Business Development Manager – Process Safety
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Job Description
Business Development Manager selling DEKRA’s process safety consulting and testing services from a US home office. Managing consultative sales, proposals, and strategic customer relationships.
Responsibilities:
- Support DEKRA’s Process Safety consulting and testing services as a key member of the sales organization
- Engage customers and prospects to understand operations, process safety priorities, technical requirements, safety risks, and business risks
- Translate customer needs into practical solutions across process safety consulting, testing, training, and safety management services
- Represent DEKRA at customer meetings, conferences, industry associations, webinars, and other market-facing activities
- Lead consultative discoveries covering processes, facilities, hazards, regulatory obligations, operating challenges, and business objectives
- Own the commercial growth plan for assigned market segments and account portfolios
- Conduct market analysis, target-account selection, industry engagement, pipeline development, and DEKRA resource coordination
- Develop customer-focused solutions involving risk assessments, Process Safety Management, 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 scope, schedules, and deliverables
- Translate customer needs and risks into comprehensive proposals communicating 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 activity in DEKRA’s CRM
- Manage and grow strategic customer relationships and coordinate DEKRA’s broader portfolio
- Contribute to a safe and healthy work environment by following established procedures and policies
- Report to the Market Segment, VP Sales; no direct reports
Requirements:
- Bachelor’s degree in engineering, chemistry, safety, or another relevant technical discipline preferred; equivalent technical and commercial experience will be considered
- 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 and understand customer operations and risk concerns
- Ability to 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
- Experience using structured sales methodologies such as Miller Heiman Strategic Selling, Conceptual Selling, or equivalent
- Working familiarity with process safety hazards, risk assessment practices, consensus standards, and regulatory requirements
- Ability to learn and clearly 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
- Ability to handle extended periods of computer-based work, including telephone use
- Ability to work flexible and extended hours as needed
- Domestic travel required, estimated up to 25%
- Must be eligible to work in the United States; this position is not eligible for visa sponsorship
Benefits:
- DEKRA Sales Incentive Plan (SIP)
- Medical and prescription health care benefits
- Dental benefits
- Vision benefits, including Domestic Partners
- Critical Illness & 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
- Travel Assist (Domestic/International)
- 401(k) plan with employer match
- Company-paid Short- & Long-Term Disability benefits
- Group term life insurance with options to buy-up for self and others
- Working Advantage 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 cycle participation
- Remote work from any US location
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