Account Manager - Mobility Solutions

 

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:

Account Managers provide a key role in delivering our business growth. They lead our market engagement in their allocated territories and are core members of the Growth community in the Intelligence GBA. Sales Account Leaders are responsible for the identification, development, and conversion of prospects and opportunities. They ensure our solution propositions meet our customers’ buying needs, and ultimately deliver high-value engagements of mutual benefit to Arcadis our customers, and our partners.

The Arcadis products and solution portfolio and services are market-leading; offering the opportunity to improve the safety and efficiency of road travel and public transportation through embedding digital innovation. The Intelligence sales community is at the forefront of representing this capability, establishing customer demand,d and securing our growth through value-based sales. Central to the success of this role is a deep understanding of our customer’s needs and requirements, as is a broad knowledge of transportation/mobility operations and the digital landscape. Working flexibly across the Arcadis Biosphere, Sales Account Leaders will be instrumental in aligning our business propositions to ensure we secure the significant opportunities on offer in our target market space, namely Resilience, Mobility, and Places.

Reports to the Global Product Sales Director, Mobility Solutions.

Role accountabilities:

Develop and implement Account Strategy

• Lead development of client account strategy in line with Arcadis business objectives and market sector strategies through annual and multi-year plans
• Prepare and execute an account plan to translate strategy into concrete objectives, actions, and outcomes.
• Develop and maintain deep knowledge and understanding of the clients and the associated industry sectors (local government transportation and transit, airports, and other public sector) to identify key trends and emerging opportunities, with the client and their subsidiaries/portfolio companies

Client Development

• Drive overall growth in client account plan performance as measured through financial metrics (NOI, DRO, ASGM, Pipeline) to meet or exceed planned targets
• Maintain a focus on CX throughout all client interactions at each touchpoint
• Develop and expand a network of relationships across Operations, Solutions, and Markets, leveraging these to enable Arcadis to have maximum impact on the clients
• Capture client data on regional accounts, including track records, case studies, sales collateral relationship history, and delivery lessons learned, and make it available to support continuous improvement across the accounts managed.
• Contributes to bid/no-bid decisions by providing local knowledge, and supports the achievement of successful pursuits.
• 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.
• Work collaboratively with Product, Marketing Solutions, and Service leaders to manage the 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 organization to understand their business needs, as it relate to digital adoption and position Arcadis as a trusted partner, and contribute to the growth of Arcadis’ relationship with clients.

Sales planning and execution

• Our Sales Account Leaders are responsible for the development and delivery of sales, campaign, and capture plans within their assigned market territories. They will proactively engage internal and external stakeholders to inform and help implement their plans, report progress against their plans to the Intelligence leadership team , and be mindful of the need for agility and adaptation should market conditions or sales performance dictate accordingly.

Product & Solution Awareness

• Sales Account Leaders will be expected to develop and maintain a broad understanding of our product and solution portfolio and be able to represent the value we deliver in the customer’s context. Our sales community will also provide market intelligence back into the business and thereby inform and influence our future