Key Account Manager – Energy Division

C41704 Alfa Laval Nordic A/S; Sandvika; On-site; NOK 900,000 - 1,200,000; Full time

Job summary

Alfa Laval Mid Europe GmbH in Sandvika, Norway, seeks a strategic Key Account Manager to deepen relationships with a major energy customer. You’ll map stakeholders, define multi-year plans, and orchestrate cross‑unit collaboration to drive sustainable growth in service and capital sales.

You’ll work closely with Nordic service teams, capital sales and business units to translate customer priorities into concrete opportunities, manage complex contracts, and lead value‑driven engagements with

Qualifications

• 5–7+ years in B2B sales, Key Account Management or Business Development.
• Strong segmentation, stakeholder mapping and consultative selling skills.
• Experience selling technical solutions in industrial/energy sectors is preferred.
• CRM usage and digital sales tools experience, with a safety mindset.
• Fluency in English and Norwegian language proficiency is desirable.
• Degree in business, sales, engineering or related field.

Responsibilities

• Conduct market and customer analysis to identify business potential and growth.
• Map customer organizations, stakeholders and decision-making processes.
• Develop account strategies and multi-year plans for key customers.
• Identify opportunities across service and capital sales throughout the lifecycle.
• Coordinate local sales activities with stakeholders and markets for growth.
• Align Sales and Service Operations to deliver projects as planned.
• Coordinate with Business Units and Nordic service teams for strategy alignment.
• Engage stakeholders at various levels, including senior management.

Skills

B2B sales

Key Account Management

Stakeholder mapping

Consultative selling

CRM systems

English fluent

Norwegian language

Education

Bachelor's degree in business, sales, engineering

Tools

CRM systems

Digital sales tools

Job description

About the job

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.

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, prioritisation 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 organisations 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

To succeed in this role, you combine proven commercial experience with the ability to understand technical products, service offerings, capital projects and complex stakeholder environments. We believe that our ideal candidate has:

• 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 prioritise 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.

Union information in Lund

• Johan Ranhög, Akademikerna, [e-mail]
• Monica Anderberg, Unionen,[e-mail]
• Stefan Sandell, Ledarna, [e-mail]

Our commitment to integrity

We care about diversity, inclusion, and equity in our recruitment processes. We also believe behavioural traits can provide important insights into a candidate’s fit to a role. To help us achieve this we apply Pymetrics assessments, and upon application you will be invited to play the assessment games. As part of Alfa Laval’s commitment to a safe and healthy workplace, alcohol and drug testing is applied during the pre‑employment process for candidates applying in Sweden.

Contact

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