Key Account Lead - National Energy Companies

The Regional Key Account Lead role will have overall accountability for the National Energy Company (NEC) portfolio in APAC. The role coordinates and governs Key Account Management for four NEC key accounts.

Key responsibilities include:

- Holds overall accountability for the performance of the NEC key account portfolio: Petronas, Pertamina, PTT and INPEX.
- Defines and governs Key Account Strategy, targets and priorities for each NEC, ensuring clear alignment across regional and local teams.
- Coordinates and supports the Key Account Manager setup for each account, acting as KAM directly or enabling local KAMs depending on account model.
- Ensures consistent delivery against key account expectations, including sales performance, pipeline quality, CRSI and structured customer feedback.
- Leads and aligns Key Account Teams across regions, countries, business areas and departments.
- Ensures disciplined and transparent Salesforce usage for all NEC accounts as the single trusted source for strategy, pipeline, opportunities and customer data.
- Drives cross‑account learning and value creation by sharing best practices, approaches and capabilities across NEC accounts.
- A high ‑ impact regional key account leadership role within DNV’s Energy Systems business.
- Ownership of strategically important National Energy Company relationships in APAC.
- Close collaboration with regional leadership, production units and local country organisations.
- Opportunity to shape and professionalise Key Account Management across a critical customer segment.

Experience

- Proven experience in business development, sales, market management and/or key account management within the energy, infrastructure or related technical sectors.
- Demonstrated ability to manage customer relationships at multiple levels, including senior stakeholders.
- Experience driving sales pipeline development, order intake and revenue growth in a competitive market environment.
- Exposure to the oil and gas and/or renewable energy sectors, with understanding of project‑based sales and long sales cycles.
- Experience working across cross‑functional and multidisciplinary teams, and influencing without direct line management responsibility.
- Prior experience managing or coaching others is an advantage but not mandatory.

Skills

- Strong commercial and market awareness, with the ability to translate customer needs into value‑adding solutions.
- Excellent communication and stakeholder management skills, with confidence engaging customers, partners and internal teams.
- Structured and disciplined approach to sales execution and opportunity management.
- Comfortable working with CRM systems (e.g. Salesforce) as the primary tool for managing accounts, opportunities and pipeline.
- Proficient in standard business software tools (e.g. Microsoft Office suite).
- Fluency in English is required
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.