Global Head of Key Account Management

Glasgow, Scotland, United Kingdom

12/10/2024

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.

Prerequisites

About you

• 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)