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Relationship Manager - US Army

Ghd

Global leader in engineering, architecture, environmental and construction services.

Manage and grow GHD's relationship with US Army, leading client teams and driving revenue.

1d ago

Expert & Leadership (13+ years), Experienced (8-12 years)

Full Time

Phoenix, AZ

Onsite

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

What you would be doing

account management

client engagement

solution architecture

salesforce data

growth planning

financial performance

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.
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.
Play a leadership role in developing a forward-looking opportunity pipeline and participating in project acquisition activities, guiding client preferences, and representing clients within GHD’s Tender Review Group (TRG) reviews
Maintain and renew a deep knowledge and understanding of the clients’ organisation (such as policies, procedures, or relevant regulatory requirements) to ensure GHD’s delivery adheres to their needs and requirements, taking appropriate action to resolve and/or escalate issues as appropriate
Mentor the next generation of client leaders
Build a culture that supports learning from experience by adopting original approaches based on lessons learned, facilitating the sharing of client insight
Champion and ensure accuracy of client data and documentation in Salesforce, using insights to support decision making, providing regular performance updates to the Executive Sponsor and the Economic Region Leadership Team
Develop own capabilities by actively participating in formal and informal training and coaching
Lead and mentor a high-performing Client Engagement Team (CET) dedicated to solving the client’s most challenging problems through technical skills, innovative solutions, and elevated experiences. Lead the creation and execution of yearly Growth and Client Interactions Plan, to achieve growth objectives for the Client, focusing on a 3–5-year horizon and enhancing client-GHD strategic importance through Executive Sponsor engagement
Utilise knowledge of the client's business, preferences, industry, and market trends and adopt a solution architecture mindset to identify growth opportunities, new innovations, and deliver tailored solutions, while sharing insights and best practices
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
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.
Build and establish lasting relationships through consistent application of GHD’s Strategic Account Leadership (SAL) methods and mindset
Partner with the Executive Sponsor and CET members to intentionally build top-level relationships within the client’s ecosystem to deepen the connection with GHD
Optimise investments to support the client’s needs, validating their values and preferences to improve use of services and GHD's strategic relevance to the client
Actively take advantage of marketing activities (i.e.. Account based marketing) to increase engagement, and play an active role in monitoring, qualifying, and building relationships with new leads
Actively seek client feedback, improve satisfaction, resolve complex issues quickly, and collaborate with teams for effective resolutions
Drive financial performance by setting ambitious goals, monitoring data to inform priorities, achieving growth targets, and improving proposal win rate, value-add & client-initiated variations
Develop and deliver multi-mode communications that convey the unique needs of diverse stakeholders within the client and GHD
Champion the development and execution of client project delivery processes to ensure an understanding of the client’s objectives
Promote a culture that supports learning from experience, adopting original approaches based on lessons learned, and facilitating the sharing of business-wide insights

What you bring

problem solving

stakeholder engagement

client management

salesforce