Area Sales Manager

About Business Assurance

We help companies ensure compliance, build high performing management systems, and meet competence needs within a wide range of industries. DNV helps companies understand how to work with us, allowing stakeholders to take part in technically challenging and innovative projects worldwide that demand a broad variety of expertise. Our strong focus on research and innovation opens an array of opportunities and allows you to engage in projects which develop next generation solutions and manage their risk picture through our management system certification and training portfolios.

The Area Sales Manager is responsible for achieving growth in sales through developing new customers and new services in line with DNV Business Assurance strategy. This position plays a key role in positioning DNV's vision "To be a trusted partner in tackling global transformation" in the market and customers through enabling a team of sales functions and other internal functions. This position is expected to translate DNV Business Assurance's global strategy into actions in the India market to help customers navigate their sustainability journey through the application of internationally recognized standards.

This is a leadership role with several people reporting to this position and it is part of the management team in DNV Business Assurance India. The role reports to the Area Manager, India and Middle East and will be part of the Business Assurance global sales network at DNV Business Assurance.

Main Responsibilities

• Understand DNV Business Assurance strategy for Growth, prepare and implement a strategy in India aligned with global.
• Lead sales and business development (BD) plans, their implementation and execution in order to achieve business ambitions in India.
• Drive the sales and BD of Management System Certification (MSC) and training business in India by achieving individual and team sales targets and other key performance goals.
• In managing the team performance, proactively monitor and report monthly and quarterly forecasts of sales contract values, and ensure timely tagging of sales leads and opportunities in the system, accuracy of sales quotes per DNV rules, guidelines and practices.
• Establish and practice a reliable and healthy sales pipeline management process.
• Develop insights about sales leads and manage healthier conversion of leads into opportunities, and opportunities into contracts.
• On a strategic mode, seek opportunities to develop new business and share relevant market knowledge with other stakeholders to ensure the opportunities are pursued.
• Develop business relationships with customers and new clients including a local network of partners (consultants, channels).
• Initiate and actively take part in local communication actions such as events, tradeshows, conferences, exhibitions, and other activities.
• Support the digitalisation transformation and other projects.
• Participate and contribute at the global sales network meetings, initiatives and ensure the sharing and implementation in India.
• Responsible for managing team performance through coaching, mentoring and competence development of the sales team in India.
• Work closely with team members to encourage collaboration internally and with other business areas in order to achieve business results, growth and innovation.
• Ensure that DNV's commitments to market are deliverable by understanding capabilities and collaborating with operations.
• Work closely with technical functions to ensure that the services offered to customers are optimized with win win partnership.
• Take the lead in developing new services with a clear project management approach to go to market as fast as possible.
• Lead the improvement of the Employee Engagement and driver scores, implementation initiatives on Diversity, Equity & Inclusion, Superior Customer Experience and other projects.
• Lead and support the development and career growth of team members.
• Instil a culture of high quality and integrity in own work, the team under this role, and all other collaborative approaches.

Benefits

Benefits may vary based on position, tenure/contract/grade level.

• Flexible work arrangements for better work life balance
• Generous paid leaves (annual, sick, compassionate, local public, marriage, maternity, paternity, medical leave)
• Medical benefits (insurance and annual health check up)
• Pension and insurance policies (group term life insurance, group personal accident insurance, travel insurance)
• Training and development assistance (training sponsorship, on the job training, training programme)
• Additional benefits (long service awards, mobile phone reimbursement)
• Company bonus/profit share

Qualifications

• Minimum bachelor's degree; master's degree in marketing is an added advantage
• More than 10 years of relevant experience in sales and business development covering B to B services, combined with experience in quality, health, safety and environment (QHSE) risk management in the certification and training industry
• Minimum 5 years experience in managing team members' performance, development and potential capability
• Strategic approach towards customers and potential clients by translating knowledge and understanding into offering innovative and value added solutions
• Market intelligence and in depth understanding of competitive landscape in India
• Experience in managing and developing key accounts/customers and winning new clients
• Effective English communication skills
• Strong interpersonal relationship building capability to manage the team locally and remotely
• Collaboration skills in working with cross functional teams locally and globally in different functions
• Leadership skills such as mentoring, coaching, and developing people
• Strong analytical skills to interpret mega and mini trends in market, internal process metrics
• Objective decision making using sound and relevant data and benchmarks

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.

Security and compliance with statutory requirements in the countries in which we operate is essential for DNV. Background checks will be conducted on all final candidates as part of the offer process, in accordance with applicable country specific laws and practices.