About the Position

Key Account Manager-Midstream and Downstream Energy Sector

All locations

Houston, TX, United States
Dallas, TX, United States
Austin, TX, United States

Business: Energy Systems

Contract type: Permanent Employee

Job ID: 6752

Overview

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 (KAM) Midstream and Downstream Energy Sector to join our commercial team and drive strengthening, expanding, and fostering relationships with a particular focus on midstream and downstream energy sector. ESNA is on a journey to become more customer-centric and agile in meeting its customer requirements while continuously improving the way we work.

The KAM will be responsible for maintaining multiple Key Customer portfolios and will have a strong customer and market focus. They will manage customer relations with a key customer group 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 a key account. Under the KAM's direction, the account team will give customers a voice within the organization, provide input on improving our customer service, and drive the shaping of our customer strategy.

This role is based at our DNV offices in Houston, TX; Dallas, TX; Austin, TX presenting a dynamic hybrid schedule where employees will typically spend three (3) days per week working from either a DNV office or customer location/site. Further details regarding role-specific requirements will be shared during the interview process.

Responsibilities

Strategy: Contribute towards the development of the key account strategy and service portfolio, to generate increased opportunities. Develop and manage a strategy to optimize the customer experience and DNV business with customers for cross-selling and up-selling activities across Business Areas, Business Units, and services.
Relationship Management: Foster relevant internal and external networks to identify, build, and strengthen customer relationships and enhance collaboration. 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 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). Strongly influence 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.

Requirements

What is Required:
- Bachelor’s degree or equivalent experience required
- Established a strong network of contacts & relationships with a good understanding of the competitive landscape of the market and key players within the midstream and downstream energy industry
- 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
- Customer focus and proven business development ability to build customer relationships by engaging and interacting with them, including excellent interpersonal skills
- Experience in driving continuous improvement in how sales are undertaken and developing a culture of high-quality delivery for the customer and results & solutions-orientated mindset with the ability to manage, develop, monitor, interpret, and report on key commercial/financial
- Excellent written and verbal English communication skills with a proven ability to interact, influence, and build key internal and external stakeholders at all levels. Shows persuasiveness and determination
- 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
- Ability to lift up to 20 pounds; able to lift and carry up to 10 lbs. in addition to transporting one’s own luggage for multiple-day travel and push, pull, reach, bend, twist, stoop, and kneel with that which is lifted, carried or transported
- We conduct pre-employment drug and background screening
What Is Preferred:
- Minimum of 10 years of Business Development and/or Account Management
- Experience and a good understanding of the competitive landscape of the market and key players within the oil, gas, NGL pipelines, processing plants and terminals

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

About the Company

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.

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.

Application Process

For more information, visit our official job search page.

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.

Key Account Manager-Midstream and Downstream Energy Sector

Tech Stack

Job Description, Responsibilities & Requirements