Sales Manager, Integrity and Risk

Location:
Houston, TX, United States
Business:
Digital Solutions
Position type:
Full Time
Contract type:
Permanent Employee
Job ID:
5246
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Overview

About us

We are the independent expert in assurance and risk management. Driven by our purpose, to safeguard life, property, and the environment, we empower our customers and their stakeholders with facts and reliable insights so that critical decisions can be made with confidence.

As a trusted voice for many of the world’s most successful organizations, we use our knowledge to advance safety and performance, set industry benchmarks, and inspire and invent solutions to tackle global transformations.

About Digital Solutions

We provide engineering software tools and enterprise solutions for managing risk to improve safety and performance across industries, including the maritime, energy, and healthcare sectors. Research, development, implementations and partnerships with our customers have earned us the position as a trusted third-party vendor of software and services. We are accelerating the pace of transition toward the digitalization of systems and software-as-a-service (SaaS) solutions to give customers the efficiency and flexibility of the cloud, including the power and insights from advanced analytics. 

About the role

Sales Manager, Integrity and Risk reports into Growth Manager and focuses on new customer acquisition.

Scope of the role is to plan and execute sales plans, proactively identify new leads and opportunities, develop value propositions, present our solutions and offerings, negotiate and close opportunities.

The position will work closely with prospects, customers, marketing, pre-sales, delivery, operations and customer success

Primary tasks of this role

  • Plan and execute GOTO-market programs to identify potential clients and business opportunities
  • Develop and maintain strong relationships with prospects and clients, create awareness for our products and services
  • Attending networking events, joining professional organizations or groups and leveraging social media to make new connections
  • Generate, qualify and convert new leads to opportunities via traditional and digital channels
  • Prepare and deliver compelling sales presentations to prospective clients
  • Negotiate and close sales deals, ensuring client satisfaction and meeting sales targets
  • Communicate market, including competitor, feedback to marcom and the product development team to improve offerings
  • Maintain good housekeeping of CRM-systems and sales funnel
  • Develop solid networks and collaboration across Digital Solutions organization as well as across other DNV business areas.

Strategic KPI's

  • Sales funnel growth, lead conversion, weighted value, opportunity age
  • Hunting vs farming ratio, hit rate, market initiatives
  • Strategic must win's, X-BA win's, digital sales
  • Sales funnel Housekeeping

Key Behaviors

  • Manage high volume of leads and opportunities in parallel
  • Navigate complex sales cycles and guide the customer journey
  • Balance ambitious goals and sales targets with proper customer satisfaction
  • Keep up with rapid market changes

This role is based at our DNV office in Houston, TX, Columbus, OH, Mechanicsburg, PA presenting a dynamic hybrid schedule where employees will typically spend three (3) days per week working from either a DNV office or client location/site. Further details regarding role-specific requirements will be shared during the interview process.

What You'll Do

The Integrity and Risk Sales Manager contributes to the unit’s goals for order intake, revenues, profitability, and market penetration in North America.

  • Promote and sell the company’s existing software and delivery services by identifying and managing opportunities in targeted Liquid/Gas transmission pipeline market and geography
  • Successfully and professionally manage the entire sales process in accordance with company systems and policies
  • Participate in sales forecasting and planning in an effective manner by:
    • Consistently building and delivering an accurate opportunity pipeline.
    • Assisting with executing short and long-range sales and marketing plans.
    • Actively engage with the Sales team and other colleagues, sharing knowledge and ideas in support of profitable growth and customer success.
    • Support and promote established relationships with industry and solution partners to maximize sales and sustain a leading position in the market
    • Embraces and engages the Challenger Sales Methodology (Richardson Upskilling)
    • Meet or exceed the sales target for our offerings and identify short-term as well as long-term business opportunities via account management activities
    • Gather intelligence and obtain a clear and comprehensive understanding of the client's business issues and challenges
    • Lead or participate in contract negotiations as required
    • Use the CRM tool (Salesforce) to manage and record all stages and activities of the sales cycle
    • Develop and grow relationships within the global sales team and actively collaborate and share customer intelligence and opportunities
    • Participate in global sales team gatherings and sales initiatives
    • Other sales and business development activities as required, in support of company strategies and goals

What we offer
  • Generous paid time off (vacation, sick days, company holidays, personal days)
  • Multiple Medical and Dental benefit plans to choose from, Vision benefits
  • Spending accounts – FSA, Dependent Care, Commuter Benefits, company-seeded HSA
  • Employer-paid, therapist-led, virtual care services through Talkspace
  • 401(k) with company match
  • Company provided life insurance, short-term, and long-term disability benefits
  • Education reimbursement program
  • Flexible work schedule with hybrid opportunities
  • Charitable Matched Giving and Volunteer Rewards through our Impact Program
  • Volunteer time off (VTO) paid by the company 
  • Career advancement opportunities

**Benefits vary based on position, tenure, location, and employee election**

DNV is a proud equal opportunity employer committed to building an inclusive and diverse workforce. All employment is decided on the basis of qualifications, merit, or business need, without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status. DNV is committed to ensuring equal employment opportunity, including providing reasonable accommodations to individuals with a disability. US applicants with a physical or mental disability who require a reasonable accommodation for any part of the application or hiring process may contact the North America Recruitment Department (hrrecruitment.northamerica@dnv.com). Information received relating to accommodation will be addressed confidentially.

