Key Account Manager

DNV•Houston, TX

7d•Hybrid

About The Position

DNV Energy Systems North America (ESNA) region seeks a Key Account Manager (KAM) for the Midstream and Downstream Energy Sector to join our commercial team. The role focuses on strengthening, expanding, and fostering relationships, particularly within the midstream and downstream energy sector, as ESNA aims to become more customer-centric and agile. The KAM will manage multiple Key Customer portfolios with a strong customer and market focus, leading an account team to understand customer needs and strategic goals. This position does not have direct people management responsibility but requires influencing skills to design and implement initiatives for business growth. Collaboration with Marketing, Communications, and Public Affairs is expected for developing targeted campaigns. The role is based in Houston, TX; Dallas, TX; or Austin, TX, with a hybrid schedule typically involving three days per week in an office or at a customer location.

Requirements

Strong customer and market focus.
Ability to influence people to design and implement initiatives.
Experience in managing customer relations within a defined energy industry segment.
Experience in developing targeted Key Account and Customer Segment Campaigns.
Experience in developing and managing a strategy to optimize customer experience.
Experience in fostering internal and external networks.
Experience in identifying, building, and strengthening customer relationships.
Experience in monitoring project delivery for quality and consistency.
Experience in seeking key customer and market insights.
Experience in establishing and directing project and account teams.
Experience in managing sales pipeline growth and increasing order intake.
Experience in influencing project pricing, resourcing, and bid quality reviews.
Experience in monitoring and managing the sales funnel.
Experience in contributing to building sales skills.
Experience in collaborative proposal participation.
Experience in developing an Annual Operating Plan.
Experience in reviewing and influencing pricing decisions.

Nice To Haves

Experience in the midstream and downstream energy sector.

Responsibilities

Contribute towards the development of the key account strategy and service portfolio to generate increased opportunities.
Develop and manage a strategy to optimize the customer experience and DNV business with customers for cross-selling and up-selling activities across Business Areas, Business Units, and services.
Foster relevant internal and external networks to identify, build, and strengthen customer relationships and enhance collaboration.
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.
Establish and direct project and account teams to achieve 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).
Strongly influence 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, contribute to building the (people) sales skills and foster a high-performing and collaborative culture.
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.
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).