Senior Business Development Manager
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Job Description
Senior business development manager growing DEKRA’s sustainability advisory, assurance, and assessment services. Driving client acquisition, proposals, partnerships, and technical ESG consulting.
Responsibilities:
- Develop and execute a Sustainability Services growth plan covering priority sectors, target accounts, strategic partners, market opportunities, revenue objectives, and near- and long-term actions
- Originate and qualify opportunities through research, account planning, networking, targeted outreach, referrals, industry events, and follow-up
- Build and expand trusted relationships with prospective and existing clients
- Diagnose client business, technical, risk, and compliance needs and position relevant DEKRA solutions
- Maintain an accurate Salesforce pipeline from lead through close, including activity, next steps, probability, revenue, forecast assumptions, and follow-up
- Prepare sales activity, pipeline, budget, and forecast reporting and contribute market intelligence to business planning
- Coordinate with delivery teams for seamless handoff, issue resolution, expansion opportunities, and long-term account value
- Create and coordinate research papers, white papers, case studies, webinars, and other thought-leadership assets
- Lead integrated marketing campaigns, including website content, LinkedIn presence, digital campaigns, client communications, and performance tracking
- Develop conference and event strategies and attend sustainability conferences
- Secure speaking, panel, and sponsorship opportunities
- Represent DEKRA at trade shows, webinars, conferences, and client forums
- Lead development and delivery of client proposals, statements of work, presentations, and commercial materials
- Coordinate technical, commercial, legal, and operational inputs for complex opportunities
- Advance opportunities through follow-up, stakeholder mapping, objection resolution, and clear next steps
- Perform sustainability technical consulting and project work
- Support GHG emissions calculations, corporate carbon accounting, product carbon footprints, LCAs, CDP reporting, SBTi target-setting, EcoVadis, SB 253/CCDAA, climate-related financial risk assessments, GHG verification and assurance, supply-chain engagement, and CBAM
- Partner with technical experts and accredited personnel when specialized competence or authorization is required
- Develop and improve sustainability templates, tools, proposals, scopes of work, carbon-accounting workpapers, assurance materials, verification materials, and project-delivery templates
- Identify service gaps, emerging regulations, client needs, and delivery lessons to inform new sustainability offerings, go-to-market messaging, and team capability development
- Report to the Director of Sales - Audit
Requirements:
- Bachelor’s degree in business, engineering, environmental science, sustainability, accounting, or a related discipline
- Advanced degree or relevant professional certification preferred
- 7–10 years of progressive experience in sustainability, climate/ESG consulting, assurance, business development, or comparable client-facing professional services
- Demonstrated record of opportunity creation and revenue growth
- Working knowledge of GHG accounting and sustainability frameworks, standards, or regulations, including the GHG Protocol, CDP, SBTi, life-cycle assessment concepts, CBAM, and California climate-disclosure requirements
- Ability to translate technical sustainability issues into commercially compelling client solutions
- Ability to scope consulting engagements, develop proposals, and communicate with senior stakeholders
- Strong research, analytical, writing, presentation, networking, and facilitation skills
- Ability to produce thought-leadership materials and present at webinars and industry events
- Proficiency with Salesforce or comparable CRM systems and Microsoft Office applications
- Organized pipeline management, attention to detail, and sound forecasting discipline
- High personal credibility, excellent interpersonal and negotiation skills
- Ability to work independently and collaborate across sales, marketing, technical, operational, and partner teams
- Ability to travel domestically up to 25–50% and internationally on a limited basis
- Must be able to work in varied client locations, environments, and conditions
- Must be able to accommodate various shifts as client activities are scheduled
- Must be able to withstand extensive travel and potentially difficult travel and long periods of driving
- Ability to move and conduct work with full range of motion
- Ability to lift 25–50 lbs. of luggage
- Ability to perform extended periods of computer-based work and standing
Benefits:
- Medical and prescription health care benefits
- Dental and vision coverage, including 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
- Mental and emotional support resources through the Employee Assistance Program
- 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-up for self and others
- 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 model
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