For more information :

https://www.eeoc.gov/know-your-rights-workplace-discrimination-illegal

About you

What is Required

  • Promote and sell the company’s existing software and delivery services by identifying and managing opportunities in targeted Liquid/Gas transmission pipeline market and geography
  • Successfully and professionally manage the entire sales process in accordance with company systems and policies
  • Bachelor's degree in related discipline or equivalent professional experience of 10+ years of account management experience, preferably in the natural gas/liquids transmission market
  • Proven track record in technical sales consistently meeting or exceeding increasing sales goals
  • Solid technical operations familiarity with the natural gas/liquids transmission markets and a good overall understanding of the industry trends and relevant competition
  • Medium to advanced understanding of pipeline integrity and risk as it relates to natural gas/liquids pipelines
  • Familiarity with the regulations facing pipeline operators
  • Demonstrated account management ability including stakeholder mapping
  • Demonstrated creativity and innovation in cross functional selling with ability to present oneself in a professional manner
  • Effective communication, particularly listening skills with both colleagues as well as customers, ability to see the bigger picture
  • The ability to efficiently and effectively communicate complex solutions to the various stakeholders of an organization; C-Level, IT, Dept Manager and Engineer persona’s
  • Excellent interpersonal skills to create and maintain profitable relationships with existing and potential customers
  • Thorough understanding and execution of negotiating and closing in a win-win long term focused environment
  • Willingness to travel within the region and internationally
  • Proven ability to develop a sales funnel in new market segments
  • Excellent verbal and written communication skills.
  • We conduct pre-employment drug and background screening

What is Preferred

  • Specific experience with DNV’s Digital Solutions Software*
  • Ability to demonstrate the Pipeline Product Line suite of products*
  • Experience selling Software as a Service (SaaS)
  • Demonstrated success selling Enterprise Software Solutions at the senior level
  • Proactive and enthusiastic
  • Persuasive and assertive
  • Collaborative
  • Sold Integrity and Risk domain and solution competence
**Immigration-related employment benefits, for example visa sponsorship, are not available for this position**

Benefits

Please note, benefits may depend on your contract type, please confirm with your recruiter.

Profit Share

You’ll be part of our global profit share scheme that means we all share in our success as a business. If we profit, so do you. This will be part of our Total Compensation approach each year and depends on our year-end results.

Personal Development

You’ll have a lot of opportunities to learn and grow. Whether it’s building your network, having resources to plan and realise your career goals or enjoying genuine freedom to satisfy your curiosity, we’ll make sure you’re always growing and developing.

Purpose-led organization

You become part of a world-leading company where we know and live our purpose; to safeguard life, property, and the environment, with the opportunity to tackle global change through your work.

401(k)

DNV provides the option for eligible employees to enroll in our professional managed 401(k) plan. We’ll match up to a percentage of employee elected investment, which will become fully vested after a few years.

Healthcare and more

You’ll have multiple medical plans to choose from including Dental, Vision, RX plans, AD&D, Critical Illness, ST/LT Disability, Paid Parental Leave, Virtual TalkSpace Therapy.

Additional benefits

ID theft protection, generous PTO accrual, company paid holidays, discounted pet insurance, charitable donation matching, additional vacation hours purchase plan, commuter benefits, Employee Assistance Program (EAP), tuition reimbursement.

Diversity, Equity and Inclusion

At DNV, our commitment to Diversity, Equity, and Inclusion is not only an ethical choice, but also a business decision.

Diversity, fairness, and a sense of belonging are a source of strength for our people, our business, and our customers, and help us to deliver on our purpose, vision, and values.

Learn more

Working here

Since 1864 we’ve been dedicated to safeguarding life, property and the environment. Today we remain at the forefront of new technologies and techniques to help our customers transform for a more sustainable future.

At DNV you can expect to deliver career and industry defining work. You’ll be given the time to build your network, the resources to support your development, and the freedom to satisfy your curiosity and desire to learn.

Learn more

Application Process

FAQs

Welcome to our Frequently Asked Questions page. We’ve put together answers to the questions we’re asked most often to help you find the information you need quickly and easily. Whether you're curious about our recruitment process, benefits or career growth and development, you should find the information below.

How can I find job openings that fit my skills and interests?

Explore our official job search page where you can use filters such as job type, location, and department to find roles that best match your qualifications and career aspirations.

What’s your application process like?

You can apply directly through our careers page by submitting your CV and any other documents we require (i.e. university diplomas/transcripts; visas; previous employment reference letters). Make sure your application is fully completed, and you tailor it to the specific job listing. 

Is your recruitment process designed to be inclusive and accessible?

Yes, it is. We're an equal opportunities employer and welcome applications from all candidates. We’re happy to support your need for any adjustments during the application and hiring process. Share the details of what you need within your application.

What types of interviews might I undergo?

Depending on your role, our interview process may include initial phone screenings, video conferences, and in-person interviews, focusing on both your technical abilities and our shared values. You can ask your recruiter specifically about the interview process for your role. 

How long does the hiring process typically take from application to decision?

The timeline can vary but we make every effort to reply to each candidate as soon as possible and keep everyone up-to-date with where they are in the recruitment process.

How do I know if a recruitment contact is legitimately from your company?

Official communication will come from our verified company email addresses. Carefully check any suspicious looking emails and if you have any doubts, don’t engage.

Are there any fees involved in your recruitment process?

No, we do not charge any fees at any stage of our recruitment process. All applications and interviews are free of charge, we will never ask you to pay any fees or make any payments – please be wary of any requests for payment as these are likely scams.

What should I do if I suspect a job scam?

If you encounter suspicious job postings or recruitment practices, do not provide personal information and contact your recruiter as soon as possible. We take these matters seriously. We will never ask you to pay any fees or make any payments part of our recruitment process.

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Disclaimer

Please beware of recruitment scams that pretend to be from DNV or its employees. We will never ask you to pay any fees or make any payments as part of our recruitment process.