Director, Sales

Dynamic Risk is a widely recognized integrity, risk management and software solutions company within the energy sector. We’ve been delivering our expertise and solutions since 1996 and we’ve become the industry-leading provider of pipeline integrity management solutions, which includes our suit of IRAS Software Applications.

General Description

The Sales Director is a senior position within the company responsible for leading the organization’s sales activities, meeting and exceeding annual targets, leading the development and execution of an annual sales strategy, and translating that strategy into results. The Sales Director is the subject matter expert regarding market research, customer and competitive intelligence, sales reporting, and leading a high-performing team in identifying and qualifying new leads, and expanding wallet share with existing clients.

The Sales Director ensures the team of Sales Managers develops relationships at all levels of our client’s organization to be able to actively identify new opportunities for Dynamic Risk’s solutions and services as they arise. They also oversee the Green Field Sales process and take a lead role to respond to RFQ’s and proposals. The Sales Director is adept at consultative selling; actively listening before providing solutions.

They are responsible to gather the voice of the customer, market intel for product development and support, and establishing pricing structures for our technology solutions and services.

Job Duties Leadership

- Provide leadership to the Sales Management team by setting a vision, establishing department and individual goals, and supporting the achievement of those goals through coaching, mentoring, and training

- Support Sales Managers on key, strategic and at-risk accounts

- Develop sales process and tactical plans for each phase of the Dynamic Risk sales cycle

- Support Sales Managers to identify and qualify leads based on industry research and initial discovery meetings/opportunity development meetings

- Provide guidance and support for any invoicing issues, questions, or budget issues

- Participate in pricing structure reviews and reconciliations to ensure current and future pricing is accurate and based on vetted data when available

Corporate

- Provide timely and accurate reporting to the Vice President as requested

- Lead commercialization activities and market research efforts regarding customer and competitor activity, pricing, distribution network, and new product/market development

- Ensure department processes, procedures and tools are readily available to ensure team member and client success

- Recommend and develop sales programs in the pursuit of specific revenue targets under pre-established margin guidelines, execute approved programs and report on results

- Collaborate with the executive team to develop short- and long-term strategic plans, including the preparation of annual sales plans

- Increases sales revenue, customer base, and market penetration on a year-over-year basis through the continuous development of effective customer liaison activities

- Process and template documentation generation and updates (i.e., sales workflows, proposals, RFPs, pricing, CRM, etc.)

- Manage the tracking and mapping of all sales opportunities through the entire sales cycle for accurate forecasts on a weekly basis

- Assist with marketing activities on a limited/as-needed basis including attendance at industry conference events

- Monitor industry and company-related news releases and events to assist with determining potential future trends in the oil and gas industry with a potential impact on Integrity Management business

- Participates in strategic planning sessions to set the direction and vision for the company

Job Pre-requisites

- An undergraduate degree in Science or Engineering (BSc/BA), a technical certificate (CET) or technical continuing education programs is an asset

- Minimum 15 years experience in working with or within energy industry organizations or consulting firms

- Proven track record of consultative selling, successfully managing client relationships and identifying opportunities for growth within an existing client base

- A demonstrated commitment to continued learning either through a structured education program or on-the-job learning

- Entrepreneurial drive and proven business development abilities.

- Highly developed organizational, planning and communication skills and the ability to work effectively with others

- Good understanding of change management and ability to motivate and help others see future state benefits

- Strong technical background in pipeline integrity with a focus on key areas of Dynamic Risk's scope of services and products

Working Conditions

Dynamic Risk offers a flexible and hybrid work environment that supports business hours from 8am to 5pm. On a weekly basis, employees are required to account for a minimum of 40 hours. The Employee must be available to travel to client sites and our offices in Calgary, Alberta and Houston, Texas.