Head of Account Management

2 months ago

West Midlands, United Kingdom Balfour Beatty Full time

About the role

We are looking for a new Head of Account Management to identify, develop and drive target customer relationships, a strategic opportunity pipeline for the Balfour Beatty Rail BU and support conversion through design and implementation of the tactical plan.

As Head of Account Management, you will develop and maintain an awareness of target market (geographies/ sectors) conditions to identify customer, and internal/ external partnering, opportunities, and risks. Another key aspect of the role will be to support external and internal communications to harness the collective abilities of the group and support win business activities across Balfour Beatty TEPMP; UKCS and beyond.

What you'll be doing

Lead Customer Focus agenda within Rail, focusing on Customer Segmentation and Account management, ensuring that financial targets are achieved. Geography / Sector: Lead monitoring of market conditions, including competitor analysis, within a geography and/ or a sector and input to the business strategy and tactical implementation plan; via desk-based research, external meetings, and events.
Customer: Lead the identification and development of key business/account relationships, act as Account Lead on some, and coach Account Lead on others.
Pipeline: Develop a target opportunity pipeline in line with agreed strategy and budget, maintain CRM top 10 accounts and ensure completion of quick qualifiers and associated gate papers, supporting the Preconstruction Director in the populating of the Gated Business Lifecycle (GBL).
Reporting: Produce monthly reports, identify, and lead events and coordinate communications, supported by the Business Engagement Coordinator.
Account Lead Duties:
Develop Account relationships through the Account Management Plan and monthly reviews and reports. Own the development and the roll-out of the BAT Pursuit process within the BB Rail Business Unit. Understand who is who in the customer team strengthen the customer zipper Develop a relationship zipper with the account team, internal and external match the right people to the right people, including within the BB Business Ensure we understand the customer agenda what is their capital programme, what is important to them, how do they perceive BB Rail v competition Understand the customer pipeline individual projects, professional team, and procurement routes Support in developing a value proposition why should they want to do business with BB Rail (this can include group wide added value) Lead the proactive management of the relationship regular external meetings, events, and visits. Regular internal calls, action tracking, BAT Pursuit Plan updates and reviews. Project manage the agreed actions to progress the account Support the proactive pursuit of the target opportunities interact with the sales lead and facilitate supporting dialogue with the customer team Be alert to risks/ opportunities within the account Ensure CRM inputting is up to date and accurate.

Who we're looking for

The following qualities/experience are essential:

Customer Focus actively listens to the customer requirements and communicates across the team Positive, personable, and strong networker can build rapport and relationships Team manager - able to influence a multi-discipline team Effective researcher - has an ability to gather, analyse and evaluate facts Strong communicator written, telephone and face to face up to C level Creative thinker and Influencer can identify opportunities and articulate value to influence customers procurement decisions, and strategic influencers Reliable and resilient follows up on commitments and maintains accurate records of relationships and opportunities Results focused - Self-starting and demonstrates initiative to identify priorities and targets Experience of account management/ bid management/ sales; multiple concurrent multi-million-pound bids, ranging from 1m to > 1bn.

The following qualities/experience are desirable:

Experience/ understanding of High Value Selling/ sales process Previous marketing/ communications experience Has knowledge of the construction/ Rail industry, or experience within a project-based organisation Knowledge of key market sectors within the rail market Appreciation of procurement routes and contract terms and negotiation skills.

Why work for us

Our people are our biggest asset and we focus on recruiting, training and developing the people who can apply innovation to deliver the infrastructure of the future. We nurture these talents, offer a great benefits package in addition to a competitive base salary and continually invest in developing the skills of our people at every level. Some of our key benefits are:

Company car Medical health cover BB Pension Scheme 25 days annual leave + bank holidays Payment of an annual professional membership Enhanced maternity & family friendly policies Flexible working Real career progression opportunities Access to our Employee Referral Scheme Discretionary annual salary reviews

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