Global leader in engineering, architecture, environmental and construction services.
Manage and expand GHD's relationships with Canadian Defence clients (DND & DCC)
9 days ago ago
Expert & Leadership (13+ years)
Full Time
Ottawa, Ontario, Canada
Hybrid
Company Size
10,000 Employees
Service Specialisms
Engineering
Architecture
Construction services
Consulting
Project Management
Design
Technical Services
Property Development
Sector Specialisms
Water
Energy
Resources
Environment
Property and Buildings
Transportation
Hydrology and Hydrodynamics
Digital Technologies
Role
Description
crm entry
account management
proposal lead
opportunity creation
client relations
compliance
Sell Customer Propositions: Use personal expertise to identify the complex standard products and/or services offered by the organization that meet the customer's needs, together with quantities and product configurations. Present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask for concessions (e.g., price reduction) that gain the customer's agreement.
Personal Capability Building: Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation, where relevant, to improve performance and fulfill personal potential. Maintain an in-depth understanding of technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.
Sales Opportunities Creation: Develop a personal network within the sales territory and represent the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation.
Customer Relationship Management (CRM) Data: Enter customer information that has been gathered through research and/or through direct customer contact into the CRM system, to ensure that the organization has quality data to enable effective customer retention and business development activities. Or ensure that team members maintain up-to-date CRM data, identifying and resolving issues.
Customer Needs Clarification: Set clear objectives for each sales call or meeting; tailor standard materials to make presentations to decision-makers and influencers within the customer organization; and ask relevant questions to gather information, to evaluate the customer's level of interest, and to identify and respond to areas requiring further information or explanation.
Gathering of information supporting positioning GHD for current, near term and long term business opportunities within Canada’s Defence portfolios
Participate and often lead winning work teams for procurement responses for Canada’s Defence.
Develop and maintain relationships with key players and decision makers within the Canadian Defence Business assuring Client Satisfaction and key partnerships
Customer Relationship Management / Account Management: Develop and implement relationship management plans for complex existing customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues. Manage ongoing relationships with identified customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input.
Contribute to or lead GHD’s go to market strategy for Canadian Defence opportunities.
Encourage others to think differently and enrich their analyses of complex situations, building support for ideas among key decision-makers and stakeholders, to overcome any resistance
Promoting Customer Focus: Collaborate internally and work as the customer champion in cross-functional teams to build strong external customer relationships.
Operational Compliance: Maintain and renew a deep knowledge and understanding of the organization's policies and procedures and of relevant regulatory codes and codes of conduct, and ensure own work adheres to required standards. Or identify, within the team, patterns of noncompliance with the organization's policies and procedures and with relevant regulatory codes and codes of conduct, taking appropriate action to report and resolve these and escalating issues as appropriate.
Key Account Management: Manage and develop important customer relationships with guidance from senior colleagues, and/or manage an account team delivering day-to-day support. Customers are likely to include mid-tier companies, multinational corporations, and the like.
Customer Relationship Development / Prospecting: Develop and implement a relationship management plan for potential customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues.
Requirements
salesforce
bachelor's
15 years
procurement
stakeholder
managerial
Proficient knowledge of MS office suites and CRM technology (Salesforce)
Bachelor's Degree or Equivalent Level in a Field Related to GHD services. Professional Accreditation preferred.
Managerial Experience: Significant Experience of collaborating, supervising, maneuvering and or directing resources to achieve specific results within limited timeframes
Skilled at maneuvering through ambiguity or complexity, people-related dynamics and (at times) contradictory information to solve problems
Understand Canada’s Defence existing operational and modernization needs as well as broader multi year programs to identify opportunities for GHD growth.
Shows a high degree of accuracy and meticulous attention to detail to synthesise insights and information that support business decisions
Strong organizational skills with the ability to schedule and manage multiple tasks and meet tight deadlines
Successful experience in forming strong and collaborative relationships with clients and internal team members across a broad geographical reach
A proactive and responsive communicator, actively responding to requests for insight or information, in a proactive and timely manner backed by excellent written and verbal communication skills across a broader range of audiences and personas
Ability to work and thrive in a fast-paced, dynamic environment under tight deadlines.
Highly developed stakeholder engagement skills, recognising empathy and social cues and addressing needs with tact and sensitivity to foster strong rapport
Have in depth knowledge and experience working within the procurement approaches of the Canadian Government and Canadian Defence (DND/DCC).
General Experience: Minimum 15 years working within Canadian Defence in an area related to GHD services.
Benefits
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Training + Development
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Interview process
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Visa Sponsorship
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Security clearance
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Company
Overview
1928
Year Founded
The organization has been evolving since 1928, starting as a small engineering practice and growing into a global powerhouse.
5 Continents
Global Presence
The organization operates across five continents, with key markets including Australia, the United States, and the UK.
With a focus on innovation, it integrates expertise across various sectors to deliver world-class solutions.
The organization is known for tackling large and complex projects, such as designing bridges and tunnels and constructing energy-efficient buildings.
Notable projects include infrastructure development for major cities and energy-efficient solutions for industrial facilities.
The organization continues to expand its digital and technological capabilities to ensure solutions are cutting-edge and sustainable.
Culture + Values
Safety
Teamwork
Respect
Integrity
Environment + Sustainability
2050
Net-zero target validated by SBTi
Science-based target validated by the Science-Based Targets Initiative (SBTi) for achieving net-zero greenhouse gas emissions by FY2050.
2025
Carbon neutral commitment
Committed to achieving carbon neutrality for Scope 1 and Scope 2 emissions by 2025.
70%
Recycled materials in packaging
Boxes for electrical products use 70% recycled materials and are fully recyclable.
Prioritising direct emissions reductions over purchasing carbon offsets (statement from Enterprise Sustainability Leader)
Partnered with Decarbonisation Network to support clients' decarbonisation roadmaps and accelerate net-zero goals
Slimline packaging to reduce material usage and transportation impact
Inclusion & Diversity
Level 4–5
GDEIB Inclusion Benchmark
Targeting level 4–5 on the Global Disability Inclusion Benchmarking (GDEIB) by 2025.
9 Employee Groups
Resource Groups Established
Established 9 Employee Resource Groups (ERGs) to support various diversity demographics.
Board‑mandated aim to become #1 in industry for inclusion & diversity
I&D strategy built on five behaviours: open, informed, accountable, empathetic, bold
Inclusion & Diversity goals embedded in employee performance reviews
Awards: Employer of Choice for Gender Equality (2020–2022), Workforce Diversity Award (2021), Disability Equality Index – Best Places to Work for Disability Inclusion (2023)