DNV
Key Account Manager – Renewables, Power Grids, & Finance
DNV, Arlington, Texas, United States, 76000
DNV Energy Systems North America (ESNA) – Key Account Manager (KAM) Renewable Power Grids & Finance
DNV Energy Systems North America (ESNA) region seeks a Key Account Manager (KAM) Renewables Power Grids & Finance to join our commercial team and drive strengthening expanding and fostering relationships with a particular focus on renewable energy power grid developers and financiers. ESNA is on a journey to become more customer‑centric and agile in meeting its customer requirements while continuously improving the way we work.
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 our customer service and drive the shaping of our customer policy and strategy.
This position will not have direct people management responsibility and will rely on your ability to influence people 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.
The role is based at our DNV office in various locations across the continental U.S. and presents a dynamic hybrid schedule where employees will typically spend three (3) days per week working from either a DNV office or a client location/site. Further details regarding role‑specific requirements will be shared during the interview process.
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 in your key account 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 the 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 competitor information 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’s 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 an 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).
Benefits & Compensation
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.
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.
Education reimbursement program.
Flexible work schedule with hybrid opportunities.
Charitable matched giving and volunteer rewards through our Impact Program.
Volunteer time off (VTO) paid by the company.
Career advancement opportunities.
Benefits vary based on position tenure, location, and employee election.
DNV provides a reasonable range of compensation for this role. The actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific location. The range of starting pay for this role is $140,000 – $210,000.
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. DNV is committed to ensuring equal employment opportunity including providing reasonable accommodations to individuals with a physical or mental disability who require a reasonable accommodation for any part of the application or hiring process. Applicants may contact the North America Recruitment Department for accommodations. Information received relating to accommodation will be addressed confidentially.
Required Qualifications
Bachelor’s degree or equivalent experience required.
Established a strong network of contacts & relationships with a good understanding of the competitive landscape of the market and key players within the energy industry, with particular emphasis on renewable energy and grid infrastructure developers and financiers.
Minimum 7 years of experience working at a senior level in a professional services business development role in the energy industry with exceptional commercial awareness and a good understanding of market drivers and opportunities (market foresight).
Minimum 7 years of account management experience.
Customer focus and proven business development ability to build customer relationships by engaging and interacting with them, including excellent interpersonal skills.
Experience in driving continuous improvement in how sales are undertaken and developing a culture of high‑quality delivery for the customer, and a results‑oriented mindset with the ability to manage, develop, monitor, interpret and report on key commercial/financial metrics.
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 40% domestically and 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 pounds, additional to transporting one’s own luggage for multi‑day travel (push/pull, reach, bend, twist, stoop and kneel with that which is lifted, carried or transported).
We conduct pre‑employment drug and background screening.
Preferred Qualifications
Minimum of 10 years of business development and/or account management experience.
Experience and a good understanding of the competitive landscape of the market and key players within the renewable energy power grid or financing industry.
Additional Information
Immigration‑related benefits for example visa sponsorship are not available for this position.
Key Skills : IT Hardware, Ado, Agriculture, Market Research, Art And Craft
Employment Type : Full‑Time
Experience : years (unspecified)
Vacancy : 1
Monthly Salary Range : 140,000 – 210,000
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DNV Energy Systems North America (ESNA) region seeks a Key Account Manager (KAM) Renewables Power Grids & Finance to join our commercial team and drive strengthening expanding and fostering relationships with a particular focus on renewable energy power grid developers and financiers. ESNA is on a journey to become more customer‑centric and agile in meeting its customer requirements while continuously improving the way we work.
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 our customer service and drive the shaping of our customer policy and strategy.
This position will not have direct people management responsibility and will rely on your ability to influence people 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.
The role is based at our DNV office in various locations across the continental U.S. and presents a dynamic hybrid schedule where employees will typically spend three (3) days per week working from either a DNV office or a client location/site. Further details regarding role‑specific requirements will be shared during the interview process.
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 in your key account 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 the 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 competitor information 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’s 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 an 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).
Benefits & Compensation
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.
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.
Education reimbursement program.
Flexible work schedule with hybrid opportunities.
Charitable matched giving and volunteer rewards through our Impact Program.
Volunteer time off (VTO) paid by the company.
Career advancement opportunities.
Benefits vary based on position tenure, location, and employee election.
DNV provides a reasonable range of compensation for this role. The actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific location. The range of starting pay for this role is $140,000 – $210,000.
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. DNV is committed to ensuring equal employment opportunity including providing reasonable accommodations to individuals with a physical or mental disability who require a reasonable accommodation for any part of the application or hiring process. Applicants may contact the North America Recruitment Department for accommodations. Information received relating to accommodation will be addressed confidentially.
Required Qualifications
Bachelor’s degree or equivalent experience required.
Established a strong network of contacts & relationships with a good understanding of the competitive landscape of the market and key players within the energy industry, with particular emphasis on renewable energy and grid infrastructure developers and financiers.
Minimum 7 years of experience working at a senior level in a professional services business development role in the energy industry with exceptional commercial awareness and a good understanding of market drivers and opportunities (market foresight).
Minimum 7 years of account management experience.
Customer focus and proven business development ability to build customer relationships by engaging and interacting with them, including excellent interpersonal skills.
Experience in driving continuous improvement in how sales are undertaken and developing a culture of high‑quality delivery for the customer, and a results‑oriented mindset with the ability to manage, develop, monitor, interpret and report on key commercial/financial metrics.
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 40% domestically and 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 pounds, additional to transporting one’s own luggage for multi‑day travel (push/pull, reach, bend, twist, stoop and kneel with that which is lifted, carried or transported).
We conduct pre‑employment drug and background screening.
Preferred Qualifications
Minimum of 10 years of business development and/or account management experience.
Experience and a good understanding of the competitive landscape of the market and key players within the renewable energy power grid or financing industry.
Additional Information
Immigration‑related benefits for example visa sponsorship are not available for this position.
Key Skills : IT Hardware, Ado, Agriculture, Market Research, Art And Craft
Employment Type : Full‑Time
Experience : years (unspecified)
Vacancy : 1
Monthly Salary Range : 140,000 – 210,000
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