Key Account Manager- Energy & Utilities

DNV • Arlington, VA

4d • Hybrid

About The Position

DNV Energy Systems North America (ESNA) is seeking a Key Account Manager for its commercial team. The role strengthens, expands, and fosters relationships with key customers, with a particular focus on electric and power utilities and demand side management. The Key Account Manager manages multiple key customers and customer relationships within a defined energy industry segment, developing stronger value propositions aligned with the Energy Systems strategy.

The Key Account Manager leads account teams that build relationships with customer contacts and understand customers’ needs and strategic goals. The role gives customers a voice within DNV, provides input on improving customer service, and helps shape customer policy and strategy. It has no direct people-management responsibility; success depends on influencing colleagues to design and implement initiatives for assigned accounts and industry segments.

The position works closely with Marketing, Communications, and Public Affairs to develop targeted account and customer-segment campaigns. It is preferably based at one of the listed DNV offices and follows a hybrid schedule, typically spending three days per week at a DNV office or client location/site. Other DNV offices in the continental United States may also be considered. The role requires domestic travel up to 40% and international travel up to 5%.

Requirements

• Minimum bachelor’s degree or equivalent experience.
• At least 7 years of senior-level business development experience in a professional services business in the energy utilities sector, with exceptional commercial awareness and understanding of market drivers and opportunities.
• At least 7 years of account management experience.
• Established network of contacts and relationships within the energy utilities sector.
• Experience with electric or power utilities or demand side management.
• Customer focus and demonstrated business development ability to build customer relationships.
• Experience driving sales, ensuring high-quality customer service, and maintaining a results-driven mindset.
• Ability to manage, develop, monitor, interpret, and report on key commercial and financial metrics.
• Ability to manage conflicting priorities within required timelines.
• Willingness and ability to travel up to 40% domestically and 5% internationally.
• Valid driver’s license and ability to rent and drive a car and use public conveyances when required.
• Excellent written and verbal English communication skills.
• Must complete pre-employment drug and background screening.

Nice To Haves

• Minimum of 10 years of business development and/or account management experience.

Responsibilities

• Contribute to key account strategy and develop campaigns for key accounts and the service portfolio to generate increased opportunities.
• Develop and manage strategies to optimize customer experience and DNV business, including cross-selling and up-selling across Business Areas, Business Units, and services.
• Build and strengthen internal and external networks and customer relationships, and stimulate collaboration within the region and across Business Areas.
• Act as a conduit for key projects, monitor project and service delivery for quality and consistency, and participate in cross-sector opportunities.
• Act as project sponsor for key projects and monitor delivery to ensure quality assurance.
• Optimize customer experience as measured by the customer relationship strength indicator (CRSI) score.
• Gather insights on customers’ strategic direction, markets, and competitors, and maintain an overview of significant market trends and regional developments.
• Establish and direct project and account teams to achieve business development success.
• Identify, drive, and facilitate sales and market-led opportunities by managing sales-pipeline growth and increasing order intake for assigned accounts and market areas.
• Influence project pricing, resourcing, and bid-quality reviews; monitor and manage the sales funnel from sales-qualified leads to won opportunities.
• Work with department heads and line managers to build sales skills and foster a high-performing, collaborative culture.
• Participate in proposals and work with the Sales Manager and commercial team to develop the annual operating plan.
• Critically review and influence pricing decisions.
• Monitor and improve CRSI scores and key-account growth, order intake, pipeline development, external revenue, and cash flow; follow up on customer payments when needed.

Benefits

• Generous paid time off, including vacation, sick days, company holidays, and personal days.
• Multiple medical and dental benefit plans.
• Vision benefits.
• Flexible spending account, dependent care, commuter benefits, and company-seeded health savings account.
• Employer-paid, therapist-led virtual care services through Talkspace.
• 401(k) with company match.
• Company-provided life insurance and short-term and long-term disability benefits.
• Education reimbursement program.
• Flexible work schedule with hybrid opportunities.
• Charitable matched giving and volunteer rewards through the Impact Program.
• Paid volunteer time off.
• Career advancement opportunities.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior