Key Account Manager- Energy & Utilities

DNV•Oakland, CA

4d•$160,000 - $200,000•Hybrid

About The Position

DNV Energy Systems North America seeks a Key Account Manager to strengthen, expand, and foster relationships with key accounts in the energy and utilities sector. The role focuses particularly on electric/power utilities and demand side management, developing stronger value propositions aligned with the Energy Systems strategy. The Key Account Manager maintains multiple key customers and manages relationships with a key customer and a group of customers within a defined energy industry segment. The Key Account Manager leads account teams in establishing customer relationships and understanding customers’ needs and strategic goals. The role gives customers a voice within the organization and helps inform improvements to customer service, policy, and strategy. It has no direct people-management responsibility; success depends on influencing others and designing and implementing initiatives. The role also develops targeted Key Account and Customer Segment campaigns in collaboration with Marketing, Communications, and Public Affairs. Responsibilities span account strategy and campaigns, customer experience and cross-selling, relationship management, market and competitor insights, project sponsorship and delivery oversight, sales pipeline development, pricing and bid reviews, proposal collaboration, and annual operating planning. Key outputs include improving Customer Relationship Strength Indicator (CRSI) scores, growing order intake and external revenue, developing the sales pipeline, and following up on customer payments when needed. The role is preferably based at a listed DNV office in the continental United States, with a hybrid schedule typically involving three days per week at a DNV office or client location/site. It may also be considered at other DNV offices within the continental U.S. Travel requirements are up to 40% domestically and 5% internationally.

Requirements

Bachelor’s degree or equivalent experience.
At least 7 years of senior-level experience in professional services business development in the energy utilities sector, with exceptional commercial awareness and a good 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/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 travel on public conveyances when required.
Excellent written and verbal English communication skills.
Must complete pre-employment drug and background screening.

Nice To Haves

At least 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 customer relationships and internal and external networks, and foster collaboration within the region and across business areas.
Act as a conduit for key projects, monitor project and service delivery for quality and consistency, sponsor key projects, and participate in cross-sector opportunities.
Optimize customer experience as measured by the Customer Relationship Strength Indicator (CRSI) score.
Gather key customer and market insights, assess competitors’ services, 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 through won opportunities.
Work with department heads and line managers to build sales skills and foster a high-performing, collaborative culture.
Participate collaboratively 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 for key accounts and grow order intake and external revenue.
Meet targets for order intake and pipeline development and support top-line growth.
Follow up on and take action regarding customer payments when needed.

Benefits

Generous paid time off, including vacation, sick days, company holidays, and personal days.
Multiple medical and dental benefit plans, plus vision benefits.
Spending accounts, including FSA, dependent care, commuter benefits, and a company-seeded HSA.
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.
Company-paid volunteer time off.
Career advancement opportunities.