Director, Strategic Accounts - Offshore Energy

American Bureau of Shipping; Genova; In loco; EUR 90.000 - 110.000; Tempo pieno

Descrizione del lavoro

A global leader in maritime services is seeking a Director of Strategic Account Management to enhance client partnerships primarily in the Offshore Energy sector. The role involves leading relationship management, developing strategic account plans, and ensuring ABS provides maximum value to high-value clients. Candidates should have a strong background in business or engineering, experience in strategic account management, and the ability to operate within a regulatory environment. Exceptional communication and negotiation skills are essential, along with a results-oriented approach.

Competenze

• Minimum years of experience in strategic account management, business development, or enterprise service delivery.
• Proven track record managing multimillion-dollar clients and navigating complex stakeholder environments.
• Experience transitioning the maritime industry toward decarbonization and compliance standards.

Mansioni

• Lead enterprise-level relationship management for strategic accounts.
• Develop and implement comprehensive strategic account plans.
• Track and report on KPIs, revenue forecasts, and strategic initiatives.

Conoscenze

Strong executive presence

Excellent communication skills

Negotiation skills

Ability to drive strategic planning

Results-oriented mindset

Formazione

Bachelor's degree in Business or Engineering

MBA or technical graduate degree

Strumenti

Microsoft Office

CRM platforms (Salesforce, Dynamics)

Descrizione del lavoro

The Director of Strategic Account Management (SAM) is a senior commercial leader responsible for strengthening ABS’s market position with its most critical enterprise clients. This would primarily focus on Offshore Energy. This role serves as the principal relationship owner across the ABS enterprise, driving strategic growth through coordinated engagement, integrated solution delivery, and long-term client partnership. The Director ensures ABS delivers maximum value to clients while aligning internal teams to better serve our external partners.

What You Will Do:

• Focus with clients will include risk and regulatory acumen, deep understanding of offshore O&G and renewables, and cross-border coordination capabilities.
• Lead enterprise-level relationship management for a portfolio of high-value strategic accounts, ensuring alignment with client priorities and ABS commercial objectives.
• Develop and implement comprehensive strategic account plans, including growth strategies, stakeholder engagement, service penetration, and long-term client development.
• Serve as the primary liaison between client decision-makers and ABS’s internal teams across service lines including class, cybersecurity, sustainability, digital solutions, and risk management.
• Facilitate cross-organizational collaboration between ABS Consulting and ABS Bureau, ensuring seamless delivery of integrated solutions.
• Coordinate with Sales Teams to align engagement strategies, reduce duplication of efforts, and promote a unified client experience.
• Work with Market Leads and SMEs to bring specialized technical expertise into account strategies and client discussions.
• Represent the “Voice of the Client” to inform strategic planning, solution development, sales initiatives, and internal performance reviews.
• Track and report on KPIs, pipeline velocity, revenue forecasts, and strategic initiatives for assigned accounts.

What You Will Need:

Education and Experience

• Bachelors degree in Business, Engineering, or related field required.
• MBA or technical graduate degree preferred.
• Minimum years of experience in strategic account management, business development, or enterprise service delivery.
• Experience transitioning the maritime industry toward decarbonization, automation, and global compliance standards.
• Proven track record managing multimillion-dollar clients and navigating complex stakeholder environments.

Knowledge, Skills, and Abilities

• Ability to operate within a strong risk culture, regulatory pressure, and asset lifecycle focus.
• Ability to operate in technical sales and program delivery model.
• Strong executive presence with excellent communication, negotiation, and interpersonal skills.
• Demonstrated ability to drive strategic planning, influence without formal authority, and lead cross-functional teams.
• Deep understanding of ABS services, maritime and energy markets, or critical infrastructure sectors strongly preferred.
• Proficiency with Microsoft and CRM platforms (Salesforce, Dynamics, etc.) preferred.
• Results-oriented mindset with a strong focus on achieving commercial outcomes.

Reporting Relationships:

• Reports directly to the Senior Vice President, Strategic Accounts.
• Works closely with Market Leads, Sales Teams, Service Line Leaders, SMEs, and ABS Bureau leadership.
• Interacts externally with executive-level client stakeholders across strategic account portfolios.