Market Area Manager Poland, Baltics and Eastern Europe

All locations

• Warszawa, Poland
• Gdynia, Poland

Business:

Energy Systems

Position type:

Full Time

Contract type:

Permanent Employee

Job ID:

7879

Overview

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 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.

About the role

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 Manage r 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.

What we offer

About you

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
• Fluent written and spoken English and Polish.

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.

Benefits

Please note that some benefits may vary depending on location, business area, and employment terms. Please confirm with your recruiter.

Profit Share

You’ll be part of our global profit share scheme that means we all share in our success as a business. If we profit, so do you. This will be part of our Total Compensation approach each year and depends on our year-end results.

Professional Development

We believe in the 70/20/10 learning model, where 70% of your learning comes from performing your everyday tasks and working on different projects, new areas and initiatives to gain new skills. 20% from working with others and mentoring and the rest from formal education.

Shape Your Career

We support you in exploring different career opportunities or shifting between teams or locations, so that you can shape your career according to what you find motivating. We dare, and so can you.

Ergonomic Workplace

Sit/stand desks, high-quality adjustable chairs and balance balls are just a few examples of what ergonomic office means here. We also make it easier for you to arrange your working space at home with a desk grant.

Securing Your Future

After six months of service, wcontribute 5% of your gross salary monthly to your individual Pension Account under the PPE (Pracowniczy Program Emerytalny), and you can choose to contribute more.

Medical Package and Wellbeing Initiatives

Alongside a healthcare package where you can sign up your spouse and children, you have access to the many wellbeing initiatives we run. Workshops, webinars, consultations with specialists are just a few examples of how we care for your wellbeing.

33 Days of Sick Leave Fully Paid By Employer

Mutual trust is the foundation of our relationships. That’s why we offer fully paid sick leave: 33 days at 100% of your base salary (14 days for employees over 50) to help you recover and be ready for new challenges.

Good Office Location and Free Parking

Our office is located near SKM and PKM train stations, and the bus stops are just outside our building. But if you prefer to commute by car, we have free outdoor and underground car park available.

Support for learning

We support your development with up to 50% coverage of job-related courses, studies, or language classes.

Sports & Transport Benefits

You get an annual budget for sports and wellbeing services. Whether that’s a Multisport Plus card, reimbursing public transport cost or other sport activities - the choice is yours.

Lunch Card

You get a lunch card with a top-up for every day you work from the office.

Hybrid Work Model

We work in a hybrid model (three days from the office) and have flexible starting hours. This means you can fit your work and life together in a way that works for you. You can also use an additional 24-day work-from-home package per year to balance work and life.

Diversity, Equity and Inclusion

At DNV, our commitment to Diversity, Equity, and Inclusion is not only an ethical choice, but also a business decision.

Diversity, fairness, and a sense of belonging are a source of strength for our people, our business, and our customers, and help us to deliver on our purpose, vision, and values.

about DEI

Working here

Since 1864 we’ve been dedicated to safeguarding life, property and the environment. Today we remain at the forefront of new technologies and techniques to help our customers transform for a more sustainable future.

At DNV you can expect to deliver career and industry defining work. You’ll be given the time to build your network, the resources to support your development, and the freedom to satisfy your curiosity and desire to learn.

about Working here