Account Director - Technology Sector (Consulting & Engineering Services)

Arcadis•Tampa, FL

1d•Hybrid

About The Position

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: National scope/location, position can be filled in any North American location where Arcadis has a legal entity. Lead long-term, sustainable, profitable growth in North America for existing global key client(s) in the Technology Sector. Lead and manage regional account relationships to establish Arcadis as a trusted partner and achieve growth in accounts managed. Reports to North American Technology Sector Leader.

Requirements

Proven track record of developing and implementing sales strategies to profitably grow client accounts
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
Demonstrates experience as a senior client developer with a significant presence in the sector regionally or from a broader global perspective
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 the executive level
Strong communication skills to present Arcadis’ value propositions, manage through complex topics, and conflict resolution
Thrives in collaborative working relationships 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
Breadth of experience: Working across different industries and business lines and/or functions, managing relationships that impact people/growth/solutions across organizational boundaries to drive positive client outcomes.
Data and technology: Adopting data-driven decision-making, leveraging data to create, identify and demonstrate differentiated value. Tech savvy and comfortable and curious about technologies.
Mobilizing talent: Embracing new workforce profiles and planning approaches, attracting and developing talent, leveraging talent in different markets, catalyzing a movement to benefit client outcomes and Arcadis performance.

Responsibilities

Develop and implement Account Strategy
Lead development of client account strategy in line with Arcadis business objectives and market sector strategies through annual and multi-year plans
Prepare and execute account plans to translate strategy into concrete objectives, actions, and outcomes
Develop and maintain knowledge and understanding of the target clients and the technology sector to identify key trends and emerging opportunities, with existing clients and across the sector
Drive overall growth in client account plan bookings, gross margin, and collections 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 and Solutions, leveraging these to enable Arcadis to have maximum impact on our 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 to ensure an optimal flow of pursuits to achieve set targets.
Work collaboratively with Solutions and Service leaders to manage the 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 locally to understand their business needs, position Arcadis as a trusted partner, and contribute to the growth of Arcadis’ relationship with clients
Create a positive account team culture built on growth and accountability
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
Foster collaborative working relationships with operations leads to assure end-to-end people management results in qualified resource availability and excellent retention
Share knowledge and understanding of key trends and emerging opportunities for our target clients and the technology sector that are aligned with Arcadis’ mission to improve quality of life
Work with the (G)BA Sales teams to determine client strategy
Work with peers within global sector to develop sector synergies
Implement new business models and apply new commercial skills as developed by the commercial excellence function
Actively support marketing strategies (campaigns, events) for the targeted clients and its sector
Engage with operations/delivery teams to drive necessary resource outcomes to support growth and delivery excellence for the account
Growing our business with the Key Client(s), winning strategic pursuits
Definition and execution of client strategy, sharing and using sector insights
Lead role for the North America region account team
Project delivery for key client(s)
Commercial contracting strategy