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Senior Client Account Manager

Company: WSP USA
Location: Birmingham
Posted on: November 26, 2022

Job Description:

Senior Client Account ManagerReq ID 6044 Senior Client Account ManagerWho We AreAt WSP, we are driven by inspiring future-ready pioneers to innovate. Were looking to grow our teams with people who are ready to collaborate in building communities and expanding our skylines. To do this, we hire candidates of all experiences, skillsets, backgrounds and walks of life. We actively foster a work environment and culture where inclusion and diversity is part of our fundamental structure. This is delivered behaviorally, through our policies, trainings, local partnerships with professional diverse organizations, internal networks and most importantly with the support and sponsorship of our leaders who help drive our commitment to an inclusive, diverse, welcoming and equitable work environment. Anything is within our reach and yours as a WSP employee. Come join us and help shape the future!Our BusinessWe are a global leader in environmental consulting - made stronger with the recent acquisition of Golder - with world-class expertise in environmental, social and governance (ESG), climate resiliency & sustainability (CRS), and earth sciences. Combined we have over 14,000 multidisciplinary professionals worldwide collaborating daily to protect and conserve natural landscapes, create firm foundations for communities to stand on, and champion sustainable development to combat climate change. As part of the team, you will have access to an unparalleled network of resources and endless opportunities to collaborate on exciting projects with diverse teammates from across the globe.This OpportunityWSP is currently initiating a search for a Senior Client Account Manager for our Atlanta, GA office. The following location will also be considered: Birmingham, AL. Be involved in projects with our Earth & Environment Team and be a part of a growing organization that meets our client's objectives and solves their challenges.As a senior leader within the region, the assigned person will be a key in the acquisition and delivery of backlog of key accounts. Their responsibilities will be to act as a key stakeholder, representing client and commercial interests, in regional-level client development, proposal preparation, overall client service delivery and brand building. It will also include understanding the resources available beyond the home region of the individual and prioritize greatest value return through collaboration with the national and global Earth and Environment client programs and other WSP business lines to the benefit of local and regional key accounts. The individual will also support the national and global client programs, interfacing with the Sector Leaders and Client Engagement Leads, including individual responsibility for client account management for national or global client accounts.Client Centricity: Champion of business development at WSP. Work with other Sector Leaders and the Client Program to promote the best approach that transcends the national and global organization and demonstrates to a global perspective adapted to our clients' cultures and local markets. Contribute to conference budgeting to assure proper client engagement; assist Regional Leadership Team and Practice Leaders to strategically map conference spend and attendance on a yearly basis. Assist our communications team in identifying opportunities to highlight projects, successes, achievements through our various media channels. Be an external facing brand ambassador for WSP and active representative in industry organizations.Client Development: Manage/develop capture strategies on key accounts to promote growth in relationship and revenue. Primary point of contact for pursuit decision making. Contribute to the regional and national annual budgeting and business planning process setting goals for Gross Revenue, Net Revenue and Sales Growth. Proposal Preparation: Work with proposal team to create win strategies, capture planning and pursuit management. Work with marketing team to populate project examples, resumes, and other support material for use in SOQ/RFI/RFP efforts.Client contact and visits: Function as the central point of contact for client outreach with a portion of your weekly activities focused on client contact and visits either as the main contact or in a supporting role.Business Development Skills Development: Major contributor in developing current employee skills through mentorship and delivery to be more effective in business development, client relationship management and sales. Project Execution: Contribute to the selection and charter project execution teams.Yearly Budget Planning: Participate in the yearly and quarterly planning process by identifying YOY sales growth targets for the key account based on backlog, opportunity funnel, and blue sky run rates.Your Impact

