Key Account Manager

Location SG-Singapore
Requisition ID
2020-14210
Business Area
Maritime
Category/Discipline
Sales and Business Development
Location Details
Singapore
Position Type
Permanent Employee (Previously A)
Close Date (dd/mm/yyyy)
17/7/2020

Local Unit & Position Description

  • To own, lead and coordinate sales and business development activities for assigned Key Accounts.
  • Taking responsibility for the customer relationship; ensuring regular levels of appropriate interactions, at all levels of the customers organisation, in order to build trust and customer satisfaction, as the foundation for achieving a successful business partnership.
  • Grow revenue and market share, by securing sustainable new business, whilst at the same time retaining existing business.
  • Develop strategies to sell and deliver the wide range of Maritime services to maximise business success whilst always ensuring high customer satisfaction and loyalty.
  • Identify and develop new opportunities and new customers for future business growth.
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Key Accountabilities:

  • Actively build and strengthen relations with key decision makers and influencers within the assigned Key Accounts.
  • Maintain appropriate interaction with customers across all organizational levels, including Executive Level.
  • 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.
  • Work collaboratively across the organisation to ensure that the defined strategy and actions are executed according to plan.
  • Continuously identify and develop sales opportunities to capture new business and keep track of customer’s existing contract portfolio to ensure renewal of agreements within due date. Take the lead and rigorously drive the strategy and actions towards capturing those opportunities. This includes but is not limited to activities such as conducting impactful customer meetings, developing, presenting and negotiating compelling sales offers and sustainable sales contracts, as well as coordinating and motivating the wider organization and resources towards securing the business.
  • Monitor and report the on the sales pipeline weekly and the performance of the assigned Key Accounts.
  • Lead and support the formal process of customer satisfaction review and on an ongoing basis identify and cascade within the organisation any major challenges and concerns. Follow-up with the findings and ensure that related improvement activities are executed.
  • Work to ensure allocated Key Accounts are receiving the necessary support and after sales service from the organisations survey network, technical experts, operations teams and approval centres.
  • Pro-actively stay up to date with industry, market trends, technology trends and best practices.  
  • Pro-actively stay up to date with the company products, services and processes to remain relevant towards customers.
  • Be responsible for the accuracy of customer master data and activity data in the CRM tool for assigned Key Accounts.
  • Support resolving critical invoicing claims and follow up critical accounts receivables in close cooperation with Finance team to ensure timely payment and solution.

 

Position Qualifications

  • University Degree or above in a related field
  • Work experience 10+ years with at least 5 years in Maritime industry
  • Excellent knowledge of maritime Industry, players, stakeholders, ships and systems.  
  • Good knowledge of maritime classification, regulatory matters and maritime technical advisory.
  • Previous experience in Business Development and or Sales and Marketing roles.
  • Establish maritime network amongst the Singapore shipowners and ship manager community

Attributes for the role:

  • Driven and goal orientated
  • Excellent verbal and written communicator
  • Persuasive speaking skills and effective listening
  • Problem solver who is solution orientated
  • Excellent time management
  • Ability to handle pressure
  • Empathetic towards customer and colleagues
  • Strong team player

Company & Business Area Description

DNV GL is the world’s leading classification society and a recognized advisor for the maritime industry. We enhance safety, quality, energy efficiency and environmental performance of the global shipping industry – across all vessel types and offshore structures. We invest heavily in research and development to find solutions, together with the industry, that address strategic, operational or regulatory challenges.

Equal Opportunity Statement

DNV GL 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!

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