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4 mesi fa
Arcadis is the world's leading company delivering sustainable design, engineering, and consultancy solutions for natural and built assets.
We are more than 36, people, in over 70 countries, dedicated to improving quality of life. Everyone has an important role to play. With the power of many curious minds, together we can solve the worlds most complex challenges and deliver more impact together.
Role description:
The EMEA Key Account Lead role is an exciting opportunity to lead one or more of our established top global hyperscale key accounts across the EMEA region. These are consistently our most profitable accounts with the highest potential for growth.
In working with these innovative, forward-thinking clients, we currently deliver some of the largest construction projects in the EMEA business. There is significant opportunity to grow these accounts further by bringing together the best of Arcadis global capabilities, to maintain their position as the flagship accounts within our Technology sector and wider business.
As EMEA Key Account Lead, you will be accountable for the growth, maintenance, client experience and positive relationships across all aspects and regional locations of each allocated Key Global Account in the Technology Sector, specifically:
To lead, establish and maintain long-term, sustainable, profitable account growth across Europe and UK for one or more global key clients in the Technology Sector. To lead and manage key regional account relationships to establish Arcadis as a trusted partner and achieve target growth plans. To oversee all growth activity across EMEA, working with country allocated account leads and taking on the UK account lead role.To perform the role effectively requires regular travel to different client offices and site locations across Europe. The current key locations being Dublin, Nordics, UK, Benelux, Germany and Italy, although these may change over time to mirror the main focus of activity on each account. You should expect to visit client head offices at least once a month, with travel to visit onsite project teams across Europe on a rotating basis.
This position suits someone with a deep understanding and significant experience of working in a senior business development role at a construction or design and engineering consultancy. You will have a growth mindset and be well connected with clients in the Technology Sector, enabling you to hit the ground running and make an immediate positive impact.
Role accountabilities:
Develop and implement regional and local account plans in line with Arcadis business objectives to drive growth, in collaboration with in-country Technology growth leads. Develop and grow target and existing accounts (revenue, bookings and margin) to meet or exceed planned targets. Develop and maintain knowledge and understanding of the client and the business Sector to identify key trends and emerging opportunities, with existing clients and across the business Sector. Manage pursuits, contribute to bid/no-bid decisions by providing account and client business insight, oversee proposal preparation and support the achievement of successful pursuits. Work collaboratively with Value Proposition Leaders to manage the targeting and tailoring of Arcadis value propositions into commercially viable propositions for the account, demonstrating value-creating outcomes for the client. Capture client data including track record, case studies, sales collateral relationship history and delivery lessons learned, and make available to support continuous improvement across accounts managed. Manage the regional pipeline and feed opportunities into the business line pipeline to ensure an optimal flow of pursuits to achieve set targets. Develop relationships throughout Arcadis to foster cooperation and to maximise opportunities to cross-sell and trade-up. Develop and leverage a network of enduring relationships across the client locally to understand their business needs, position Arcadis as a trusted partner and contribute to the client relationship development. Engage with Operations to drive necessary resource outcomes to support growth and delivery excellence for the account.Qualifications & Experience:
We'd love you to have a bachelor or master's degree and extensive experience in market to opportunity, pursuit to win, and account and client management within a multinational engineering or professional services firm. Have a credible market opinion Be able to demonstrate a proven track record of developing and implementing sales strategies to profitably grow client accounts. Be able to demonstrate significant leadership capability and the ability to inspire multi-disciplinary teams around a common purpose. Demonstrable successful implementation of CX at individual client and strategic level. Led complex pursuits at 10m+ revenue. The ability to strategically plan and implement strategy. Demonstrated experience as senior sales leader with strong presence in the market in country. Ambitious mindset and a strong drive to grow the business and meet targets. Entrepreneurial attitude and strategic focus with strong commercial drive and decisiveness.