In July 2024, we welcomed Hans-Martin as the Nordic Key Account Manager at LCA.no. With a strong background in business development and partnership collaboration, Hans-Martin brings valuable experience from top companies like Visma, Codan, and Gjensidige. In this interview, you’ll get a chance to know Hans-Martin better.
The Green Tech Market Attracts Valuable Talent
– In my previous customer and partner interactions, I noticed a growing interest in environmental sustainability. I also saw a clear trend in the market where ‘green tech,’ particularly software, was booming, attracting significant attention from users and investors alike. I found it exciting to bring my experience from large, well-established companies that had to adapt to changing customer behaviors and the rise of modern cloud technology. Although I don’t have a technical degree, I’ve always been interested in technology. These thoughts quickly developed, and I started exploring new challenges in the market. Fortunately, LCA.no emerged as an opportunity.
What particularly attracted me to LCA.no was the company’s clear vision to support businesses in their environmental focus and provide innovative tools for environmental documentation and analysis. The first few months have given me great insight into how our tools work, the maturity of various market segments, and, most importantly, I’ve had the pleasure of getting to know many talented colleagues, Hans-Martin begins.
Relevant Experience in Partnership Development
We asked Hans-Martin about his experience and how it has prepared him for the role at LCA.no. -I’ve held several roles in large, experienced sales organizations at Visma Software, Codan, and Gjensidige. Here, I learned what works and doesn’t work in a competitive environment, where modern technology plays a central role in both internal and external business processes, which has prepared me well for this position. At Visma Software, I worked on developing partnerships, focusing on scaling business opportunities. My experience as a strategic business developer at Codan Insurance provided me with valuable skills in negotiation, customer and partner management, and understanding complex B2B relationships. At Gjensidige, I was more involved in typical KAM tasks and also led proposal work for new business opportunities. I believe this experience is directly transferable to my role at LCA.no, says Hans-Martin.
Significant Opportunities for Partners with LCA.no
LCA.no has strong partnerships locally and internationally with some of the world’s best in their fields, and partnerships are essential to us at LCA.no. – Partnering with LCA.no allows companies to offer their customers market-leading solutions for environmental documentation and sustainability. They can focus on their core services, which often include consultancy. Our tools enhance the effectiveness of partners’ advisory services by providing access to verified environmental documentation that integrates into their customers’ operational and strategic business processes. Through our tools, business values are realized via more efficient processes and reliable environmental documentation.
Partnering with us gives our partners a broader range of tools. Some clients come from the product or technology side; they’ve decided to adopt tools, and partners can help them maximize their effectiveness through their services. Other client opportunities arise due to regulatory requirements, where partners can assist in process and organizational development, followed by the implementation of digital tools like LCA and EPD.
Additionally, we offer partners continuous training, support, and the opportunity to conduct joint marketing initiatives. Our partnerships aren’t just about sales; they’re about building long-term relationships where both parties can grow and achieve shared sustainability goals. For many companies, this is a key to positioning themselves in a rapidly evolving market focused on sustainability, Hans-Martin explains.
Interested in learning more about EPD and LCA? Check our course calendar.
Direct Impact on Customers’ Environmental Footprint
Working with the environment and sustainability is inspiring. – Those of us in sales at LCA.no see ourselves as advisors to our clients. We aim to sell the right product at the right time. There needs to be strong buy-in within the company, and the client should have clear goals and a well-thought-out sustainability strategy. This way, we can have a direct impact on the company’s environmental footprint, which is a strong motivator for me. Our tools for environmental documentation provide customers with the data and insights they need to make better, more informed decisions. It feels great to be part of an industry where sustainability and innovation come together to create solutions that genuinely make a difference. I also appreciate how our software simplifies what are often highly complex processes for clients, reflects Hans-Martin.
Many Companies are Unsure How to Meet Regulatory Requirements
What do you see as the biggest challenges for companies adapting to ESPR, and how can LCA.no help? – One of the biggest challenges is the complexity of the new regulations and how companies can meet the many requirements. Many companies lack the experience or resources to understand and implement these regulations effectively. LCA.no can help by providing tools that simplify processes around environmental declarations and traceability. Our software makes it easy for companies to document environmental impact in line with the latest regulations and provides them with the data they need to make well-informed decisions, says Hans-Martin.
The KAM Role Will Require In-Depth Knowledge of Both Technology and Sustainability Requirements
We asked Hans-Martin to look into the crystal ball and share his thoughts on the future of the KAM role. -The role of a KAM will undoubtedly require a deeper understanding of both technological solutions and clients’ sustainability needs. We won’t just be responsible for sales but also for building long-term relationships and being a trusted partner for our clients. As environmental requirements become stricter, clients will need more support to adapt, and as KAMs, we can provide both expertise and relevant tools like EPD and LCA solutions. I also believe the KAM role will become more cross-functional. We’ll need to collaborate with various departments within our organization, such as product development, marketing, and customer service, to ensure we deliver comprehensive solutions, Hans-Martin analyses.
Check Your Audio Settings Before a Client Meeting!
What’s the funniest thing that has happened during a client meeting or sales process? – During a Teams meeting with a potential partner in the middle of the pandemic, I was supposed to present the company, with my manager on the line. My kids were around me, and I had forgotten to take myself off mute. I started the presentation enthusiastically, but no one could hear me. I didn’t understand why my manager kept interrupting until I finally realized he was taking the lead because I wasn’t—at least not to anyone but myself! It was a good laugh afterward and a reminder of the importance of checking your audio settings before a meeting, Hans-Martin recalls.
LCA.no Aims to Remain a Leader in Cloud Solutions for Environmental Documentation
Finally, we asked Hans-Martin what he looks forward to achieving most at LCA.no. – I’m most excited about contributing to LCA.no’s continued leadership in cloud-based solutions for environmental documentation. I want to help develop even more user-friendly tools that support companies in documenting their environmental impact and making necessary adjustments to reduce it. I also hope to make a visible impact on the success of our partners. I work closely with our partners, and they represent an essential market channel for us. When we help our international partners succeed in their sustainability efforts with their clients, we make it easier for all stakeholders in the value chain to access critical information on improvement opportunities in both products and business processes, says Hans-Martin enthusiastically.
Feel free to add Hans-Martin to your LinkedIn network.
We’re Looking for More Talented Colleagues!
Interested in career opportunities at an innovative and rapidly growing company that is a global leader in environmental documentation? Want to work with modern technology? Check out our careers page.