Sales Manager, Integrity and Risk

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