Key Customer Manager

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Job description

Local Unit & Position Description:
In line with DNV's position as a trusted voice to tackle global transformations, the DNV Supply Chain and Product Assurance division's ambition is to shape the future of assurance through innovating, developing and growing assurance services in the field of supply chain management and product assurance.

Operating within this division, the Key Customer Manager shall lead the business development work for the Key Customers for which she/he is appointed. The Key Customers will be mainly in Italy, often with a multinational organization.

The KCM is subject to high expectations and has a significant authority in the business development process towards our customers.

The main areas of responsibility are:

Actively build relations with key decision makers and influencers in the Customer's organization, enabling deep understanding and foresight of customer needs

Development and maintenance of annual key customer plans. The plan shall include background information, BD targets and actions.

Follow up progress of Key Customer annual plan and reporting of target fulfilment.

Deliver on target sales growth for key customer accounts

Achieve annual sales target

Participate in sales & marketing activities and capture opportunities through customer meetings, proposal writing, contracting and after sales action reviews.

Identification of leads and leading work for converting leads into contracts.

Actively participate and/or follow up proactive activities to ensure customer satisfaction.

Keep track of Customer's contract portfolio also ensuring renewal of agreements within due date.

Ensure that the Key Customer's accounts receivable meets the company requirements.

Follow up DNV customer economy; i.e. revenue, profitability and accounts receivables for best long term financial results.

Facilitation of marketing and sales efforts of relevant parts of DNV to the Key Customer.

Reporting of goal achievements.

Lead and motivate the sales account team.

Drive prompt and adequate follow up of after-sales issues, requests and support.

Inform his/her sponsor if any action should be taken with regards to bidding, staffing or any other topic related to projects from his/her account.

Position Qualifications:
Personal skills:

We are looking primarily for a real customer focused individual who has a personal drive for solution sales.

The ability to build trusted relationships is essential as well as an understanding of how to use this to meet your sales or delivery aims.

Experience and competencies required:

Proven track record in sales and business development of ESG & Sustainability services, ideally within a consultancy environment.

Technical knowledge of Sustainability, ESG, sustainable finance, risk management required;

Knowledge and experience in HSE would be nice to have;

Results-oriented approach;

Strong analytical and communication skills;

Fluent in English and Italian;

Ability to work in a structured way with your customer interactions and sales activities;

Proactive, positive and thrive in a sales department;

Constructive, solution-oriented attitude and are good at solving problems;

Can work under pressure and can handle challenges in cooperation with others;

Works in accordance to DNV values.

Company & Business Area Description:
DNV is the independent expert in assurance and risk management, operating in more than 100 countries. Through our broad experience and deep expertise we advance safety and sustainable performance, set industry benchmarks, and inspire and invent solutions.

We are one of the world's leading certification, assurance and risk management providers. Whether certifying a company's management system or products, providing training, or assessing supply chains, and digital assets, we enable customers and stakeholders to make critical decisions with confidence. We are committed to support our customers to transition and realize their long-term strategic goals sustainably, and collectively contributing to the UN Sustainable Development Goals.

Equal Opportunity 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!