At a Glance
- Tasks: Build and strengthen relationships with key maritime customers while driving sustainable growth.
- Company: DNV Maritime, a leader in assurance and risk management.
- Benefits: Engaging team environment, opportunities for innovation, and global exposure.
- Other info: Diversity is key to our culture; we welcome all qualified applicants.
- Why this job: Shape the future of maritime industry while working locally and globally.
- Qualifications: Experience in managing strategic B2B accounts and strong relationship-building skills.
The predicted salary is between 60000 - 80000 € per year.
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 The Role
@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 (approximately six times per year) and internationally provides 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.
What We Offer
The right candidate will enjoy working with a highly engaged team in an environment where trust, teamwork, and innovation are core values. 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. Local conditions apply. Location: Glasgow, UK.
About You
- 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).
- Candidates with additional experience in sales, key account management, business development, or customer support within the maritime technical domain will be highly regarded.
- Commercial acumen and strong customer focus.
- Comfortably using CRM systems and Microsoft tools.
- Fluent business English.
- Willingness to travel domestically and internationally.
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.
DNV Maritime Key Account Manager employer: DNV
At DNV Maritime, we pride ourselves on being an exceptional employer, offering a collaborative and innovative work culture where trust and teamwork are at the forefront. As a Key Account Manager based in Glasgow, you will have the opportunity to engage directly with senior stakeholders, driving sustainable growth while benefiting from a supportive environment that encourages professional development and global exposure. Join us to make a meaningful impact in a highly regulated industry, all while enjoying the unique advantages of working locally in a vibrant city.
StudySmarter Expert Advice🤫
We think this is how you could land DNV Maritime Key Account Manager
✨Tip Number 1
Network like a pro! Get out there and connect with people in the maritime industry. Attend events, join online forums, and don’t be shy about reaching out to potential contacts on LinkedIn. Building relationships can open doors that you didn’t even know existed.
✨Tip Number 2
Prepare for those face-to-face meetings! Research your potential clients thoroughly and come armed with insights about their business. Show them you understand their needs and challenges, and be ready to discuss how you can help them achieve their goals.
✨Tip Number 3
Follow up after meetings! A quick email thanking them for their time and summarising key points can keep you top of mind. It shows you’re proactive and genuinely interested in building that relationship further.
✨Tip Number 4
Don’t forget to leverage our website! Apply through StudySmarter to find roles that match your skills and interests. We’ve got loads of resources to help you stand out and land that dream job in the maritime sector.
We think you need these skills to ace DNV Maritime Key Account Manager
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Key Account Manager role. Highlight your experience in managing strategic B2B accounts and how it aligns with DNV's mission to empower customers with reliable insights.
Showcase Your Relationship-Building Skills:We want to see how you’ve built trusted relationships with senior stakeholders in the past. Share specific examples that demonstrate your ability to understand customer needs and drive sustainable growth.
Be Clear and Concise:When writing your application, keep it clear and to the point. Use bullet points where possible to make it easy for us to see your key achievements and skills relevant to the maritime industry.
Apply Through Our Website:Don’t forget to submit your application through our website! It’s the best way for us to receive your details and ensures you’re considered for the role. We can’t wait to hear from you!
How to prepare for a job interview at DNV
✨Know Your Maritime Stuff
Make sure you brush up on your maritime knowledge, especially around classification societies and vessel management. Being able to discuss industry trends and DNV's role in them will show that you're not just a candidate, but a potential partner who understands the landscape.
✨Build Relationships Before You Walk In
Since this role is all about managing key accounts, try to connect with current or former employees on LinkedIn. Understanding their experiences can give you insights into the company culture and what they value in a Key Account Manager.
✨Prepare Your Success Stories
Have a few solid examples ready that showcase your ability to build relationships and close deals in a B2B environment. Use the STAR method (Situation, Task, Action, Result) to structure your answers, making it easy for interviewers to see your impact.
✨Ask Smart Questions
Prepare thoughtful questions that demonstrate your interest in DNV's strategic goals and how you can contribute. Asking about their approach to customer satisfaction or how they foresee changes in the maritime industry can set you apart as a proactive candidate.
