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Work collaboratively with Product, Marketing Solutions and Service leaders to manage development and alignment of Arcadis value propositions into commercially viable propositions for the account, demonstrating value-creating outcomes for our clients
Share knowledge and understanding of key trends and emerging opportunities within the asset management, programme management and capital investment areas and key industries, that are aligned with Arcadis’ mission to improve quality of life.
Work with project teams in operations to achieve high performance, growth and personal development.
Lead development of client account strategies in line with Arcadis business objectives and market sector strategies through annual and multi-year plans
Maintain a focus on CX throughout all client interactions at each touchpoint
Develop and leverage a network of enduring relationships across the client organisation to understand their business needs, as it relates to digital adoption and position Arcadis as a trusted partner and contribute to growth of Arcadis’ relationship with clients.
Work closely with GBA Solution Directors and Sector Leads to receive qualified opportunities and new initiatives within the respective GBA’s.
Drive overall growth through new client pipeline and expanding the client account plan performance as measured through financial metrics (NOI, DRO, ASGM, Pipeline) to meet or exceed planned targets
Manage pursuits, contribute to bid/no-bid decisions by providing local knowledge, oversee proposal preparation and support the achievement of successful pursuits.
Project delivery for key client(s)
Capture client data on regional accounts, including track record, case studies, sales collateral relationship history and delivery lessons learned, and make available to support continuous improvement across accounts managed.
Build new relationships and pipeline through establishing an advisory relationship with clients and, Arcadis colleagues and sector leaders, developing value-led strategies and industry wrappers that address critical client challenges
Mentors and shares best practices with fellow account leaders and identifies emerging client development talent.
Engage with operations/delivery teams to drive necessary resource outcomes to support growth and delivery excellence for the accounts.
Work with the Intelligence Growth and Business Development Directors to apply new business models to grow adoption and pipeline through Arcadis, taking an advisory led approach to selling our solutions
Work with the Solution Directors, Global Sector and (G)BA Growth teams to determine and synergize client strategy.
Develop relationships throughout Arcadis to foster cooperation and to maximize opportunities to cross-sell and move up the client value chain.
Bring an understanding of current asset management and capital investment planning market dynamics, competitive pressures, and emerging industry trends to sales conversations
Definition and execution of client strategies, sharing and using sector insights and unique approaches.
Commercial proposal development of each, and every opportunity, following the Arcadis process for pursuit approvals.
Actively support marketing strategies (campaigns, events) for selected clients and the wider sectors.
Growing our business within the selected region, winning strategic pursuits and expanding accounts
Manage the regional pipeline and feed opportunities into the business line pipeline and CRM system to ensure an optimal flow of pursuits to achieve set targets.
Actively originate new business opportunities and secure new client logos through your industry expertise and network of contacts. Apply deep industry knowledge to create compelling proposals and presentations that resonate with client executive
Collaborate with Technical Solutions teams to develop differentiated service and value propositions.
Develop and maintain deep knowledge and understanding of the clients and the associated industry sectors (Property and Investment, Water and Transportation) to identify key trends and emerging opportunities, with the client and their subsidiaries / portfolio companies
Create a positive growth team culture built on collaboration, growth and accountability.
Develop and expand a network of relationships across Operations, Solutions, Product and Markets, leveraging these to enable Arcadis to have maximum impact with the clients
Prepare and execute account plan to translate strategy into concrete objectives, actions, and outcomes.
What you bring
executive relationships
leadership
communication
asset management
analytics
entrepreneurial
Aptitude to manage relationships at executive level.
Ability to inspire and enthuse Account and Pursuit Teams to bring their best.
Strong communication skills to present Arcadis’ value propositions, manage through complex topics, and conflict resolution.
Demonstrates client focused perspective on relationship building and partnership to improve outcomes for our client’s business objectives.
Experience managing internal and external business relationships at the executive level.
Ambitious mindset and a drive to grow the business and meet targets.
The ability to inspire and enthuse Account and Pursuit Teams to bring their best.
Proven track record of developing and implementing sales strategies to profitably grow client accounts.
Knowledge of asset management, enabling technologies for operations and planning, asset optimization and investment planning, and analytics.
Entrepreneurial attitude and strategic focus with excellent commercial drive and decisiveness.
Demonstrated experience as a client developer with significant presence in the asset management, capital investment planning or program management sectors globally.
Thrives in collaborative working relationship to promote diversification of client accounts from a growth perspective and to assure engagement as a community.
Entrepreneurial attitude and strategic focus with excellent commercial drive and decisiveness
Demonstrates significant leadership capability and the ability to inspire multi-disciplinary teams around a common purpose.
Benefits
Net Order Intake Client(s) and Net Total Contract Value
Unweighted and Weighted Pipeline growth
Regional pipeline for our Enterprise Decision Analytics (EDA) product.
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