Product Line Renewables & Ocean Structures builds and distributes engineering software. Our mission is to “empower the world’s professionals to accelerate the energy transition, and sustainable use of the ocean”, and we aim “to be the most trusted engineering and digitalization partner, bringing value through our customer experience focus”. Our portfolio of software products includes a combination of successful industry favourites like Sesam, Bladed, and Nauticus Machinery.
Our Product Line is part of the DNV – Digital Solutions business area, built up of cross functional value stream teams across a collaborative organization structure.
This Business Development Manager role will report to the Global Head of Sales based in Europe as part of the wider Growth team.
The Business Development Manager will have responsibility for leading DNV’s client facing strategy within the China market to roll out a multi-year roadmap for the expansion of our market footprint in the Offshore Wind and Oil & Gas sectors.
The key focus of this role is to develop DNV Digital Solutions penetration and market position within the China market hunting for new clients & logos.
The Business Development Manager will lead by example and build strong relationships, both internally with the wider regional commercial team, along with global functions, including the Product Line & Software Engineering, MarCom, Legal and Finance as well as interaction with clients at a senior, decision-maker level.
It is expected that this position will require travel both domestically up to 50% of the time with some international travel.
The candidate would be ideally be located in Shanghai allowing collocation with our other local team members.
Main responsibilities:
- This is a pure hunter role focused on generating new logos and expanding the footprint in underpenetrated accounts.
- Support initial account development before transitioning matured accounts to the Account Management team.
- Lead the on the ground, customer facing activities within China, become that go to person for your clients.
- Attend client meetings, conferences and lobby stakeholders as required to get the job done.
- Increase the exposure and market knowledge of DNV Digital Solutions products from the Renewable and Ocean Structures product portfolio to the China market, especially in the offshore wind and Oil and gas sectors.
- Implement cross DNV BA sales strategies to provide a compelling value proposition to our client.
- Own the end-to-end sales process and the associated sales target.
- Identify unmanaged strategic Key Accounts, onboard and actively manage these accounts during the early stages of their engagement with DNV Digital Solutions to build a solid relationship across the clients’ organisation, at decision maker, influencer and user levels.
- Develop long standing, resilient client relationships which lead to a win-win scenario for both them and DNV.
- Take full ownership of sales pipeline, conversion rate, and annual new logo target.
- Develop and execute go-to-market strategies aligned with quarterly KPIs.
- Be an integral part of the wider China commercial team – this is not a role for a lone wolf.
- Flexible work arrangements for better work-life balance.
- Generous Paid Leaves (Sick leaves policy/ Annual leaves policy).
- Medical benefits - Annual Health Check-up.
- Pension and Insurance Policies – (Pension Insurance, Medical Insurance, Unemployment Insurance, Work related injury insurance, Supplementary Pension).
- Training and Development Assistance (Training Sponsorship, On-The-Job Training, Training Programme).
- Additional Benefits (Long Service Awards, Mobile Phone Reimbursement, Housing Fund, Lunch Policy).
- Profit Share/ Chinese New Year Bonus.
*Benefits may vary based on position, tenure/contract/grade level*
DNV is an Equal Opportunity Employer and gives consideration for employment to qualified applicants without regard to gender, religion, race, national or ethnic origin, cultural background, social group, disability, sexual orientation, gender identity, marital status, age or political opinion. Diversity is fundamental to our culture and we invite you to be part of this diversity.- Minimum Bachelors Degree in an associated engineering discipline or business
- Industry experience in Business Development background with a strong demonstratable track record in securing new client, expanding the product market penetration, achieving / surpassing realistic personal sales targets.
- Be the tenacious hunter.
- Extrovert, happy to present to both small client groups but also to large audiences.
- Proactively build and maintain strong relationships, both externally and internally.
- Have worked in a multi-cultural commercial environment.
- Courage to make qualified independent decisions and move forward.
- Solution oriented and highly proactive.
- Collaborative, both within immediate team and the wider business.
- Excellent communication skills and ability to inspire people, building strong relationships.
- Ability to travel to where the customer is.
- Fluent in Mandarin and English, both spoken and written.
Preferable;
- Experience in Renewables and/or offshore energy industries within the China market.
- A professional network within the offshore and / or wind sector; this may be from a substructure design / developer / OEM / software domain.
- Commercial experience within the technical software sector.
We help customers navigate the complex transition to a decarbonized and more sustainable energy future. We do this by assuring that energy systems work safely and effectively, using solutions that are increasingly digital. We also help industries and governments to navigate the many complex, interrelated transitions taking place globally and regionally, in the energy industry.
