Sales Director - Industrial Manufacturing - USA

 

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:

Roles at this level will lead the delivery of major and complex projects, liaising with senior internal/external stakeholders to ensure needs are met, and providing strong leadership to all program and project teams. They are responsible for ensuring all work and outputs are executed to meet the requirements of relevant business strategies.

Lead and manage client relationships on local accounts to establish Arcadis as a trusted partner and achieve growth in accounts managed.

Reports directly to the Sales Director

Role accountabilities:

Driving Business Growth

• Develop, implement, and manage account plans for local accounts in line with Arcadis US business objectives to drive growth and deliver winning pursuits of significant value.
• Develop and grow target and existing local accounts (revenue, booking,s and margin) to meet or exceed planned targets.
• Lead and manage local pursuits and contribute towards global pursuits, contribute to bid/no-bid decisions, and lead client pitches/presentations to ensure successful closing of pursuits.
• Manage the local pipeline and feed opportunities into the global account pipeline to ensure an optimal flow of pursuits to achieve local and global targets.
• Work collaboratively with Value Proposition Leaders to manage the targeting and tailoring of Arcadis value propositions into commercially viable propositions for the account, demonstrating value-creating outcomes for the client.
• Capture locally, and make available for the account team global, track record, case studies, sales collateral relationship history, and delivery lessons learned to ensure continuous improvement in client relationship management.
• Develop and leverage a network of enduring relationships at the Board level and with strategic buyers across the client locally to understand their business needs, position Arcadis as a trusted partner, and contribute to the global account client relationship development.

Client Focus & Experience

• Manage relationships with key internal stakeholders in order to identify opportunities for improved efficiencies both portfolio-wide and in cross-organizational working, to ensure commercial viability and client and stakeholder satisfaction
• Influence a range of senior stakeholders, building and managing critical relationships in order to ensure all parties are informed and aligned about how to deliver strategic objectives
• Promote the culture and brand of Arcadis externally.
• Act as a conduit for B2B knowledge sharing and learning, demonstrating depth of experience and connectivity in the Portfolio Management field
• Develop and maintain an in-depth understanding of the client and the business sector to identify key trends and emerging opportunities.

 People & High-Performance Culture

• Educate and influence senior colleagues about risk policies and governance processes to instill a culture of awareness and commitment to risk management and ensure compliance with organizational policies and codes of conduct
• Manage, motivate, and provide direction to senior specialists and managers, in order to develop a driven and well-informed team
• Develop senior relationships throughout Arcadis US to foster cooperation and to maximize opportunities to cross-sell and trade up.
• Coaches and mentors Subsector leaders, Senior Account Leaders, and Account Leaders.

Operational Performance

• Lead the overall financial management of the commission and portfolio, program, and projects, including developing performance targets and budgets, and helping to develop key commercial strategies, in order to meet and exceed financial targets.
• Analyze and review recommendations and analysis from multiple sources to make informed, authoritative strategic decisions to improve business performance
• Direct, define, and lead the development and continuous improvement of portfolio-wide processes, systems, and policies, and contribute to wider organizational initiatives to improve performance

Qualifications & Experience:

• Bachelor's with honors degree and/or MBA or equivalent.
• Relevant degree qualification or chartered status BSc(Hons) or equivalent.
• Professional qualifications (if applicable) - Six Sigma, Logistics, St