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Account Leader

hace 3 semanas

Santiago, Metropolitana, Chile Arcadis A tiempo completo

Arcadis is the world's leading company delivering sustainable design, engineering, and consultancy solutions for natural and built assets.

We are more than 36,000 people, in over 70 countries, dedicated to improving quality of life. Everyone has an important role to play. With the power of many curious minds, together we can solve the world's most complex challenges and deliver more impact together.

Role description:
Lead long-term, sustainable, profitable growth for key accounts (globally). This role is based in Chile, with potential for local and international travel.

The Account Leader reports to the Market Sector Leader, Global Market Sector Leader (global Priority sector only), and BA Sales Director Chile – Perú.

Role description:
Individual Accountabilities:

  • Develop and implement Account Strategy

  • Lead development of client account strategy in line with market sector strategies through annual and multi-year plans.

  • Prepare account plans to translate strategy into concrete objectives, actions, and outcomes.

  • To know the market trends in mining, energy, and infrastructure in the region, and to know the financial and non-financial variables that drive these markets.

  • Client Development

  • Identify the clients' requirements in advance, before receiving the bid specifications.

  • Keep the organizations (roles) of the decision-makers of the KCs and ECs updated.
  • Drive overall growth in client account plan bookings, gross margin, EBITA, and DRO to meet or exceed planned targets
  • Develop and expand a network of relationships across Operations and Solutions, leveraging these to enable Arcadis to have maximum impact.
  • Collaborate with Solutions teams to develop and implement a pursuit/positioning strategy.
  • Maintain a focus on CX throughout all client interactions at each touchpoint.
  • Collaborate with Solutions teams to develop differentiated services and value propositions for the Market Sector (Energy & Resources).

  • Maintain focus in the Market to Opportunity (MtO) process and bring the strategy information to the Pursuit to Win (PtW) process in compliance with Arcadis Way.

  • People

  • Create a positive account team culture built on growth and accountability. Work with project teams and the pursuit team in operations to achieve high performance, growth, and personal development.

  • Thought Leadership

  • Coordinate and promote visibility of Arcadis at industry conferences and meetings within the clients' respective market sectors.

Key Shared Responsibilities:

  • Work with the Global Sector and BA Sales teams to determine client strategy.
  • Work with peers within the sector to develop sector synergies.
  • Implement new business models and apply new commercial skills as developed by the commercial excellence function in relation to the local plan.
  • Actively support marketing strategies (campaigns, events) for the global client and emerging clients.
  • Develop and expand the broad network of relationships in BA teams to enable Arcadis to have maximum client impact.
  • Collaborate with Technical Solutions teams to develop differentiated service and value propositions.

Qualifications & Experience:
You should have a proven track record of developing and implementing sales strategies to profitably grow client accounts. Demonstrate significant leadership capability and the ability to inspire multi-disciplinary teams around a common purpose.

  • Further required competencies and experiences:
  • Demonstrated experience as a senior client developer with significant presence in the sector globally.
  • 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.
  • Entrepreneurial attitude and strategic focus with excellent commercial drive and decisiveness.

For this role, Arcadis values professional experience across the following priority areas:

  • Breadth of experience: Working internationally, across different industries and business lines and/or functions, managing projects impacting people/issues/solutions across organizational boundaries.
  • Driving innovation: Involved in generating and driving innovation, engaging with clients on new business models and revenue streams, working with alliances and ecosystems to deliver the best outcomes.
  • Data and technology: Adopting data-driven decision making, leveraging data to create and demonstrate value. Tech-savvy and comfortable, and curious about technologies.

Aligned to the Arcadis Leadership model, we seek leaders with a strong fit to our leadership success profile, to build and drive our culture of inclusion, accountability, human-centricity, and sustainability. Successful leaders at Arcadis will possess strong learning agility, combined with a balanced mix of being curious, driving success, and igniting passion

Why Arcadis?

We can only achieve our goals when everyone is empowered to be their best. We believe everyone's contribution matters. It's why we are pioneering a skills-based approach, where you can harness your unique experience and expertise to carve your career path and maximize the impact we can make together.

You'll do meaningful work, and no matter what role, you'll be helping to deliver sustainable solutions for a more prosperous planet. Make your mark, on your career, your colleagues, your clients, your life and the world around you.

Together, we can create a lasting legacy.

Join Arcadis. Create a Legacy.

Our Commitment to Equality, Diversity, Inclusion & Belonging

We want you to be able to bring your best self to work every day, which is why we take equality and inclusion seriously and hold ourselves to account for our actions. Our ambition is to be an employer of choice and provide a great place to work for all our people.