Company: Wood
Skills: Sales
Education: High School/Secondary
Location: Atlanta, Georgia, United States
Skills: Sales
Education: High School/Secondary
Location: Atlanta, Georgia, United States
Overview / Responsibilities
Purpose of Role
The Strategic Account Director's role is to champion Wood's resources to drive delivery of value to the customer while positioning Wood to maximize revenue and profit through quality relationships and robust strategically aligned pursuit strategies. This will be based upon a solid understanding of the customer and implementing a strategy for growth while also monitoring customer satisfaction through project and contract execution, ensuring Wood delivery to customer expectations.
Key Accountabilities:
1. Drive revenue and profit growth from a target customer (strategic account).
2. Identify, develop, and lead a company-wide Strategic Relationship Management (SRM) account team to best serve the customer and meet Wood's financial and strategic targets.
3. Develop, maintain, and execute customer plans, contact plans, strategic pursuit plans, customer satisfaction surveys for the strategic account.
4. Build relationships with customer key people and Wood key people at all levels in both organizations.
5. Position Wood for prime opportunities. Capture more business through differentiating Wood from the competition.
6. Create a short and long-term strategy with the customer through forecasting business priorities and activities, anticipating and responding to changes in relevant markets.
7. Financial reporting of strategic account performance, including dashboard reporting to Wood senior management.
Key Performance Indicators:
1. Annual revenue, sales, and profit targets.
2. Successful penetration of customer spend, customer satisfaction surveys, increased win rate, fewer competitive bids.
3. Customer Satisfaction surveys, cross-functional/cross-divisional participation in the customer pursuits, success in delivering multiple services across multiple geographic regions
4. Customer relationship matrix. Maximize and achieve and maintain relationships with all key customer people.
5. Win rate; opportunity and proposals tracking
6. Year on year organic revenue and profit growth over a 2 - 5-year period.
7. Maintaining account dashboard and regular reporting obligations.
Skills / Qualifications
People
Effective communication skills. Strong leadership and management, team working, and especially strong client relationship management.
Business and Financial
Additional "must haves"
Recruitment- Identifying, interviewing and hiring key personnel
PERSUASIVE COMMUNICATION
Uses clear, concise, and tailored communication to achieve a range of results - including sharing information, influencing views, and gaining commitment.
Level 4
Promotes a culture of honest and open communication that encourages information-sharing, discussion, and feedback.
COLLABORATIVE WORKING
Works collaboratively with others in own team and across the organization; values diversity.
Level 4
Fosters a collaborative and diverse environment.
RELATIONSHIP MANAGEMENT
Builds and sustains lasting (internal and external) client relationships through meeting needs, delivering on promises and resolving issues.
Level 4
Networks at a strategic level to drive relationships forward.
DEVELOPING AND MANAGING OTHERS
Develops high performing individuals and teams; empowers individuals to fulfil their potential for their own benefit and that of the organization.
Level 4
Creates "the place to be".
Analysing and Organizing
ANALYTICAL THINKING AND DECISION MAKING
Assimilates and analyses a variety of information to formulate solutions and make decisions; applies scientific principles, judgement and innovation in analysis.
Level 4
Applies innovation to analysis.
PLANNING AND ORGANIZING
Plans and controls activity to ensure outputs are delivered. Makes effective use of resources.
Level 4
Directs programmes of work.
Driving Success
ACHIEVING RESULTS IN A CHANGING ENVIRONMENT
Leads the organization into the future through embracing change.
Level 3
Champions and embeds the organization's strategic direction.
SAFETY AND QUALITY FOCUS
Is dedicated to ensuring their own and others' work is compliant with and performs to the highest safety, quality, and environmental standards.
Level 4
Builds the organization's safety and quality profile externally.
COMMERCIAL THINKING
Understands key commercial drivers and their own role in delivering the organization's commercial success.
Level 4
Drives and embeds commercial strategy.
RESILIENCE AND SELF-CONFIDENCE
Remains calm and self-motivated in difficult circumstances. Reacts confidently when challenged. Project's credibility and drives direction even in the face of ambiguity.
Level 4
Project's self-assurance when directing others.
Company Overview
Wood is a global leader in engineering and consultancy across energy and the built environment, helping to unlock solutions to some of the world's most critical challenges. We provide consulting, projects and operations solutions in more than 60 countries, employing around 40,000 people. www.woodplc.com
Diversity Statement
We are an equal opportunity employer that recognises the value of a diverse workforce. All suitably qualified applicants will receive consideration for employment on the basis of objective criteria and without regard to the following (which is a non-exhaustive list): race, colour, age, religion, gender, national origin, disability, sexual orientation, gender identity, protected veteran status, or other characteristics in accordance with the relevant governing laws.
Purpose of Role
The Strategic Account Director's role is to champion Wood's resources to drive delivery of value to the customer while positioning Wood to maximize revenue and profit through quality relationships and robust strategically aligned pursuit strategies. This will be based upon a solid understanding of the customer and implementing a strategy for growth while also monitoring customer satisfaction through project and contract execution, ensuring Wood delivery to customer expectations.
