Senior Key Account Manager (TSO and Government)
About this role
Job Description
As a Senior Key Account Manager within Fugro’s Transmission System Operator (TSO) and Government sector, you will take ownership of a portfolio of strategically significant clients across the EUAF region. This is a high‑impact commercial role where you shape long‑term partnerships, deepen client intimacy, and position Fugro as the trusted partner of choice for critical national infrastructure and government organisations. You will lead cross‑functional account teams, bring sector expertise directly into client conversations, and drive coordinated engagement that aligns with Fugro’s
Towards Full Potential
strategy.
Operating as the sector focal point, you will connect internal stakeholders across business lines, service lines, commercial teams, and strategy functions to ensure a unified, insight‑driven approach to each key account. Your leadership will influence win strategies, guide innovation uptake, strengthen market positioning, and translate client needs into actionable growth opportunities. This is a role for someone who thrives on building relationships at senior levels, navigating complex organisations, and delivering measurable commercial impact across a dynamic and strategically important sector.
Your role and responsibilities:
Manage a portfolio of strategically important key accounts within the Transmission and Government sector.
Oversee regional key accounts and ensure coordinated efforts across the sector.
Lead key account teams and bring sector expertise to identify and solve client problems.
Act as the primary focal point for clients and internal stakeholders.
Develop and maintain long-term, trusting relationships with senior client stakeholders.
Prioritise clients and opportunities based on strategic value.
Act as the sales lead for key account opportunities, defining and executing win strategies.
Develop clear account strategies and action plans aligned with corporate and regional objectives.
Drive the “zipper” approach to connect Fugro and client stakeholders at multiple levels.
Collaborate with Regional Business Line Directors, Service Line Directors, Strategic Sales & Marketing, commercial teams, legal, and project managers.
Serve as the sector focal point for account management, business line, and commercial teams.
Facilitate intelligence sharing across the sector and ensure consistent communication.
Maintain close relationships with project managers and participate in kick-off and lessons-learned meetings.
Actively solicit client feedback, share insights, and ensure issues are addressed effectively.
Support continuous improvement by communicating common client issues to business lines.
Drive adoption of innovation within the sector and targeted accounts.
Work with business development, commercial teams, market analysts, and strategy teams to understand market trends and client needs.
Develop sector growth plans and identify common client challenges.
Represent the client’s voice internally to support frameworks, proposals, and contract reviews.
Ensure CRM data is accurate and up to date.
Participate in key industry events to stay informed and strengthen client relationships.
Deliver measurable improvements in annual awarded revenue and margin performance.
Drive uptake of new solutions and innovations by linking client needs to Fugro’s innovation portfolio.
Engage clients early in the development of new technologies and services.
Identify opportunities for new solutions based on client plans, funding sources, and innovation pathways
What you’ll need to thrive in this role
Bachelor’s degree in a technical, business, or marketing field.
Experience in key account management, commercial roles, sales, or business development.
Deep sector and client knowledge of transmission operators across the EUAF region (essential).
Management experience in roles such as Commercial Manager, Business Development Manager, or Key Account Manager.
Strong communication skills with a focus on achieving sustainable results and operational excellence.
Proficient language skills (specific languages not provided).
Experience with Word, Excel, PowerPoint, Teams, Dynamics 365, and Power BI (preferred).
About Fugro Norway
Do you want to join our Geo-data revolution? Fugro’s global reach and unique know-how will put the world at your fingertips. Our love of exploration and technical expertise help us to provide our clients with invaluable insights. We source and make sense of the most relevant Geo-data for their needs, so they can design, build and operate their assets more safely, sustainably and efficiently. But we’re always looking for new talent to take the next step with us. For bright minds who enjoy meaningful work and want to push our pioneering spirit further. For individuals who can take the initiative but work well within a team.