Key Account Manager - Energy Division

Alfa Laval Technologies; Sandvika; On-site; NOK 900,000 - 1,200,000; Full time

Job summary

Alfa Laval seeks a customer-focused Key Account Manager to strengthen relationships with a key strategic energy customer in Norway. You will own an end-to-end account strategy, navigate stakeholders from maintenance teams to executive management, and collaborate with Sales and Service Operations to drive sustainable growth.

The role requires 5–7 years in B2B sales or KAM, experience in industrial/energy sectors, and fluency in English plus a Nordic language.

Qualifications

• 5–7 years of proven experience in B2B sales, Key Account Management or Business Development.
• Strong understanding of customer segmentation and stakeholder mapping.
• Experience selling technical products, solutions or services within industrial or energy sectors in Northern Europe.
• Strong commercial and analytical skills to assess business potential and prioritize opportunities.
• Experience with CRM systems and digital sales tools.
• Clear commitment to safety as a core priority in all customer and commercial activities.
• Fluency in English and one Nordic language, preferably Norwegian.
• Degree in business, sales, engineering, or a related field.
• Experience from oil and gas / offshore industry is an advantage.

Responsibilities

• Conduct market and customer analysis to identify business potential, customer priorities and growth opportunities.
• Map the customer's organization, stakeholders and decision-making processes across relevant business areas and locations.
• Develop account strategies that define relationships to build, with whom and for what purpose.
• Develop and maintain a two- to four-year Key Account Management plan, including customer segmentation, prioritization and commercial objectives.
• Identify opportunities across the full customer lifecycle, including service agreements, maintenance, upgrades, replacements, new equipment and capital projects.
• Develop, implement and follow up local sales activities with relevant customer stakeholders and markets to achieve sustainable growth.
• Develop a close relationship between Sales and Service Operations to ensure projects are executed according to plan and meet customer expectations.
• Plan and coordinate customer engagement to ensure that the right stakeholders are involved at the right time.
• Systematically follow up each stage of the KAM sales process to ensure that relevant opportunities are identified and captured.
• Proactively coordinate with Alfa Laval Business Units, Capital Sales, Service Sales, service operation and other internal stakeholders to ensure aligned customer and market strategies.

Skills

B2B sales

Key Account Management

Consultative selling

Stakeholder mapping

CRM systems

Technical products

Nordic languages

Education

Degree in business or engineering

Tools

CRM software

Digital sales tools

Job description

Every day, we get opportunities to make a positive impact - on our colleagues, partners, customers, and society. Together, we're pioneering the solutions of the future and unlocking the full potential of precious resources. Trusted to act on initiative, we challenge conventional thinking to develop world-leading technologies that inspire progress in vital areas, including energy, food, water, and shipping.

As we push forward, the innovative, open spirit that fuels our 140-year-old start-up culture and rapid growth also drives our personal growth. So, as we shape a more resourceful, less wasteful world, we build our careers too.

About the job

As Key Account Manager, you will be responsible for developing and strengthening Alfa Laval's relationship with one of its key strategic energy customers in Norway. Based in the Service Sales team within the Energy Division, you will take a holistic view of the customer relationship and identify opportunities across both Service Sales and Capital Sales. You will turn customer insight into commercial opportunities by understanding the customer's business priorities, mapping stakeholders and building trusted relationships at every level, from maintenance and technical teams to senior and executive management. Working closely with Alfa Laval's Business Units, Capital Sales, Service Sales and Nordic service organization, you will develop and execute a long-term account strategy that supports sustainable growth.

Key Responsibilities

• Conduct market and customer analysis to identify business potential, customer priorities and growth opportunities.
• Map the customer's organization, stakeholders and decision-making processes across relevant business areas and locations.
• Develop account strategies that define which relationships to build, with whom and for what purpose.
• Develop and maintain a two- to four-year Key Account Management plan, including customer segmentation, prioritization and commercial objectives.
• Identify opportunities across the full customer lifecycle, including service agreements, maintenance, upgrades, replacements, new equipment and capital projects.
• Develop, implement and follow up local sales activities with relevant customer stakeholders and markets to achieve sustainable growth.
• Develop a close relationship between Sales and Service Operations to ensure projects are executed according to plan and meet customer expectations.
• Plan and coordinate customer engagement to ensure that the right stakeholders are involved at the right time.
• Systematically follow up each stage of the KAM sales process to ensure that relevant opportunities are identified and captured.
• Proactively coordinate with Alfa Laval Business Units, Capital Sales, Service Sales, service operation and other internal stakeholders to ensure aligned customer and market strategies.

Who are you

You are a customer-focused and strategic relationship builder who enjoys understanding complex organizations and turning customer insight into action. You are proactive and confident in reaching out to stakeholders at every level, including senior management, while remaining equally comfortable discussing practical challenges with maintenance and technical teams. You adapt your communication style to different audiences and functions, create momentum without waiting to be asked, and influence through open dialogue and collaboration. Structured and accountable, you follow through on commitments and are motivated by creating sustainable growth across both service and capital sales.

What you know

• A minimum of 5-7 years of proven experience in B2B sales, Key Account Management or Business Development.
• Strong understanding of customer segmentation, stakeholder mapping and consultative selling.
• Experience selling technical products, solutions or services, preferably within the industrial or energy sectors in the Northern European market.
• Strong commercial and analytical skills, with the ability to assess business potential and prioritize opportunities.
• Experience working with CRM systems and digital sales tools.
• A clear commitment to safety as a core priority in all customer and commercial activities
• Fluency in English and one Nordic language, preferably Norwegian.
• A degree in business, sales, engineering, industrial technology or a related field.
• Experience from the oil and gas / offshore industry is an advantage.

For more information, please contact David Mellby, Market Area Manager at [e-mail] or Raquel Herndon, Talent Acquisition Partner at [e-mail]

For union information in Lund, please