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Head of Energy and Renewables, Strategic Accounts
4 months ago
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Head of Energy and Renewables, Strategic Accounts
LRQA stands for dedication to clients, market firsts, and deep expertise in risk management. We’ve grown to become a leading global assurance provider, bringing together outstanding expertise in certification, customised assurance, cybersecurity, inspection and training.
While we’re proud of our heritage, it’s who we are today that really matters, because that’s what shapes who we and our clients can become tomorrow. By staying true to our shared values and combining decades of collective experience, we support our clients in building a safer and more sustainable future.
Home based position that can be covered from any EU country (global role).
Reporting into the Global Head of Strategic Accounts, the purpose of the Head of Sector role is to lead the ongoing development and commercial implementation of the sector strategy. 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 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.
To drive targeted revenue growth through a portfolio of strategic - and potentially growth in the future - accounts, new target logos and core products and services in your sector, working with your team and sales colleagues globally, through a matrix network. To own the account plans for the sector strategic - and potentially growth in the future - accounts, holding colleagues and 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;
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;
Oversee retention of all 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 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;
Actively participate in Commercial Leadership and Team meetings, 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;
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 strategic - and potentially growth in the future - 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.
Experience: 10+ years in Energy and Renewables industry, preferably developing and/proposing services and solutions, managing 8+ team members
Location: any of the European countries (home based role). Education: MBA, MA in International Relations will be considered a plus.
Languages: English and at least two other European languages (fluent)
Travel: Open/Flexible
Able to demonstrate a strong commercial acumen with examples of successful value propositions for global clients/brands.
Ability to communicate fluently in English is essential.
Knowledge of standard IT programmes, including Salesforce and comfortable in using proprietary software for business processes.
