Decision Intelligence - Solution Lead

Description

• Work with the Solution Directors, Global Sector and (G)BA Growth teams to determine and synergize client strategy.
• Collaborate with Technical Solutions teams to develop differentiated service and value propositions.
• Bring an understanding of current asset management and capital investment planning market dynamics, competitive pressures, and emerging industry trends to sales conversations
• Maintain a focus on CX throughout all client interactions at each touchpoint
• Engage with operations/delivery teams to drive necessary resource outcomes to support growth and delivery excellence for the accounts.
• Project delivery for key client(s)
• Manage pursuits, contribute to bid/no-bid decisions by providing local knowledge, oversee proposal preparation and support the achievement of successful pursuits.
• 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
• 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.
• 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.
• Develop relationships throughout Arcadis to foster cooperation and to maximize opportunities to cross-sell and move up the client value chain.
• 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
• 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.
• 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 closely with GBA Solution Directors and Sector Leads to receive qualified opportunities and new initiatives within the respective GBA’s.
• 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
• Work with project teams in operations to achieve high performance, growth and personal development.
• 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
• Actively support marketing strategies (campaigns, events) for selected clients and the wider sectors.
• Prepare and execute account plan to translate strategy into concrete objectives, actions, and outcomes.
• Mentors and shares best practices with fellow account leaders and identifies emerging client development talent.
• Lead development of client account strategies in line with Arcadis business objectives and market sector strategies through annual and multi-year plans
• 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
• 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
• Create a positive growth team culture built on collaboration, growth and accountability.
• Commercial proposal development of each, and every opportunity, following the Arcadis process for pursuit approvals.
• 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
• Definition and execution of client strategies, sharing and using sector insights and unique approaches.
• Growing our business within the selected region, winning strategic pursuits and expanding accounts

Requirements

• Ambitious mindset and a drive to grow the business and meet targets.
• Entrepreneurial attitude and strategic focus with excellent commercial drive and decisiveness
• Knowledge of asset management, enabling technologies for operations and planning, asset optimization and investment planning, and analytics.
• Aptitude to manage relationships at executive level.
• Demonstrates client focused perspective on relationship building and partnership to improve outcomes for our client’s business objectives.
• The ability to inspire and enthuse Account and Pursuit Teams to bring their best.
• Experience managing internal and external business relationships at the executive level.
• Ability to inspire and enthuse Account and Pursuit Teams to bring their best.
• Demonstrates significant leadership capability and the ability to inspire multi-disciplinary teams around a common purpose.
• Entrepreneurial attitude and strategic focus with excellent commercial drive and decisiveness.
• Strong communication skills to present Arcadis’ value propositions, manage through complex topics, and conflict resolution.
• Thrives in collaborative working relationship to promote diversification of client accounts from a growth perspective and to assure engagement as a community.
• Proven track record of developing and implementing sales strategies to profitably grow client accounts.
• Demonstrated experience as a client developer with significant presence in the asset management, capital investment planning or program management sectors globally.

Benefits

• Unweighted and Weighted Pipeline growth
• Net Order Intake Client(s) and Net Total Contract Value
• Regional pipeline for our Enterprise Decision Analytics (EDA) product.

Training + Development

Interview process

Visa Sponsorship

Security clearance