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DNV · 1 day ago

Key Account Manager – Renewables, Power Grids, & Finance

New York, NY

Full-time

Hybrid

Senior Level

$140K/yr - $210K/yr

7+ years exp

DNV Energy Systems North America (ESNA) region seeks a Key Account Manager to join their commercial team and drive strengthening, expanding, and fostering relationships with a focus on renewable energy, power grid developers, and financiers. The KAM will be responsible for maintaining multiple Key Customers, managing customer relations, and leading an account team to optimize customer experience and drive business development.

Electrical DistributionEnergySoftware

No H1B

Responsibilities

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 with your key accounts 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

Foster relevant internal and external networks; identify, build, and strengthen customer relationships; stimulate collaboration within their 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 (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 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) 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)

Qualification

Business DevelopmentAccount ManagementCustomer Relationship ManagementRenewable Energy KnowledgeMarket AnalysisInterpersonal SkillsCommunication SkillsProject Management

Required

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 results & solutions-orientated mindset with the 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 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 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

Preferred

Minimum of 10 years of Business Development and/or Account Management

Experience and a good understanding of the competitive landscape of the market and key players within the renewable energy, power grid, or financing industry