with trust and confidence. We continuously invest in research and collaborative innovation to provide customers and society with operational and technological foresight.

    With origins stretching back to 1864 and operations in more than 100 countries, our experts are dedicated to helping customers make the world safer, smarter and greener.

     

    DNV GL delivers world-renowned testing and advisory services to the energy value chain including renewables and energy efficiency. Our expertise spans onshore and offshore wind power, solar, conventional generation, transmission and distribution, smart grids, and sustainable energy use, as well as energy markets and regulations. Our experts support customers around the globe in delivering a safe, reliable, efficient, and sustainable energy supply.

    Sorry the Share function is not working properly at this moment. Please refresh the page and try again later.
    Share on your newsfeed