About this role
About Energy Systems
We help customers navigate the complex transition to a decarbonized and more sustainable energy future. We do this by assuring that energy systems work safely and effectively, using solutions that are increasingly digital. We also help industries and governments to navigate the many complex, interrelated transitions taking place globally and regionally, in the energy industry.
To enable Energy Systems to achieve its strategic ambitions and become future fit, we need leaders who drive business operations to meet customers’ expectations while also continuously improving the way we work. Region Northern Europe is therefore seeking the Market Area Manager for Poland, Baltics and Eastern Europe to further drive our strategic positioning, customer development and sales into this important market area for Energy Systems. The Market Area Manager will be key in DNV succeeding.
The Market Area Manager is responsible for the market area Poland, Baltics and Eastern Europe within Region Northern Europe and will report directly to the Head of Business Development. In this role you have a strong market and customer focus, you will drive sales and manage customer relations in a defined market area or country. This role gives customers a voice within the organization, challenges the internal organization on customer centricity and provides input for customer/market policy and strategy. You own our market positioning and work in close contact with a team of sales managers/seller-doers/key delivery leads.
In addition, you also lead by example in our CRM system Sales Force and set actions to the wider DNV organization. The role will require you to prioritize DNV regional memberships, events and manage external relations in collaboration with Marketing, Communication & Public Affairs. Finally: You will contribute to developing senior relational, business and commercial competencies and strive for a high performing and collaborative culture. As a Market Area Manager you are a member of the Regional Leadership team and will attend regional leadership meetings.
The Market Area Manager will also lead the market area micro, macro and industry analysis to develop the strategy and go-to market dependencies for the regional Annual Operating Plan.
Primary tasks of this role
- Drives sales, by actively managing sales pipeline growth and increasing order intake for Market Area Poland, Baltics and Eastern Europe. Strong influence on project pricing, service portfolio, resourcing, bid quality review across BA.
- Monitors profitability of accounts in own Market Area and develops and implements strategies, in cooperation with the delivery units, for improving competitiveness and profitability, driving the KPIs of the entire unit and the Business Area.
- Optimizes the customer experience measured in the annual customer index (CSRI score) for accounts in the Market Area.
- Monitors and manages the sales funnel from sales qualified leads to won opportunities.
- Seeks deep customer insights (e.g. on strategic direction) including prospecting for new (key) customers, market insights e.g. change in needs, new services and the competitor landscape.
- Develops overview of major market trends, including analysis of political developments and update the market area strategy with micro, macro and industry analysis for the market area and go-to market dependencies all to be written for the regional Annual Operating Plan.
- Focus on business development in the market area including cross- and up-selling activities across BAs, BUs, and services.
- Fosters a relevant internal and external network; identifies, builds and strengthens relevant customer relationships. Collaborates in Regional Leadership Team and across Business Areas for the purpose of providing value and solutions to customers.
- Acts as a project sponsor for key strategic projects, monitors delivery of projects/services to ensure high-quality and consistency, perform after sales and participate in Cross sector opportunities.
- Supports the Regional Leadership Team in (Market Area) strategy and decision making.
- Develops Key Account Prospects to enter the key account portfolio and assume over time key account management responsibilities.
- Orchestrates cross-Service Area and cross-Business Area opportunities, ensuring clear customer, commercial and technical ownership.
- Manages the local bid and sales support function(s)
- Leads early opportunity qualification and bid/no-bid discussions, challenging scope, value proposition, pricing, risk, local content and delivery capacity.
- Builds senior relationships with strategic customers, utilities, investors, lenders, public stakeholders and industry associations.
- Provides local procurement, regulatory, stakeholder and competitor insight for strategic accounts and major tenders.
- Identifies capability gaps and coordinates recruitment, internal mobilization, partnerships and subcontracting with the responsible Service Areas.
- Represents DNV at selected events and works with Marketing, Communications & Public Affairs to convert market visibility into customer follow-up.
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.
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Position Qualifications
- Educated to at least Master degree level (Masters, in a relevant commercial or technical/engineering discipline)
- Several years’ experience of working at a senior level in the energy industry, with exceptional commercial awareness backed up by technical knowledge and understanding, good understanding of key market drivers and challenges (market foresight).
- Good understanding of the energy market landscape and key players within the specified area.
- Proven business development ability within large energy or developer type companies (e.g. a diversified international energy company with significant aspirations and activity in low carbon energy like renewables and green molecules), building strong, stable relationships with customers.
- Good understanding of the breadth and depth of the solutions/services we can offer at DNV.
- Exceptional commercial awareness, result-orientation (incl. ability to close deals) and proven business development ability within this sector.
- Strong network within the Energy ecosystem of the target markets, with a strong focus on Poland and opportune countries like in the Baltics and Eastern Europe.
- Ability to influence and negotiate with staff and senior managers.
- Proven track record to lead across silos and achieve the desired results
Personal Qualities
- Dedicated sales mindset, is extremely good at customer relationship building, generating leads and closing deals.
- Communicates effectively, is pragmatic, builds strong relationships and can influence.
- Hold strong coaching- and leadership skills and has ability to engage, develop, empower, and motivate the regional sales team
- Behavioral flexibility to build relationships, adapt easily, coach and influence while demonstrating our core values of caring, daring and sharing
- Creates trust through reliable delivery and strong and stable relationships with customers
- Promotes and respects a diverse and inclusive culture and can communicate and connect with people at different levels, places, etc. Cultivates a broad and diverse network
- Demonstrate foresight – know what is happening in the market, how will it impact us and what do we do to adapt to it
- Leader routed in situational leadership and ability to handle multiple challenges simultaneously
- Keep a positive and proactive attitude, with a solution-oriented mindset
- Shows persuasiveness and persistence
- Is self-motivated, high degree of intrinsic motivation, resilient and can cope with work pressure
- Willing and able to travel, mainly within Poland and the Eastern part of Europe (up to 30%)
Security and compliance with statutory requirements in the countries in which we operate is essential for DNV. Background checks will be conducted on all final candidates as part of the offer process, in accordance with applicable country-specific laws and practices.