  • Responsible for aiding WSP in meeting its Annual Business Plan performance goals including a personal contribution of Gross Revenue sales over the fiscal year and an indirect contribution.
  • Responsible for developing and maintaining a balanced key account portfolio at a local-level that is resilient to sector and key client down-turns, returns optimal profitability margins and capitalizes on sector and client growth opportunities.
  • Responsible for driving overall efficiency in sales and BD efforts to deliver sales targets for key account.
  • Responsible for aiding in augmenting our Sales in the assigned region.
  • Assist in the making of pursuit GO/NO GO decisions
  • Work directly with Regional Leader, District Leaders, National Business Line representatives, Marketing and Account Sales teams to understand markets and develop strategies for pursuit capture and growing market share.
  • CRM owner for Sector pursuits on identified clients and potential projects
  • Capture manager for strategic pursuits as needed (> 250K)
  • Responsible or major contributor for advance planning for strategic pursuits, as assign by the Regional Leadership team.
  • Responsible for development and mentoring of successor candidates.
  • Responsible for identification, training and mentoring of regional client managers.
  • Exercise responsible and ethical decision-making regarding company funds, resources and conduct, and adhere to WSPs Code of Conduct and related policies and procedures.
  • Perform additional responsibilities as required by business needs.Who You AreRequired Qualifications
    • Minimum bachelors degree in engineering or Science.
    • Minimum 15 years of relevant industry experience in environmental or engineering consulting services environments.
    • Proven ability to reach out, build relationships and work cross-organizationally, creating collaborative team environment across the business to drive sales, business development and client relationship management best practices.
    • Substantive experience of delivering consulting services in Energy Sector.
    • Consistent track record in driving growth and ability to provide leadership in bringing sales/operations interaction to new and existing clients.
    • Demonstrated results as a change leader to drive incremental improvements in sales growth, particularly on key strategic pursuits or major accounts.
    • Significant experience in client account or client relationship management for large national and international clients.
    • Excellent verbal and written communication skills
    • Proficient in Microsoft Word, Excel, and PowerPoint software
    • Ability to work both independently, leader and team contributor and within groups
    • Excellent work history with leadership abilities and a positive attitude
    • Candidate must be eligible for employment status in U.S., possess a valid U.S. driver's license, present a professional work appearance, interact well with the public and clients, and have excellent teamwork skills.
    • Proven track record of upholding workplace safety and ability to abide by WSPs health, safety and drug/alcohol and harassment policies.
    • Must be flexible to a variety of schedules to meet business needs and able to prioritize responsibilities and quickly adapt to change in a pressure work environment.
    • Occasional travel may be required.#LI-MC2 Additional Requirements
      • To perform this job successfully, an individual must be able to perform each essential job duty satisfactorily. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform essential job functions.Additional Details
        • Travel Required: 25%
        • Job Status: Regular
        • Employee Type: Full
        • Primary Location: ATLANTA - 3340 PEACHTREE RD
        • All locations: US-AL-Birmingham, US-GA-AtlantaAbout WSPWSP USA is the U.S. operating company of WSP, one of the world's leading engineering and professional services firms. Dedicated to serving local communities, we are engineers, planners, technical experts, strategic advisors and construction management professionals. WSP USA designs lasting solutions in the buildings, transportation, energy, water and environment markets. With more than 15,000 employees in over 300 offices across the U.S., we partner with our clients to help communities prosper. www.wsp.comWSP provides a flexible, agile and hybrid workplace model while meeting client needs. Employees are also afforded a comprehensive suite of benefits including medical, dental, vision, disability, life, and retirement savings focused on providing health and financial stability throughout the employees career.At WSP, we want to give our employees the challenges they seek to grow their careers and knowledge base. Your daily contributions to your team will be essential in meeting client objectives, goals and challenges. Are you ready to get started?WSP USA (and all of its U.S. companies) is an Equal Opportunity Employer Race/Age/Color/Religion/Sex/Sexual Orientation/Gender Identity/National Origin/Disability or Protected Veteran Status.The selected candidate must be authorized to work in the United States.

Keywords: WSP USA, Birmingham , Senior Client Account Manager, Executive , Birmingham, Alabama

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