Key Account Manager- Energy & Utilities

All locations
  • Oakland, CA, United States
  • Arlington, VA, United States
  • Houston, TX, United States
  • Austin, TX, United States
  • Dallas, TX, United States
  • Irvine, CA, United States
  • Medford, MA, United States
  • Miami, FL, United States
  • New York, NY, United States
  • Newark, NJ, United States
  • North Andover, MA, United States
  • San Diego, CA, United States
Business:
Energy Systems
Position type:
Full Time
Contract type:
Permanent Employee
Job ID:
4311
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Overview

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 Energy Systems

We help customers navigate the complex transition to a decarbonized and more sustainable energy future. We do this by assuring that energy systems work safely and effectively, using solutions that are increasingly digital. We also help industries and governments to navigate the many complex, interrelated transitions taking place globally and regionally, in the energy industry.

About the role

DNV Energy Systems North America (ESNA) region seeks a Key Account Manager-Energy & Utilities to join our commercial team and drive strengthening, expanding and fostering relationships with our key accounts. ESNA is on a journey to become more customer-centric and agile in meeting customer requirements while continuously improving the way we work. As part of the commercial organization, you will develop stronger value propositions for your key customers and market area, with a particular focus on utilities, independent power producers (IPPs) and demand side management aligned with the Energy Systems strategy.

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 customer service, and shape our customer policy and strategy.

This position will not have direct people management responsibility and will rely on your ability to influence people as a KAM 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.

This role is preferably based at our DNV office in Oakland, CA; Austin, TX; Houston, TX ; Arlington, VA; Dallas, TX; Irvine, CA; Medford, MA; Miami, FL; New York, NY; Newark, NJ; North Andover, MA; San Diego, CA, presenting a dynamic hybrid schedule where employees will typically spend three (3) days per week working from either a DNV office or client location/site. Further details regarding role-specific requirements will be shared during the interview process.

This position may also be considered at other DNV offices within the continental U.S.

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 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
  • Relationship Management
    • 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
  • 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) 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 a yearly 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)

What we offer
  • 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 $160,000 - $200,000

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 disability. US applicants with a physical or mental disability who require a reasonable accommodation for any part of the application or hiring process may contact the North America Recruitment Department (hrrecruitment.northamerica@dnv.com). Information received relating to accommodation will be addressed confidentially.

For more information

https://www.eeoc.gov/know-your-rights-workplace-discrimination-illegal

About you

What is Required

  • Minimum of Bachelor’s degree is required
  • 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
  • Established a strong network of contacts & relationships within the energy industry, utilities, power grids, and energy management
  • Experience in utilities independent power producers (IPPs), power grids, or demand side management
  • Customer focus and proven business development ability to build customer relationships
  • Experienced in driving sales, ensuring high-quality customer service, and maintaining a results-driven mindset. Ability to manage, develop, monitor, interpret, and report on key commercial/financial metrics
  • 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
  • Excellent written and verbal English communication skills
  • We conduct pre-employment drug and background screening

What is Preferred

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

*Immigration-related benefits, for example, visa sponsorship, are not available for this position*

Benefits

Profit Share

You’ll be part of our global profit share scheme that means we all share in our success as a business. If we profit, so do you. This will be part of our Total Compensation approach each year and depends on our year-end results.

Personal Development

You’ll have a lot of opportunities to learn and grow. Whether it’s building your network, having resources to plan and realise your career goals or enjoying genuine freedom to satisfy your curiosity, we’ll make sure you’re always growing and developing.

Purpose-led organization

You become part of a world-leading company where we know and live our purpose; to safeguard life, property, and the environment, with the opportunity to tackle global change through your work.

401(k)

DNV provides the option for eligible employees to enroll in our professional managed 401(k) plan. We’ll match up to a percentage of employee elected investment, which will become fully vested after a few years.

Healthcare and more

You’ll have multiple medical plans to choose from including Dental, Vision, RX plans, AD&D, Critical Illness, ST/LT Disability, Paid Parental Leave, Virtual TalkSpace Therapy.

Additional benefits

ID theft protection, generous PTO accrual, company paid holidays, discounted pet insurance, charitable donation matching, additional vacation hours purchase plan, commuter benefits, Employee Assistance Program (EAP), tuition reimbursement.

Diversity, Equity and Inclusion

At DNV, our commitment to Diversity, Equity, and Inclusion is not only an ethical choice, but also a business decision.

Diversity, fairness, and a sense of belonging are a source of strength for our people, our business, and our customers, and help us to deliver on our purpose, vision, and values.

Learn more

Working here

Since 1864 we’ve been dedicated to safeguarding life, property and the environment. Today we remain at the forefront of new technologies and techniques to help our customers transform for a more sustainable future.

At DNV you can expect to deliver career and industry defining work. You’ll be given the time to build your network, the resources to support your development, and the freedom to satisfy your curiosity and desire to learn.

Learn more

Application Process

FAQs

Welcome to our Frequently Asked Questions page. We’ve put together answers to the questions we’re asked most often to help you find the information you need quickly and easily. Whether you're curious about our recruitment process, benefits or career growth and development, you should find the information below.

How can I find job openings that fit my skills and interests?

Explore our official job search page where you can use filters such as job type, location, and department to find roles that best match your qualifications and career aspirations.

What’s your application process like?

You can apply directly through our careers page by submitting your CV and any other documents we require (i.e. university diplomas/transcripts; visas; previous employment reference letters). Make sure your application is fully completed, and you tailor it to the specific job listing. 

Is your recruitment process designed to be inclusive and accessible?

Yes, it is. We're an equal opportunities employer and welcome applications from all candidates. We’re happy to support your need for any adjustments during the application and hiring process. Share the details of what you need within your application.

What types of interviews might I undergo?

Depending on your role, our interview process may include initial phone screenings, video conferences, and in-person interviews, focusing on both your technical abilities and our shared values. You can ask your recruiter specifically about the interview process for your role. 

How long does the hiring process typically take from application to decision?

The timeline can vary but we make every effort to reply to each candidate as soon as possible and keep everyone up-to-date with where they are in the recruitment process.

How do I know if a recruitment contact is legitimately from your company?

Official communication will come from our verified company email addresses. Carefully check any suspicious looking emails and if you have any doubts, don’t engage.

Are there any fees involved in your recruitment process?

No, we do not charge any fees at any stage of our recruitment process. All applications and interviews are free of charge, we will never ask you to pay any fees or make any payments – please be wary of any requests for payment as these are likely scams.

What should I do if I suspect a job scam?

If you encounter suspicious job postings or recruitment practices, do not provide personal information and contact your recruiter as soon as possible. We take these matters seriously. We will never ask you to pay any fees or make any payments part of our recruitment process.

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Disclaimer

Please beware of recruitment scams that pretend to be from DNV or its employees. We will never ask you to pay any fees or make any payments as part of our recruitment process.