Key Customer Manager

4 settimane fa

Vimercate, Italia DNV A tempo pieno

Local Unit & Position Description:
In line with DNV’s position as a trusted voice to tackle global transformations, the DNV Supply Chain and Product Assurance division’s ambition is to shape the future of assurance through innovating, developing and growing assurance services in the field of supply chain management and product assurance.

Operating within this division, the
** **shall lead the business development work for the Customers for which she/he is appointed. The Sales Specialist will be mainly in Italy, often with a multinational organization.

The

His/her core area of focus will be across targeted verticals in particular the Supply Chain Management and Assurance services.

The main areas of responsibility are:

- Actively build relations with key decision makers and influencers in the Customer’s organization, enabling deep understanding and foresight of customer needs
- Development and maintenance of annual key customer plans. The plan shall include background information, BD targets and actions.
- Follow up progress of the Sales Annual Plan and reporting of target fulfilment.
- Deliver on target sales growth for customer accounts
- Achieve annual sales target
- Participate in sales & marketing activities and capture opportunities through customer meetings, proposal writing, contracting and after sales action reviews.
- Identification of leads and leading work for converting leads into contracts.
- Actively participate and/or follow up proactive activities to ensure customer satisfaction.
- Keep track of Customer’s contract portfolio also ensuring renewal of agreements within due date.
- Ensure that the Customer’s accounts receivable meets the company requirements.
- Follow up DNV customer economy; i.e. revenue, profitability and accounts receivables for best long term financial results.
- Facilitation of marketing and sales efforts of relevant parts of DNV to the Customer.
- Reporting of goal achievements.
- Drive prompt and adequate follow up of after-sales issues, requests and support.
- Inform his/her sponsor if any action should be taken with regards to bidding, staffing or any other topic related to projects from his/her account.

Position Qualifications:
**Demonstrated track record in the following areas**:

- 3 to 5 years of sales experience in digital, sustainability, supply chain and/or assurance solutions
- Demonstrated success in achieving and exceeding sales targets
- Ability to operate in a growth environment, dealing with ambiguity and orchestrating teams in multiple locations
- Capacity to understand, articulate and position the value of an assurance-based solution to the customer
- Relationship building excellence both externally and internally. Gravitas to build confidence with customers at senior level
- Full cycle sales skills from identifying opportunities and building pipeline, to solutioning and closing skills
- Passion for sustainability/ESG related topics. Strong interest in digital technologies related to trust, transparency and the digital transformation of supply chains is preferred
- Willingness and ability to travel both locally and internationally
- A commitment to DNV’s leadership expectations, including results orientation, customer focus, respect, care, and foresight.

**Competency Requirements**
- Bachelor’s degree or commensurate professional experience required; higher-level education (Master’s) preferred
- Global mindset - ability to engage with teams based throughout the world
- Passion for topics related to trust, transparency, sustainability and the digital transformation of supply chains
- Forward thinking and strategic mindset
- Flexible and service minded
- Ability to simplify
- High degree of resilience
- Innovative and enthusiastic approach to problem-solving
- Strong written and verbal English communication skills
- Results oriented
- Have a sense of urgency and “can do” attitude.

**Performance Measurement**

Specific KPIs related to the tasks and responsibilities of the Sales Specialist will be established in the yearly planning process. The performance versus these KPIs will be followed by the Line Manager. The Line Manager will perform an annual evaluation of the Sales Specialist.

Means of follow up are:

- Managing Individual Performance process (MIP)
- Sales Target achievement
- Sales marketing mix achievement.

**Please submit your CV in English.**

Company & Business Area Description:
DNV is the independent expert in assurance and risk management, operating in more than 100 countries. Through our broad experience and deep expertise we advance safety and sustainable performance, set industry benchmarks, and inspire and invent solutions.

We are one of the world’s leading certification, assurance and risk management providers. Whether certifying a company’s management system or products, providing training, or assessing supply chains, and digital assets, we enable customers and stakeholders to make critical decisions w

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