Area Iberia, Italy & Malta is part of the Maritime Region of West Europe. The Area includes all operational classification business in Iberia, Italy & Malta, and operates out of eleven locations. The Area operates with two Service Lines, NB and CMC/VMC, while the FiS Service Line is organised as part of business unit FiS West Europe. We are looking for a Key Account Manager (KAM) for Area Iberia, Italy & Malta. The KAM will report to the Area Business Development Manager and become part of a team of Key Account Managers (KAMs). The KAM owns and coordinates the customer relationship for assigned Key Accounts, being responsible for driving business development for NB, TOCA, PSA and Advisory. 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, create 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 collaborate with all virtual teams across DNV to ensure strategy execution. Identify and develop sales opportunities to capture new business. Track customers existing contract portfolios to ensure agreement renewal within the due date. Monitor and report the sales funnel and the performance of the assigned Key Accounts. Lead and support customer satisfaction review and identify and cascade within DNV any significant 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. Proactively 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. 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 applyLocation: Madrid, Barcelona, Algeciras, Vigo, Bilbao, Valencia/ ES 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 it.Personal qualitiesSelf-driven and highly engaged, with the ability to motivate othersExperience in setting strategic direction Excellent communication and influencing skills obtained in a sales/customer relationship management environmentStrong networking experience within an international context Experience in gaining significant customer insight and influencing others to act on thoseHigh level of personal impact and energy with evidence of dealing with constraints in achieving deliveryInspired by taking ownership and working in a global network Demonstrated capacity for continuous learning on the jobCompetence needsEducation to degree standard, degree in Marine Engineering or Naval Architecture preferredMin. 5 years experience within the maritime industryWorking experience with Classification Societies would be valuableCommercial awareness and a customer-centric mindset IT savvy with expertise in all Microsoft applicationsAbility to travel both domestically and internationally Fluent in business English and Spanish #J-18808-Ljbffr
