Contractor Market Sector Leader

Description

• Liaise with Account Team Leaders in the creation of annual revenue and margin projections for each key contractor client and develop quarterly updates of these projections to reflect actual performance.
• Develop and expand a sustainable network of relationships across the sector, leveraging these to enable Arcadis to have maximum impact
• Support the identification and nomination of regional contractor key clients (Cluster 2) as part of a wider global key account management program.
• Communicate the pipeline on a regular basis to the Business Areas in support of resource management and financial planning and to coordinate direct engagement of staff from the Business Areas in the development of specific pipeline opportunities.
• Deliver a maximal client experience, conduct CX surveys, act on findings
• Working with the Business Area operations and Legal (internal and/or external counsel) coordinate review and negotiation of appropriate contract documentation to underpin intended teaming arrangements – this will include Non-Disclosure/Confidentiality Agreements, Letters of Intent, Memorandums of Understanding and Teaming Agreements. All such contractual negotiations will be undertaken in collaboration with appropriate Operations staff to ensure agreements that carry through to post award delivery are acceptable to Project Managers accountable for that delivery.
• A critical element in managing the market to opportunity phase is maintaining corporate profile and business to business relationships across North America. This will require the Post Holder to participate in conferences, conventions, sector associations/committees, forums/workshops and similar industry events. In parallel the Post Holder will be required to maintain a clear view on the cost/benefit of each such engagement to ensure investment is appropriately targeted. The Post Holder will be encouraged to actively engage in corporate marketing and communications campaigns as appropriate.
• Progress necessary due diligence and governance processes, taking opportunities into and through the market to opportunity phase. This will include leading Major Opportunity Readiness Evaluation (MORE) sessions, Pursuit Committee review sessions and associated risk evaluation processes.
• Coordinate visibility of Arcadis at industry conferences and meetings within the market sector.
• Post Holder will be required to maintain this pipeline within the Oracle Sales Cloud (Redwood) business system and derive all dashboards, reports and tracking documentation from this single source. Use of a broad spectrum of business systems and applications will be a base expectation. The Post Holder will also be required to lead in the evaluation and implementation of Artificial Intelligence based software solutions to support management of the market sector pipeline.
• Working with the Business Areas, contractor clients and 3rd party design partners, Identify potential opportunities that align with the market sector strategy.
• Coordinate with nominated Account Team Leaders in the development and implementation of Account Plans to proactively grow the value realized from key contractor clients – Post Holder will be expected to undertake the role of Account Team Leader for at least one Cluster 2 key contractor client.
• Proactively lead efforts to secure teaming positions with contractor clients in a timely manner ahead of opportunities coming to market. This will involve deep dive research into specific opportunities, engagement with Ultimate Client/Owners, formation of strategic partnerships with 3rd party design firms, development of statements of qualifications, coordination of selection interviews and regular and persistent engagement with appropriate potential contractor clients.
• Act as Pursuit Leader/Director for at least one major project pursuit annually, with specific allocation at the request of Business Area Sales Directors and/or the Major Projects Director, North America.
• Support the MSL and the Global Market Sector Director in managing relationships with global key contractor clients (Cluster 1).
• Proactive support to all live market sector pursuits as appropriate, drawing on broad market sector knowledge and corporate insights to enhance the quality of submissions.
• Drive overall growth in market sector NOI, as sold gross margin, weighted pipeline and DRO to meet or exceed planned targets
• Maintain a robust pipeline of market sector opportunities, appropriately sized to meet Business Area, Regional and Global revenue and margin targets in the short, medium and longer term.
• Collaborate with Solutions teams to develop and implement pursuit/positioning strategy
• Development and maintenance of this market sector strategy will necessitate ongoing liaison with senior/country leadership and key sales and operational leaders across local and global level, detailed market sector research and engagement with contractor clients across the region.
• Support the development and subsequent maintenance of a North American market sector strategy. Ensure specific growth aspirations, capacity, capability and risk appetite and emerging/evolving market trends are considered and accounted for through evolution of the sector strategy.

Requirements

• Excellent communicator with experience engaging with all levels within client organizations.
• An experienced writer, with a proven track record of leading and developing winning proposals
• A proven ability to articulate experience in the implementation of “alternative” delivery models (Design Build, Progressive Design Build, Integrated Project Delivery, Alliance) and the use of private equity driven funding mechanisms (P3).
• Ability to inspire and motivate Account Leaders and account team members.
• Adept working across a matrix organization and experienced in leveraging personal networks to achieve business success.
• Experience working with Contractors and Developers in the implementation of a diverse portfolio of construction projects, including being able to demonstrate an existing network of contacts from within these organizations.
• Well connected with the North American construction sector, and expert in building external networks and evolving personal connections into profitable business to business corporate relationships.
• Demonstrate significant leadership capability and the ability to inspire multi-disciplinary teams around a common purpose.
• A strong understanding of the pipeline of opportunities in the market and insight into how Arcadis can best position for success.
• Proven track record of developing and implementing sales strategies to profitably grow client accounts.
• Proven track record in development of profitable sales strategies and achievement of growth in partnership with key clients.
• Able to apply structured account management principles to underpin strategic relationships with clients and delivery partners.

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance