Business Development Manager - Process Safety
About The Position
The Business Development Manager is a member of DEKRA’s sales organization, supporting Process Safety consulting and testing services. Working remotely from a home office, the role engages customers and prospects to understand their operations, process safety priorities, technical requirements, and safety and business risks. The manager translates customer needs into practical solutions by connecting clients with DEKRA’s consulting, testing, training, and safety management services, and collaborates with technical experts to shape scopes of work, develop proposals, and build long-term customer relationships. The position owns commercial growth plans for assigned market segments and account portfolios, manages the sales cycle from market development through close, and grows strategic customer relationships. It also represents DEKRA in customer meetings, conferences, industry associations, webinars, and other market-facing activities, presenting technical-commercial content when appropriate. Domestic travel is required, estimated at up to 25%.
Requirements
- 3–5+ years of direct consultative sales or business development experience in Process Safety, industrial risk, engineering, testing, or closely related technical services.
- Demonstrated success developing and closing complex, multi-stakeholder opportunities.
- Ability to conduct effective discoveries, understand customer operations and risk concerns, and translate technical and business requirements into solutions supported by subject-matter experts.
- Ability to manage multi-stakeholder opportunities, executive relationships, competitive positioning, and strategic account growth using structured sales methodologies.
- Working familiarity with process safety hazards, risk assessment practices, consensus standards, and regulatory requirements, and ability to learn and communicate DEKRA’s consulting and testing capabilities.
- Working knowledge of Microsoft Office, Salesforce, LinkedIn Sales Navigator, and ZoomInfo.
- Strong written, presentation, and cross-functional collaboration skills.
- Ability to work in a general office environment and handle extended periods of computer-based work, including telephone use.
- Ability to work flexible and extended hours as needed.
- Ability to travel domestically, estimated up to 25%.
Nice To Haves
- Bachelor’s degree in engineering, chemistry, safety, or another relevant technical discipline; equivalent technical and commercial experience will be considered.
- Experience with sales methodologies such as Miller Heiman Strategic Selling®, Conceptual Selling®, or equivalent.
Responsibilities
- Contribute to a safe and healthy work environment by participating, taking responsibility, and following established procedures and policies.
- Lead consultative discovery with customers and prospects to understand their processes, facilities, hazards, regulatory obligations, operating challenges, and business objectives.
- Own commercial growth plans for assigned market segments and account portfolios, including market analysis, target-account selection, industry engagement, pipeline development, and coordination of DEKRA resources.
- Develop customer-focused solutions using DEKRA Process Safety consulting and testing services, including risk assessments, Process Safety Management services, explosion protection, dust hazard analysis, process hazard analysis, hazardous area classification, regulatory audits, and building and fire code reviews.
- Collaborate with consultants, engineers, and laboratory leaders to define technical approaches, testing requirements, project scopes, schedules, and deliverables.
- Translate customer needs and identified risks into comprehensive proposals explaining recommended solutions, value, assumptions, and expected safety outcomes.
- Manage the full sales cycle from market development and lead qualification through discovery, solution development, proposal, negotiation, handoff, and close; maintain complete and accurate CRM activity.
- Manage and grow strategic customer relationships by anticipating process safety needs, coordinating DEKRA services, and applying large-account planning and strategic selling practices.
- Represent DEKRA at customer meetings, conferences, industry associations, webinars, and other market-facing activities, including presenting technical-commercial content when appropriate.
Benefits
- Medical and prescription, dental, and vision coverage, including coverage for domestic partners.
- Critical Illness and Hospital Indemnity supplemental insurance.
- Company Health Savings Account contribution.
- Flexible Spending Account for eligible health care and dependent care expenses.
- Paid time off, including vacation, sick leave, and floating holidays.
- Employee Assistance Program mental and emotional support resources.
- Wellness Program with participation rewards.
- Paid Parental Leave.
- Domestic and international Travel Assist.
- 401(k) plan with employer match.
- Company-paid short- and long-term disability benefits.
- Group term life insurance, with options to buy additional coverage.
- Corporate discount program.
- Education Assistance Program.
- Student Loan Repayment Assistance.
- Internal training and development resources.
- LEAD Forward Leadership Development Program.
- Annual career goal-setting and performance review participation.
- Sales Incentive Plan eligibility.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
