Key Account Manager Area UK & Ireland

About us

We are the independent expert in assurance and risk management. Driven by our purpose, to safeguard life, property, and the environment, we empower our customers and their stakeholders with facts and reliable insights so that critical decisions can be made with confidence.

As a trusted voice for many of the world’s most successful organizations, we use our knowledge to advance safety and performance, set industry benchmarks, and inspire and invent solutions to tackle global transformations.

About the role

Company & Business Area Description

Area UK & Ireland is part of the Maritime Region West Europe. Area UK & Ireland includes all operational classification business and consists of ~60 employees in seven locations. UK is a thriving maritime centre with conventional ship owners plus high activity with Charterers, Ship Finance, Ship Brokers, and representative offices of many international owners.

Local Unit & Position Description

We are looking for a Key Account Manager (KAM) for Area UK & Ireland based in Glasgow. The KAM will report to the Area Business Development Manager and be part of the business development team. The KAM owns and coordinates the customer relationship for assigned Key Accounts, being responsible to drive business development for NB, TOCA, PSA and Advisory.

In order to support customers, the position requires candidates to have good knowledge and experience of class systematics and International Maritime Regulations.

The position will be Glasgow based. The candidate will be expected to be available for daily face to face meetings with customers and internal stakeholders as required. Travel to London will be required 6-8 times per year for durations of typically 1-4 days.

Main tasks

• Build and strengthen relations with key decision makers and influencers within the assigned Key Accounts, enabling deep understanding and foresight of their needs and building a foundation for achieving a preferred supplier status.
• Together with the Account Team creates customer centric Key Account Plans with impactful goals, strategy and actions that ultimately lead to identifying and securing new business, retaining existing business and ensuring high customer satisfaction.
• Define, lead, coordinate and motivate the DNV Key Account Team and work collaboratively with all virtual teams across DNV to ensure strategy execution.
• Identify and develop sales opportunities to capture new business and keep track of customer’s existing contract portfolio to ensure renewal of agreements within due date.
• Monitor and report sales funnel and the performance of the assigned Key Accounts.
• Lead and support customer satisfaction review and identify and cascade within DNV any major challenges and concerns related to the DNV interaction with the account. Follow-up with the findings and ensure that related improvement activities are executed.
• Team up with the Technical Service Manager (TSM) or the equivalent to the TSM to ensure technical support and after sales service beyond the surveyor network, DATE and the Operation Centers.
• Pro-actively stays up to date with industry and market trends and best practices as well as DNV products, services, and processes to remain relevant towards customers and prospects.
• Be responsible for the accuracy of customer master data and activity data in the CRM related to the assigned key accounts as defined in the DMSM-9-4.
• Support resolving critical invoicing claims and follow up critical accounts’ receivables in close cooperation with Finance to ensure timely payment and solution.
• Hunt for and drive new business Opportunities beyond assigned key accounts
• Support marketing activities and events within the Area

What we offer

The right candidate will enjoy working with a highly engaged team in an environment where trust, teamwork and innovation are core values.

Join us and you will:

• Be part of an innovative environment where you can influence the future whilst maintaining our core strengths
• Work with dedicated and competent colleagues
• Meet demanding customers
• Be given the chance to try out new things and contribute to our strategy
• Live locally yet work on challenges globally
• Local conditions apply
• Location: Glasgow, UK

DEFAULT DEI STATEMENT: DNV is an Equal Opportunity Employer and gives consideration for employment to qualified applicants without regard to gender, religion, race, national or ethnic origin, cultural background, social group, disability, sexual orientation, gender identity, marital status, age or political opinion. Diversity is fundamental to our culture and we invite you to be part of this diversity. About you

Personal qualities

• Self-driven and highly engaged, with the ability to motivate others
• Experience in setting strategic direction Excellent communication and influencing skills obtained in a sales/customer relationship management environment
• Strong networking experience within an international context
• Experience in gaining significant customer insight and influencing others to act on those
• High level of personal impact and energy with evidence of dealing with constraints in achieving delivery
• Inspired by taking ownership and working in a global network
• Demonstrated capacity for continuous learning on the job

Competence needs

• Education to degree standard; degree in Marine Engineering, Naval Architecture or Maritime Studies preferred
• Min. 10 years’ experience within maritime industry
• Commercial awareness and a customer centric mindset
• IT savvy with expertise in all Microsoft applications
• Ability to travel both domestically and internationally
• Fluent business English