DNV Maritime Key Account Manager

DNV Maritime is looking for a Key Account Manager (KAM) based in Glasgow. As KAM, you will own and grow strategic relationships with some of DNV's most important maritime customers. You will act as a trusted partner to senior decision-makers, driving sustainable growth while shaping long‑term account strategy in a highly regulated, global industry.

This is a customer‑facing role with a strong local presence in Glasgow, offering regular face‑to‑face engagement with senior stakeholders. Occasional travel within the UK (approx. 6 times per year) and internationally providing exposure to a broader global network.

Main tasks:

• Build and strengthen relationships with key decision‑makers and influencers within assigned customer accounts, developing a deep understanding of their needs and proactively anticipating future requirements, with the objective of achieving preferred supplier status.
• Develop and execute Key Account Plans with clear objectives, strategies, and actions, driving new business acquisition, retention of existing contracts, and high levels of customer satisfaction.
• Identify, qualify, and develop sales opportunities to secure new business, while actively managing the customer’s existing contract portfolio to ensure timely renewals.
• Proactively pursue and drive new business opportunities beyond the assigned key accounts.
• Support marketing activities and events across the UK, including representing DNV on industry panels and delivering presentations to external audiences.
• Lead and support customer satisfaction reviews, identifying key challenges and concerns related to DNV’s engagement with customer accounts, and ensure findings are communicated internally and improvement actions are implemented and followed through.
• Collaborate closely with the Technical Service Manager (TSM) to ensure high‑quality technical support and after‑sales service beyond the surveyor network.
• Remain up to date with industry developments, market trends, best practices, and DNV’s products, services, and processes to maintain relevance and credibility with customers and prospects.
• Ensure accuracy and completeness of customer data, sales opportunities, and sales activity records in Salesforce for the assigned accounts.
• Support the resolution of invoice queries and proactively follow up on aged accounts receivable in close collaboration with Finance to ensure timely payments.

Responsibilities:

The right candidate will enjoy working with a highly engaged team in an environment where trust, teamwork, and innovation are core values. Join us and you will:

• Be part of an innovative environment where you can influence the future whilst maintaining our core strengths.
• Work with dedicated and competent colleagues.
• Meet demanding customers.
• Be given the chance to try out new things and contribute to our strategy.
• Live locally yet work on challenges globally.

Qualifications:

You are likely to succeed in this role if you bring:

• Proven experience managing strategic B2B accounts in a complex, technical or regulated industry.
• Strong ability to build trusted relationships with senior customer stakeholders.
• A track record of identifying and closing new business while retaining and growing existing accounts.
• Experience coordinating virtual, cross‑functional teams in an international environment.
• Strategic mindset combined with a hands‑on, ownership‑driven approach.
• Excellent communication and influencing skills.

Requirements:

• Degree‑level education (degree in Marine Engineering, Naval Architecture or Maritime Studies preferred).
• Relevant maritime experience within classification societies, ship management companies, and/or vessel owners in a technical role (typically 8-10+ years).
• Commercial acumen and strong customer focus.
• Comfortably using CRM systems and Microsoft tools.
• Fluent business English.
• Willingness to travel domestically and internationally.