• Business Development Manager

    Location DE-Hamburg
    Requisition ID
    2018-11593
    Business Area
    Oil & Gas
    Category/Discipline
    Sales and Business Development
    Location Details
    Hamburg, Germany
    Position Type
    Permanent employment
    Close Date (dd/mm/yyyy)
    18/12/2018
  • Local Unit & Position Description

    The Inspection Services business stream provides Clients with the assurance that their materials, components, and equipment are made to the right code, standard or end-user specification. Our product portfolio consists of:

    • Inspection and certification to codes, standards, and regulations
    • Worldwide vendor surveillance and site inspection (also known as second-party services, working on behalf of an end user)
    • The non-Inspection business provides Technical Assurance (Certification & Verification of Assets) as well as Advisory Services (e.g. Risk Management, Due Diligence, Marine Operations)

    We generally inspect high-value and safety-critical equipment for energy-related projects (O&G, traditional and renewable energy, etc.) such as steam boilers, valves, pressure equipment, and rotating equipment. We also specialize in the inspection and certification of offshore and onshore containers, as well as port cranes. Our global design appraisal team works across sectors to assess engineering designs for oil and gas, petrochemical, power, containers, and cranes all in service of delivering a proactive, professional and efficient support service to both internal and external clients. 

     

    The role involves developing, managing and growing new business opportunities within the areas of Inspection, Certification and Verification and Advisory services along the mentioned value chains. The BD Manager will promote the entire DNV GL O&G range of services in these areas to both new and existing customers in the O&G and process industries. This will involve conducting regular customer and site visits and account management of existing clients; working to grow opportunities and resolve issues or concerns they may have.

     

    This is a highly visible, client facing role which will manage existing accounts and attain new business in order to grow our client base and achieve sales targets.

     

    Areas of responsibilities: 

    • Develop profitable and sustainable sales growth in order to achieve/exceed agreed sales targets
    • Liaise with technical delivery teams to define resource capability and prepare competitive proposals
    • Develop a thorough understanding of clients' business to create clear value propositions
    •  Implement account management strategies to create opportunities for cross-selling a full range of DNV GL O&G services to meet clients' needs
    • Maintain a thorough understanding of the clients' end-use markets, their important customers, and their main competitors
    • Follow up leads and work with relevant internal stakeholders to define the scope of work, prepare bids and see them through to execution
    • Collect feedback from clients and work with internal teams to resolve client concerns; identify trends and make recommendations for implementing solutions
    • Keep strong communication lines open with other sales colleagues, account managers and business development community across the Business Area and the wider DNV GL Group
    • Determine clients' current and future needs and provide feedback to relevant departments about product requirements and/or enhancements
    • Monitor and report on all client meetings and visits, including relevant competitor activity. Contribute to appropriate sales review meetings
    • Support and represent DNV GL at industry events, local seminars and presentations
    • Coach technical delivery team towards a more client and commercial focus
    • Providing management with feedback, regular reporting and market intelligence

    Position Qualifications

    • Ideally a degree in engineering/ business/ marketing or equivalent, and strong practical experience in manufacturing/ power/downstream/upstream
    • At least 5 years relevant working experience in a sales and client facing role in inspection business or related
    • Extensive relevant experience within the relevant industries and mentioned services
    • Experience identifying client and business opportunities, including cold calling
    • Experience preparing and submitting bids and tenders to meet client proposals
    • Proven sales track record, ideally in a TIC or consulting organisation, including account management, achieving targets and complex sales

    Personal Qualities 

    • Excellent English & German language skills, both oral and written

    • Good communication and presentation skills

    • Ability to build relationships at all levels

    • Ability to work under pressure with minimal supervision

    • Strong verbal and negotiation skills and commercial awareness

    • In depth understanding of sales and marketing principles. Formal sales training like preferred 

    Please be informed you may be requested to provide DNV GL with additional documents for a background check.

    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 is the technical advisor to the oil and gas industry. We bring a broader view to complex business and technology risks in global and local markets. Providing a neutral ground for industry cooperation, we create and share knowledge with our customers, setting standards for technology development and implementation. From project initiation to decommissioning, our independent experts enable companies to make the right choices for a safer, smarter and greener future.

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