Global Head of Key Account Management

All locations

• Hellerup, Denmark
• Madrid, Spain
• Rotterdam, Netherlands
• Oslo, Norway
• Milano, Lombardia, Italy
• Hamburg, Germany
• Glasgow, United Kingdom
• London, United Kingdom

Business:
Supply Chain & Product Assurance

Job ID:
3219

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 SCPA

We help our customers respond to the increased demand for trust and transparency around products, assets, supply chains, and ecosystems, driving the transformation of the assurance industry. Whether certifying products, sharing claims or optimizing and decarbonizing supply chains, DNV helps companies manage risks and realize their long-term strategic goals, improving ESG performance and generating lasting, sustainable results. Drawing on our wide technical and industry expertise, we work with companies worldwide to bridge trust gaps among consumers, producers and suppliers.

About the role
The Head of Key Account Management role involves developing and implementing a strategic plan for key account management that aligns with overall business objectives. This position requires designing a scalable KAM program, coaching and mentoring junior KAMs, and fostering strong relationships with key decision-makers within client organizations. The role also includes monitoring account health, using data-driven insights to optimize strategies, and leading a team to drive a customer-centric sales culture. The ideal candidate will have experience in KAM, marketing, negotiation, and account-based marketing, with a focus on achieving high performance and growth.

Role description:

• Strategic Planner: Develop a long-term strategic plan for key account management that aligns with overall business objectives.
• Program Architect: Design and implement a scalable KAM program that can be adopted globally by Key Account Managers.
• Talent Developer: Coach, mentor, and develop junior KAMs to achieve higher performance levels as well as define, implement and improve meaningful KPIs for KAMs to enable them to deliver on KAM objectives.
• Cross-Business Liaison: Collaborate with other business areas within the group to maximize opportunities within key accounts.
• Relationship Builder: Cultivate and maintain strong relationships with key decision-makers within client organizations as well as orchestrate relationship matrix development between DNV and KA organization.
• Performance Monitor: Regularly assess the health and profitability of key accounts, making adjustments to strategies as necessary. Keep an eye on targets and KPIs for sectoral growth ambitions in line with SCPA strategy.
• Data-Driven Decision-Maker: Use analytics and data to make informed decisions about account management strategies.
• Team Leader: Lead the SCPA wide Key Account Management team, setting objectives, and ensuring alignment with broader company goals.
• Sales Culture Changer: Drive the change in sales culture within the organization to foster a more customer-centric approach.

Primary Deliverables:

• KAM Program Governance & execution - SCPA KAM target attainment
• Gold account engagement with executive sponsors
• Leading on customer engagement
• Reporting on KAM program impact to regions
• Increasing service mix, cross-selling & upselling
• Greenfield development

What we offer
There are plenty of opportunities for personal growth through our 70-20-10 philosophy (70% learning on the job, 20% coaching, and 10% training) and an individual career development plan.

Our working culture is based on respect for one another and the appreciation of work-life balance.

• A competitive salary and benefits package
• A stimulating and diverse work environment with opportunities for professional growth and development – learn from highly skilled colleagues and customers
• A supportive and friendly team of experts and innovators
• A chance to make a positive impact on the world by advancing the sustainability of the marine, offshore oil and gas and wind sectors
• Social benefits as per DNV location (local conditions apply).

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
Prerequisites:

• DNV KAM philosophy
• Customer segmentation knowledge
• KAM experience
• Hunter/prospector sales profile
• Marketing experience
• Negotiation skills (internal stakeholder management)
• Account-based marketing experience
• Deal closer - Proactive & action-oriented
• Proof of continuous learning and development (Post Grad and beyond)
  

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.

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.

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