Strategic Account Manager- Sustainability 1

Job ID:  41112
Location: USA : Remote Based, USA : Home Based 
Position Category: Business Development
Position Type: Employee Regular

LRQA’s mission is to be the leading digitally enabled assurance provider, helping our clients navigate a changing risk landscape. We will achieve this by being the leading assurance provider in key sectors such as food, cybersecurity and ESG, making it easier for clients to do business with us through our digital transformation, and ultimately delivering a portfolio of services which make the world a cleaner, more sustainable and safer place.

We are a recognised, world-leading professional assurance services organisation. We specialise in management systems compliance & expert advice across a broad spectrum of standards, schemes & business improvement services, including customised training & assurance programs.  We are quickly emerging as the Partner of Choice for Climate, Sustainability and related topical areas, and are looking for talent to support our growing services as they relate to Greenhouse Gas (GHG) and sustainability data verifications and responsible and ethical sourcing.

The purpose of the Strategic Account Manager is to:

• Develop and win new business opportunities with existing and target strategic accounts
• Build and maintain strong strategic relationships with key individuals in client accounts
• Lead the strategic sales priorities and implementation for accounts, based on opportunities, framework and service agreements, to maximise revenue delivery and growth
• Introduce new products and services which are added to the LRQA portfolio through acquisitions and new product development
• Support strategic bids and be a major contributor to the bid process and team
• Advise prospective and current customers of appropriate product mix to achieve their Corporate Goals, with particular emphasis on Sustainability topics
• Be the local lead and representative for colleague’s accounts, where geographical strategic support is needed, including liaison with Strategic Account Managers (GAM’s) to drive sales and pipeline opportunities. 

Location:

• Remote, with preference for Texas or Tri State Areas.

Technical/Professional Qualifications/Requirements:

• Ideally a degree in engineering/business/marketing or equivalent strong practical experience in manufacturing/ power/downstream/upstream.
• At least 3-5 years relevant working experience in a sales and client facing role with proven track record of winning new business with OEM’s, EPCs, and Operators.
• Able to work from home and remotely from client locations.
• Experience of identifying client and business opportunities, including cold calling.
• Experience of preparing and submitting bids and tenders to meet client proposals.
• Self-motivated with “can do” attitude and ability to work in a highly technical environment.
• Ability to coach/mentor colleagues to improve team and organizational performance.
• Good team player with these skills to work effectively in a global environment with colleagues of different cultures.
• Excellent IT skills - Word, Excel, Internet, PowerPoint, databases, and email- software.
• Self-motivated with “can do” attitude and ability to work in a highly technical environment.
• Experienced user of sales CRM systems like Salesforce.
• In-depth understanding of sales and marketing principles.
• Committed to continuous personal development through continually looking for opportunities to improve sales skills.

Key Responsibilities:

Account Management skills

You will be responsible for the development and delivery of strategic account plans, which maximize the LRQA opportunity for revenue, in line with group growth objectives and priorities. You will ensure continual development of each client’s business focus and strategy, you will grow the network of influencers in each client organization and will maintain an active pipeline of opportunities, prioritizing workload to ensure client satisfaction and maximum revenue growth. This will involve proactive engagement with other LRQA teams, including marketing, Service Delivery (SD) and Service Delivery Support (SDS) as needed to put your account and targets into the best shape possible for success.

Pipeline management skills

You will need to manage your client pipelines to ensure that they are sufficient to meet the relevant targets, engaging with GAM colleagues and other local SAM’s to maximize the opportunities you develop, through local relationships and contracts. This will include ensuring the accuracy of values, sales stages, dates of actions and likely closure timelines. Where your overall pipeline is not in the right shape, you will take action to correct this and ensure it gets back on track in a timely manner. Your pipeline will be an accurate reflection of your sales forecast at any given time.

Preparation and delivery of account plans

You will ensure that any strategic account under the management of your team, has an up to date, viable account plan, which is driving the strategic growth initiatives for the account, and which can be clearly articulated by the relevant sales person, at any time. You will use account plans to priorities opportunities, marketing support and team efforts to drive the growth you are tasked with delivering each financial period.

Contract renewals and RFP’s

With a focus on GHG Verification and other ESG offerings, you are responsible for managing the retention of all business with your named accounts, minimizing the risk of loss to the LRQA business, through timely intervention in any process, preventing the re-tendering of business where possible and re-securing the contract where needed. You will play an active role in new business opportunities, either in a lead or supporting sales position, depending on the winning strategy and relevant skills needed to maximize the opportunity of winning.

Problem solving

You will be accountable for working with your clients and targets on identifying problems that LRQA can solve via a customized solution of its products and services, underpinned by strong market knowledge and experience.

Market knowledge and strategic prioritization

You will maintain a strong strategic knowledge of the market(s) you operate in, ensuring you are able to maintain a strong level of communication with client personnel, using this to open doors for new products and services, and to contribute to strategic discussions around LRQA business plans and growth objectives.

Contribution to Sales Meetings and Performance summaries

From sales management meetings to BA leadership team meetings, you will be responsible to produce sales and pipeline reports, performance summaries and updates on specific project actions, ensuring they are accurate and delivered in a timely manner.

Diversity and Inclusion at LRQA:

We are on a mission to be the place where we all want to work and we are passionate about embracing different perspectives because we understand the value this brings to our business, our clients and each other. We are all about creating a safer and more sustainable future and our inclusive culture is right at the heart of our business.

Together our employees make our communities better and we want you to be part of our diverse team!

LRQA is a leading global assurance provider.  The integrity and expertise we bring to our partnership with clients support their journey to a safer, more secure and more sustainable future. (Group entities).

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