Market Area Manager Poland, Baltics and Eastern Europe
DNV · Warsaw
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.