Client Partner - Mechanical Integrity

Quest Global•Houston, TX

About The Position

Job Requirements Revenue and Profit Growth . Lead overall effort to grow [Account] account revenue and profit to emerge as a key strategic partner for [Account]. Relationships. Leverage existing customer relationships with [Account] engineering influencers and decision makers at both executive and mid-level manager levels. Develop and expand relationships with senior and mid-level customers. Account Analysis, Plans and Implementation. Develop and implement in-depth analysis and strategic accountplanning (StrAP) for [Account] to identify key focus areas for growth including account headcount, competitive analysis, customer needs per engineering service area, SWOT, Quest relationship summary and Quest capability gaps. Make key business decisions on what services/solutions to pursue and investin. Unsolicited Campaigns . Identify and lead unsolicited, strategic campaigns to grow the account. Leverage Quest relationships, influence customer decision makers, monitor milestones, track action item progress and lead the campaign proposal effort. Solicited Proposals. Lead and manageall solicited proposalresponses for all new business services or customers. Developplans and proposals to realize the revenue targetfrom the account, quarter on quarter. Expand to New Locations/ Divisions . Develop and implement plans to enter new geographies or divisions of [Account] as per the strategic account plan. Customer Communications. Hold quarterly customer reviews, lead/author Account Branding Newsletters and other communications per Quest process. Cross Sell and Up Sell. Leverage Quest best practicesand from other accounts, to develop and operationalize plans to introduce new services to [Account]. Annual Budgets and Forecasts. Lead efforts to create annual revenue and expense forecasts as well as monthly rolling revenue forecasts. Lead ‘Virtual Account Unit' (VAU). Lead sales-delivery matrixed team for [Account]. Coordinate efforts, hold weekly meetings and lead monthly report out to Quest Sales & Delivery executives. