Growth Account Manager - Enterprise Decision Analytics

 

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:

Growth/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. Growth/Account Leaders are responsible for the identification, development and conversion of prospects and opportunities, whilst supporting the growth of our existing clients through their approach and market expertise. 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 disrupt established practices in critical asset management through embedding digital innovation.

The Enterprise Decision Analytics (EDA) growth community are at the forefront of representing this capability, establishing customer demand and securing our growth through value-based advisory engagements. Central to the success of this role is a deep understanding of our customers’ needs and requirements, as is a broad knowledge of the digital asset management landscape. Working flexibly across the Arcadis Biosphere, Growth Account Leaders will be instrumental in aligning our business propositions to ensure we secure the significant opportunities on offer in our target market sectors.

Role accountabilities:

Develop and implement Client Relationships and Account Strategy 

· Build new relationships and pipeline through establishing an advisory relationship with clients and, Arcadis colleagues and sector leaders, developing value-led strategies and industry wrappers that address critical client challenges 

· Lead development of client account strategies in line with Arcadis business objectives and market sector strategies through annual and multi-year plans 

· Prepare and execute 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 (Property and Investment, Water and Transportation) to identify key trends and emerging opportunities, with the client and their subsidiaries / portfolio companies 

· Actively originate new business opportunities and secure new client logos through your industry expertise and network of contacts. Apply deep industry knowledge to create compelling proposals and presentations that resonate with client executive 

· Bring an understanding of current asset management and capital investment planning market dynamics, competitive pressures, and emerging industry trends to sales conversations 

Travel may be required for this role. The amount of travel will vary from 25% to 75% depending on business need and client requirements.

Client Development 

· Drive overall growth through new client pipeline and expanding the 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, Product and Markets, leveraging these to enable Arcadis to have maximum impact with the clients 

· Capture client data on regional accounts, including track record, case studies, sales collateral relationship history and delivery lessons learned, and make available to support continuous improvement across accounts managed. 

· Manage pursuits, contribute to bid/no-bid decisions by providing local knowledge, oversee proposal preparation and support 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 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 organisation to understand their business needs, as it relates to digital adoption and position Arcadis as a trusted partner and contribute to growth of Arcadis’ relationship with clients.

Sales planning and execution

Our Growth/Account Managers are responsible for the development and delivery of sales, campaign and capture plans within their assigned sector and regional territories. They will pro-actively 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

Growth Account Managers 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 growth community will also provide market intelligence back into the business and thereby inform and influence our future product roadmap. 

People 

· Create a positive growth team culture built on collaboration, growth and accountability. 

· Work closely with GBA Solution Directors and Sector Leads to receive qualified opportunities and new initiatives within the respective GBA’s. 

· Work with project teams in operations to achieve high performance, growth and personal development. 

· Develop relationships throughout Arcadis to foster cooperation and to maximize opportunities to cross-sell and move up the client value chain.

Thought Leadership 

· Share knowledge and understanding of key trends and emerging opportunities within the asset management, programme management and capital investment areas and key industries, that are aligned with Arcadis’ mission to improve quality of life.

· Work with the Solution Directors, Global Sector and (G)BA Growth teams to determine and synergize client strategy. 

· Work with the Intelligence Growth and Business Development Directors to apply new business models to grow adoption and pipeline through Arcadis, taking an advisory led approach to selling our solutions 

· Actively support marketing strategies (campaigns, events) for selected clients and the wider sectors. 

· Engage with operations/delivery teams to drive necessary resource outcomes to support growth and delivery excellence for the accounts.

· Collaborate with Technical Solutions teams to develop differentiated service and value propositions.

Owns: 

· Growing our business within the selected region, winning strategic pursuits and expanding accounts 

· Definition and execution of client strategies, sharing and using sector insights and unique approaches. 

· Regional pipeline for our Enterprise Decision Analytics (EDA) product. 

· Commercial proposal development of each, and every opportunity, following the Arcadis process for pursuit approvals.

 Influences: 

· Project delivery for key client(s) 

· Commercial contracting strategy 

· Product direction and roadmap 

· Partner selections

Qualifications & Experience:

To be successful in the role, you will need to be degree qualified in a relevant discipline and have a proven track record of developing and implementing growth strategies to secure and grow client accounts significantly and profitably across the digital business lines within an engineering consultancy, professional services or management consultancy environment. You will need to demonstrate leadership capability and the ability to inspire multi-disciplinary teams around a common purpose, whilst working as an individual contributor against your own targets. 

Further required competencies and experiences 

· Demonstrated experience as a client developer with significant presence in the asset management, capital investment planning or program management sectors 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. 

· Experience managing internal and external business relationships at the executive level. 

In addition to the above, we’re looking for this candidate to demonstrate the following skills and experience: 

· Proven track record of developing and implementing sales strategies to profitably grow client accounts. 

· Knowledge of asset management, enabling technologies for operations and planning, asset optimization and investment planning, and analytics. 

· Demonstrates client focused perspective on relationship building and partnership to improve outcomes for our client’s business objectives. 

· Demonstrates significant leadership capability and the ability to inspire multi-disciplinary teams around a common purpose. 

· Ambitious mindset and a drive to grow the business and meet targets. 

· Ability to inspire and enthuse Account and Pursuit Teams to bring their best. 

· Entrepreneurial attitude and strategic focus with excellent commercial drive and decisiveness 

· Aptitude to manage relationships at executive level. 

· Strong communication skills to present Arcadis’ value propositions, manage through complex topics, and conflict resolution.

· Thrives in collaborative working relationship to promote diversification of client accounts from a growth perspective and to assure engagement as a community. 

· Mentors and shares best practices with fellow account leaders and identifies emerging client development talent.

Performance Metrics 

· Net Order Intake Client(s) and Net Total Contract Value 

· Gross margin, ARR

· Unweighted and Weighted Pipeline growth 

· Client Experience Survey Results

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. We are an equal opportunity and affirmative action employer. Women, minorities, people with disabilities and veterans are strongly encouraged to apply. We are dedicated to a policy of non-discrimination in employment on any basis including race, creed, color, religion, national origin, sex, age, disability, marital status, sexual orientation, gender identity, citizenship status, disability, veteran status, or any other basis prohibited by law.

Arcadis offers benefits for full time and part time positions. These benefits include medical, dental, and vision, EAP,  401K, STD, LTD, AD&D, life insurance, paid parental leave, reward & recognition program and optional benefits including wellbeing benefits, adoption assistance and tuition reimbursement.  We offer nine paid holidays and 15 days PTO that accrue per year. The salary range for this position is $142,416 - $189,888. Actual salaries will vary and are based on several factors, such as experience, education, budget, internal equity, project and location.

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