Key Account Manager

DNV Energy Systems North America (ESNA) region seeks a Key Account Manager to join our commercial team and drive strengthening, expanding and fostering relationships with our key accounts. ESNA is on a journey to become more customer-centric and agile in meeting customer requirements while continuously improving the way we work. As part of the commercial organization, you will develop stronger value propositions for your key customers and market area, with a particular focus on utilities, independent power producers (IPPs) and demand side management aligned with the Energy Systems strategy.

The KAM will be responsible for maintaining multiple Key Customers and will have a strong customer and market focus. They manage customer relations with a key customer and a group of customers in a defined energy industry segment.

As a KAM, they lead an account team that will establish relationships with customer contacts and understand the needs and strategic goals of the key account. Under the KAM direction, the account team will give customers a voice within the organization, provide input on improving customer service, and shape our customer policy and strategy.

This position will not have direct people management responsibility and will rely on your ability to influence people as a KAM to design and implement initiatives that are key to your success in the growing business with your assigned industry segment and Key Account. Collaborating closely with Marketing, Communications, and Public Affairs, you will be responsible for developing targeted Key Account and Customer Segment Campaigns.

This role is based at our DNV office in Houston, TX ; Arlington, VA, presenting a dynamic hybrid schedule where employees will typically spend three (3) days per week working from either a DNV office or client location/site. Further details regarding role-specific requirements will be shared during the interview process.

The position may also be considered at other DNV offices within the continental U.S

What You'll Do

• Strategy
  
  
  
  
  • Contribute towards the development of the key account strategy and be responsible for developing campaigns for your Key Accounts and service portfolio, which generates increased opportunities with your key accounts area
  • Develop and manage a strategy to optimize the customer experience and DNV business with customers for cross- and up-selling activities across BAs, BUs, and services
  
  
• Relationship Management
  
  
  
  • Foster relevant internal and external networks; identify, build, and strengthen customer relationships; stimulate collaboration within their region and across Business Areas
  • Act as a conduit for key projects, monitor the delivery of projects/services to ensure high quality and consistency, and participate in cross-sector opportunities
  • Acts as project sponsor for key projects, monitors the delivery of projects/services to ensure quality assurance and participates in cross-sector opportunities
  • Optimize customer experience measured via the customer relationship strength indicator (CRSI) score
  • Seek key customer insights (on strategic direction), market insights, and (services of) competitors and maintain an overview of significant market trends, including analysis of regional developments
  
  
• Sales Enablement
  
  
  
  • Establish and direct project and account teams to achieve business development success
    Identify, drive, and facilitate sales and market-led opportunities by actively managing sales pipeline growth and increasing order intake for a defined account(s) and market area(s)
  • Strong influence on project pricing, resourcing, and bid quality reviews.
  • Monitor and manage the sales funnel from sales-qualified leads to won opportunities.
  • Working with the Heads of Departments and line managers, you will contribute to building the (people) sales skills and foster a high-performing and collaborative culture
  
  
• Commercial
  
  
  
  
  • Collaborative participation in proposals
  • Working closely with the Sales Manager and fellow commercial team members to develop a yearly Annual Operating Plan
  • Critically review and influence pricing decisions
  
  
• Key Outputs
  
  
  
  
  • Monitoring and improving CRSI score for Key Accounts
  • Key Account top-line growth (order intake, external revenue)
  • Targets for order intake and pipeline development
  • Own top-line growth (order intake, external revenue)
  • Cashflow - (follow up and actioning of customer payments if needed)