Key Account Manager

7 hours ago

Kuala Lumpur, Kuala Lumpur, Malaysia DNV careers Full time

The Key Account Manager is the overall responsible and coordinating contact person towards the client and reports to Area or Regional Business Development Manager. It is the KAM's responsibility to protect and build business with the customer in cooperation with other Account Team Members and the Global Business Development unit. It is further the responsibility of the KAM to live the DNV values; also being prepared to represent and forward the DNV view on quality and integrity issues.

Job Purpose:  

To own and coordinate customer relationships for DNV Maritime clients in Malaysia, including shipping and offshore classification customers. Optimises exploitation of profit potential for assigned prospects and customers. Identifies, develops and maintains personal relationships with relevant business partners which supports DNV's Maritime business objectives and delivers sustainable value and commercial return, measured through on-going business development and sales performance achievement.

Key Accountabilities

  • Understanding accounts' needs and thus prescribing the exact content of services.
  • Actively build long term, sustainable relations with key decision makers and influencers in the Account's organisation, enabling deep understanding and foresight of Account needs
  • Follow up DNV account economy, i.e. turnover, profitability and accounts receivables for best long term financial results
  • Bringing feedback from the account for the improvement of existing services and development of new services.
  • Creates Key Account strategy together with Account team based on thorough needs analysis to develop and retain business. Ensures execution of defined strategy and actions.
  • Identifies, qualifies and seizes every available sales opportunity to generate new business.
  • Develops and presents compelling, customised proposals to address the customer's needs and highlight the DNV benefit argumentation.
  • Develops and negotiates customised contracts with existing and new customers to ensure that cost, margin, service delivery and volume targets are delivered in line with business plans and profit requirements.
  • As owner of the Key Account, develops and strengthens the personal customer and prospect relationship, operating at multi-level, up to and including top management, within the target organisation, to achieve preferred supplier status based on lasting relationships.
  • Monitors and reports the performance and sales funnel of assigned Key Accounts portfolio to achieve acquisition and profitable contract renewal, hence maximize the profit potential of current and future relationships.
  • Partners with Technical Service Manager to ensure best after sales service. Works collaboratively with all virtual teams and Account team to ensure that customer service levels are delivered and coordinated in line with sales plans, hence customer satisfaction and business targets are achieved.
  • Core responsible for the accuracy of customer master and activity data (CRM) to enable professional after sales service and on-going performance management. Actively use the DNV CRM tools, processes and systematic. Utilise Sales Back Office to support with administrative tasks.
  • Contributes to business planning process through reporting of market trends and conditions and forecasting of future sales to ensure realistic business targets are set.
  • Actively participate and/or follow up activities to ensure account satisfaction, such as support activities (both re-active and pro-active); account training and briefing on DNV systems and tools.

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