Key Account Manager (Malaysia, Kuala Lumpur)

Location:
Kuala Lumpur, Malaysia
Business:
Maritime
Position type:
Full Time
Contract type:
Permanent Employee
Job ID:
5590
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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 Maritime

We help enhance the safety, efficiency, and sustainability of our customers in the global shipping industry, covering all vessel types and mobile offshore units. As a partner to industry, we offer services in testing, certification, training, and technical advisory through the energy value chain. That means we’re continually investing heavily into R&D for new services and solutions while proactively assessing what the industry needs today and tomorrow.

About the role

The Key Account Manager is the overall responsible and coordinating contact person towards the client and reports to Area or Regional Business Development Manager. It is the KAM’s responsibility to protect and build business with the customer in cooperation with other Account Team Members and the Global Business Development unit. It is further the responsibility of the KAM to live the DNV values; also being prepared to represent and forward the DNV view on quality and integrity issues.

Job Purpose:

To own and coordinate customer relationships for DNV Maritime clients in Malaysia, including shipping and offshore classification customers. Optimises exploitation of profit potential for assigned prospects and customers. Identifies, develops and maintains personal relationships with relevant business partners which supports DNV’s Maritime business objectives and delivers sustainable value and commercial return, measured through on-going business development and sales performance achievement.

Key Accountabilities

  • Understanding accounts’ needs and thus prescribing the exact content of services.
  • Actively build long term, sustainable relations with key decision makers and influencers in the Account’s organisation, enabling deep understanding and foresight of Account needs
  • Follow up DNV account economy, i.e. turnover, profitability and accounts receivables for best long term financial results
  • Bringing feedback from the account for the improvement of existing services and development of new services.
  • Creates Key Account strategy together with Account team based on thorough needs analysis to develop and retain business. Ensures execution of defined strategy and actions.
  • Identifies, qualifies and seizes every available sales opportunity to generate new business.
  • Develops and presents compelling, customised proposals to address the customer's needs and highlight the DNV benefit argumentation.
  • Develops and negotiates customised contracts with existing and new customers to ensure that cost, margin, service delivery and volume targets are delivered in line with business plans and profit requirements.
  • As owner of the Key Account, develops and strengthens the personal customer and prospect relationship, operating at multi-level, up to and including top management, within the target organisation, to achieve preferred supplier status based on lasting relationships.
  • Monitors and reports the performance and sales funnel of assigned Key Accounts portfolio to achieve acquisition and profitable contract renewal, hence maximize the profit potential of current and future relationships.
  • Partners with Technical Service Manager to ensure best after sales service. Works collaboratively with all virtual teams and Account team to ensure that customer service levels are delivered and coordinated in line with sales plans, hence customer satisfaction and business targets are achieved.
  • Core responsible for the accuracy of customer master and activity data (CRM) to enable professional after sales service and on-going performance management. Actively use the DNV CRM tools, processes and systematic. Utilise Sales Back Office to support with administrative tasks.
  • Contributes to business planning process through reporting of market trends and conditions and forecasting of future sales to ensure realistic business targets are set.
  • Actively participate and/or follow up activities to ensure account satisfaction, such as support activities (both re-active and pro-active); account training and briefing on DNV systems and tools.

What we offer
  • Flexible work arrangements for better work-life balance
  • Generous Paid Leaves (Annual Leave, Compassionate Leave, Parental Leave, Marriage Leave, Maternity Leave, Prolonged illness)
  • Medical benefits
  • Maternity Benefits
  • Pension and Insurance Policies (Group Life Insurance, Salary Continuance Insurance, Worker’s Compensation for all employees, Corporate Business Travel Insurance)
  • Additional Benefits (Long Service Awards, Professional Membership, Mobile Phone Reimbursement)
  • Sales Incentive Scheme

*Benefits may vary based on position, tenure/contract/grade level*

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

Professional Expertise:

  • Education to degree standard (essential), additional education MBA or equivalent (desirable)
  • Proven knowledge of the Maritime sector and its competitive environment (essential)
  • Significant experience as Account Manager with a proven track record of success in building and developing significant profit for the organisation (essential)
  • Experience in gaining significant customer insight and influencing others to act on those insights and develop compelling proposals and services (desirable)
  • High level of personal impact and energy with evidence of dealing with setbacks and constraints in achieving delivery (desirable) Flexible, service-minded, and positive attitude.
  • Strong interpersonal and communication skills.
  • Integrity and commitment to DNV’s purpose, vision, and values.
  • Fluent in Malay (essential) and business English (essential)

Projects and case studies

Our work helps pioneering companies and covers latest trends, regulations, initiatives to develop solutions to the most complex challenges the maritime industry is facing.

Remote surveys

By using an online or video link to the vessel, our dedicated remote surveyors can support vessels anywhere in the world.

Maritime Digital Twin

The cloud-based digital twin is a virtual image of customers’ assets, maintained through the lifecycle and easily accessible at any time.

Maritime Cyber Security

Cyber security is an important topic for the maritime industries due to rapid digital change that come with new threats and regulatory requirements.

Benefits

Please note, benefits may depend on your contract type, please confirm with your recruiter.

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.

Insurance

Taking care of you with travel, life, and accident insurance.

Pension Schemes

We care about your long-term financial security and prioritize pension and retirement benefits to reflect our caring values.

Professional Development

We believe in the 70/20/10 learning model, where 70% of your learning comes from performing your everyday tasks and working on different projects, new areas and initiatives to gain new skills. 20% from working with others and mentoring and the rest from formal education.

Hybrid Working

Adapting to the changing world of work around the world.

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.

Supportive and caring culture

We offer opportunities to connect through social and professional networks. Our largest community CONNECT, organizes after-work events and informal meetings throughout the year.

Attractive rewards

We focus on work/life balance and offer employees flexible working hours and workplace, annual vacation allowance, competitive pension, insurance, and a global profit share scheme.

“I have become part of a "family", where I feel truly at ease and everyone is valued for doing their best for the entire community.”

Elena | NB/CMC Surveyor

"From a technical perspective, I’m proud of our innovative projects that delivery solutions aligned with safety and sustainability."

Eduardo | Offshore surveyor

"It feels so meaningful to take an active part of the global energy transition, creating a safe and sustainable future for all."

Ming Oleg | Senior Surveyor

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.