Key Accountabilities:
1. Drive revenue and profit growth from a target customer (strategic account).
2. Identify, develop, and lead a company-wide Strategic Relationship Management (SRM) account team to best serve the customer and meet Wood's financial and strategic targets.
3. Develop, maintain, and execute customer plans, contact plans, strategic pursuit plans, customer satisfaction surveys for the strategic account.
4. Build relationships with customer key people and Wood key people at all levels in both organizations.
5. Position Wood for prime opportunities. Capture more business through differentiating Wood from the competition.
6. Create a short and long-term strategy with the customer through forecasting business priorities and activities, anticipating and responding to changes in relevant markets.
7. Financial reporting of strategic account performance, including dashboard reporting to Wood senior management.
Key Performance Indicators:
1. Annual revenue, sales, and profit targets.
2. Successful penetration of customer spend, customer satisfaction surveys, increased win rate, fewer competitive bids.
3. Customer Satisfaction surveys, cross-functional/cross-divisional participation in the customer pursuits, success in delivering multiple services across multiple geographic regions
4. Customer relationship matrix. Maximize and achieve and maintain relationships with all key customer people.
5. Win rate; opportunity and proposals tracking
6. Year on year organic revenue and profit growth over a 2 - 5-year period.
7. Maintaining account dashboard and regular reporting obligations.
Skills / Qualifications
People
Effective communication skills. Strong leadership and management, team working, and especially strong client relationship management.
Business and Financial
- Sound understanding of Wood and its plans and operations.
- Working knowledge of Wood's financial and customer relationship management systems.
- Comprehensive understanding of customer's wants, needs, and business objectives.
- Excellent commercial and business development skills.
- Strategic and analytical thinking.
Additional "must haves"
- Experience with leading teams.
- Proven success managing multi-million-dollar accounts in an engineering/consultancy company.
Recruitment- Identifying, interviewing and hiring key personnel
PERSUASIVE COMMUNICATION
Uses clear, concise, and tailored communication to achieve a range of results - including sharing information, influencing views, and gaining commitment.
Level 4
Promotes a culture of honest and open communication that encourages information-sharing, discussion, and feedback.
COLLABORATIVE WORKING
Works collaboratively with others in own team and across the organization; values diversity.
Level 4
Fosters a collaborative and diverse environment.
RELATIONSHIP MANAGEMENT
Builds and sustains lasting (internal and external) client relationships through meeting needs, delivering on promises and resolving issues.
Level 4
Networks at a strategic level to drive relationships forward.
DEVELOPING AND MANAGING OTHERS
Develops high performing individuals and teams; empowers individuals to fulfil their potential for their own benefit and that of the organization.
Level 4
Creates "the place to be".
Analysing and Organizing
ANALYTICAL THINKING AND DECISION MAKING
Assimilates and analyses a variety of information to formulate solutions and make decisions; applies scientific principles, judgement and innovation in analysis.
Level 4
Applies innovation to analysis.
PLANNING AND ORGANIZING
Plans and controls activity to ensure outputs are delivered. Makes effective use of resources.
Level 4
Directs programmes of work.
Driving Success
ACHIEVING RESULTS IN A CHANGING ENVIRONMENT
Leads the organization into the future through embracing change.
Level 3
Champions and embeds the organization's strategic direction.
SAFETY AND QUALITY FOCUS
Is dedicated to ensuring their own and others' work is compliant with and performs to the highest safety, quality, and environmental standards.
Level 4
Builds the organization's safety and quality profile externally.
COMMERCIAL THINKING
Understands key commercial drivers and their own role in delivering the organization's commercial success.
Level 4
Drives and embeds commercial strategy.
RESILIENCE AND SELF-CONFIDENCE
Remains calm and self-motivated in difficult circumstances. Reacts confidently when challenged. Project's credibility and drives direction even in the face of ambiguity.
Level 4
Project's self-assurance when directing others.
Company Overview
Wood is a global leader in engineering and consultancy across energy and the built environment, helping to unlock solutions to some of the world's most critical challenges. We provide consulting, projects and operations solutions in more than 60 countries, employing around 40,000 people. www.woodplc.com
Diversity Statement
We are an equal opportunity employer that recognises the value of a diverse workforce. All suitably qualified applicants will receive consideration for employment on the basis of objective criteria and without regard to the following (which is a non-exhaustive list): race, colour, age, religion, gender, national origin, disability, sexual orientation, gender identity, protected veteran status, or other characteristics in accordance with the relevant governing laws.
Wood is a global leader in consulting and engineering across energy and the built environment, helping to unlock solutions to some of the world’s most critical challenges. We provide consulting, projects and operations solutions in more than 60 countries, employing around 40,000 people. At Wood our common purpose is to ‘unlock solutions to the world’s most critical challenges.’ Through the delivery of our Consulting, Project and Operations solutions across energy and the built environment we deliver exceptional returns for our clients, our people, our investors and the communities where we live and work. Visit us at www.woodplc.com and follow us on Facebook and LinkedIn.
