Head of Engineering and Manufacturing, Global Accounts

ROLE PURPOSE:

Reporting into the Head of Global Accounts, you will be accountable for leading the ongoing development and commercial implementation of the sector strategy. You will work with our Head of Client Propositions, Product Managers, Commercial LT, Subject Matter Experts (SMEs) across the organisation (Assessment, Inspection, Cyber and Advisory and Analytics BU’s) and Marketing colleagues to define the tactical business development plan and go to market strategy, to achieve our budgeted growth.

This role leads our strategic growth ambition for the sector. This will include ensuring the right strategic account plans are in place and being followed, the correct new accounts are being targeted and that relevant product sales targets are in place in the right geographies and volumes. You will also influence the sector product development roadmap.

You will champion LRQA in the sector from a commercial perspective, through attending and supporting events, strong networking and supporting large sales and business development opportunities with your team.

As a senior, but hands on leader, you will actively contribute to the sector strategy, continually monitoring the market for new product and service opportunities and you will be accountable to continually (and consultatively) evolve the LRQA value proposition for the sector to ensure we learn from wins, losses, client interactions and account relationships, in addition to sector market movements and challenges.

In order to maximise our success, you will play an active sales leadership role, working closely with colleagues to shape, build capability and implement the right plans for success.

KEY RESPONSIBILITIES:

• To drive targeted revenue growth through a portfolio of global and strategic accounts, new target logos and core products and services in your sector, working with your team and sales colleagues globally, through a matrix network. This role will also thus have direct sales and / or revenue growth targets;
• To own the account plans for the sector global and strategic accounts, holding colleagues and their managers to account for the delivery of agreed action plans. Your role also networks across our delivery organisation(s);
• You will work closely with local teams to drive continual development of each client’s business focus and strategy, and to grow our network of influencers in each client organisation as well as an expanding pipeline of opportunities;
• You will support and develop your account managers and sector business development network to build knowledge, depth and to prioritise workload and ensure maximum revenue growth;
• To ensure the sector sales pipeline is sufficient to meet the relevant targets, suggesting actions as needed and following through with escalation plans when required. This will include ensuring the accuracy of values, sales stages, dates of actions and likely closure timelines. You will have full confidence that the pipeline is an accurate reflection of the strategic account sales forecast at any given time. The same applies for delivery planning / forecasting where relevant;
• Agree the subject matter expertise annual activity and quarterly focus plans to support the sector growth objectives;
• Oversee retention of all sector global and strategic accounts, minimising 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;
• Play an active role in new business opportunities for target global and strategic accounts, either in a lead or supporting sales position, depending on the winning strategy and relevant skills needed to maximise the opportunity of winning;
• 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;
• Actively participate in Commercial Leadership and Team meetings as needed, being responsible for the production of sales and pipeline reports, performance summaries and updates on specific project actions, ensuring they are accurate and delivered in a timely manner;
• B e an ambassador for One LRQA, working with colleagues from other functions and disciplines, to remove barriers to success. Be an active participant at industry events and conferences where you will represent LRQA thought leadership;
• Be responsible for overall strategic account satisfaction in your sector, driving NPS scores and proactively engaging with clients to identify new opportunities for growth and new product ideas for further development across the business;
• Maintain financial discipline to control and support rapid growth through the setting of financial targets, budget development and monitoring for all of your sector’s global and strategic accounts;
• Monitor the marketplace and analyse opportunities, providing competitive analysis and stay well-connected with clients to ensure broad market needs are being incorporated into a product development and enhancement cycle. Develop business plans on commercial opportunities and support on strategic growth initiatives in target markets.