Are you excited about the opportunities created by the energy transition to decarbonize our economy?DNV Energy Systems North America (ESNA) region is seeking a Key Account Manager/Business Development Executive to join our Regional Management team and drive business development in support of the energy transition, the move towards cleaner energy sources and decarbonization. ESNA is on a journey to become more customer centric and agile in meeting its customer requirements whilst continuously improving the way we work. Working as part of the sales organization you will develop stronger value propositions for your key customers and market area, whether it be utilities, power grids, energy management or renewables, aligned with the Energy Systems strategy.
This is a remote position based from any location in the continental U.S.
What You'll Do
The KAM/BDE will be responsible for maintaining one or multiple Key Customers and will have a strong market and customer focus. They drive sales and manage customer relations with a key customer and to a group of customers in a defined energy industry segment. The focus of the role will be to provide accountability for market leadership, customer centricity and resultant order intake in one of the assigned market areas by ensuring the correct combinations of resources are deployed effectively to meet customer needs.
As a KAM, they direct an account team that will establish relationships with customer contacts and understand the needs and strategic goals of the key account. The account team under the KAM direction will give customers a voice within the organization, provide input to how we can improve our customer service and drive the shaping of our customer policy and strategy.
While this position will not have direct people management responsibility, you will direct people as a project manager to design and implement initiatives that are key to your success in the growing business with your assign 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.
Strategy
Contribute towards the development of the key account and market area strategy and be responsible for developing campaigns for your Key Accounts and service portfolio which generates increased sales in your specific area.
Sales
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 defined account(s) and market area(s).
Strong influence on project pricing, resourcing and bid quality reviews.
Optimize customer experience measured via the customer relationship strength indicator (CRSI) score.
Monitor and manage the sales funnel from sales qualified leads to won opportunities.
Seek key customer insights (on strategic direction) market insights and (services of) competitors and maintain an overview of major market trends, including analysis of regional developments.
Foster relevant internal and external network; identifies, build and strengthen customer relationship, stimulate collaboration within their region as well as across BA.
Develops 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
Act as a conduit for key projects, monitor delivery of projects/services to ensure high-quality and consistency, participate in cross-sector opportunities.
Acts as project sponsor for key projects, monitor delivery of projects/services to ensure high quality and consistency, participate in cross sector opportunities.
Working with Head 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 Sales Manager, and fellow Market Area Managers & KAMS to develop yearly Annual Operating Plan
Critically review and influence pricing decisions.
Key Outputs
Key Account top line growth (order intake, external revenue).
Targets for order intake and pipeline development.
Own top line growth (order intake, external revenue).
Greenhouse gas compass impact
Cashflow - (follow up and actioning of customer payments if needed)
Monitoring and improving of CRSI score for Key Accounts.
Position Qualifications
What is Required
Bachelor's degree or equivalent experience required
Minimum 7 years of experience working at a Senior level in a professional services business development role in the renewables industry with exceptional commercial awareness, good understanding of market drivers and opportunities (market foresight). Experience in the utilities, power grids or energy management will be considered
Minimum 7 years of Account Management experience. Global account management experience preferred
Established strong network of contacts & relationships with good understanding of the competitive landscape of market and key players within the renewables industry utilities, power grids and energy management
Client focus and proven business development ability to build customer relationships by engaging and interacting with them, including excellent interpersonal skills
Experience of driving continuous improvement in how sales are undertaken and developing a culture of high-quality delivery for the customer and results & solutions-orientated mindset with ability to manage, develop, monitor, interpret and report on key commercial/financial
Excellent written and verbal English communication skills with a proven ability to interact, influence and build key internal and external stakeholders at all levels. Shows persuasiveness and determination
Ability to juggle and manage conflicting priorities within required timelines
Willingness and ability to travel, up to 20% domestically and 1-2% internationally. Must possess a valid driver's license and be able to rent and drive a car and travel on public conveyances when required
Ability to lift up to 20 pounds; able to lift and carry up to 10 lbs. in addition to transporting one's own luggage for multiple-day travel and push, pull, reach, bend, twist, stoop and kneel with that which is lifted, carried or transported
We conduct pre-employment drug and background screening
What is desired
10+ years of Business Development and/or Account Management
Experience and good understanding of the competitive landscape of market and key players within the renewables industry utilities, power grids and energy management
*Immigration-related benefits, for example, visa sponsorship, are not available for this position*
How We Do It
We Care, We Dare, We Share
DNV is a proud equal opportunity employer committed to building an inclusive and diverse workforce. All employment is decided on the basis of qualifications, merit or business need, without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
For more information about your rights under the law, see:
DNV is committed to ensuring equal employment opportunity, including providing reasonable accommodations to individuals with a disability. US applicants with a physical or mental disability who require a reasonable accommodation for any part of the application or hiring process may contact the North America Recruitment department (hrrecruitment.northamerica@dnv.com). Information received relating to accommodations will be addressed confidentially.
What We Offer
Generous paid time off (vacation, sick days, company holidays, personal days)
Multiple Medical and Dental benefit plans to choose from, Vision benefits
Spending accounts - FSA, Dependent Care, Commuter Benefits, company-seeded HSA
Special programs - Employee Assistance Program, ID theft protection, and accident and critical illness options for you and your family
Employer-paid, therapist-led, virtual care services through Talkspace
401(k) with company match
Company provided life insurance, short-term, and long-term disability benefits
Tuition assistance
Flexible work schedule with hybrid/remote opportunities
Advancement opportunities
**Benefits vary based on position, tenure, location, and employee election**
As required by the Colorado Equal Pay Transparency Act, DNV provides a reasonable range of compensation for roles that may be hired in Colorado. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific office location. For the state of Colorado only, the range of starting pay for this role is $180,000-$225,000.
Please visit our website at www.dnv.com
Company & Business Area Description
DNV is the independent expert in assurance and risk management, operating in more than 100 countries. Through our broad experience and deep expertise we advance safety and sustainable performance, set industry benchmarks, and inspire and invent solutions.
We provide assurance to the entire energy value chain through our advisory, monitoring, verification, and certification services. As the world's leading resource of independent energy experts and technical advisors, we help industries and governments to navigate the many complex, interrelated transitions taking place globally and regionally, in the energy industry. We are committed to realizing the goals of the Paris Agreement, and support all stakeholders to transition faster to a deeply decarbonized energy system.
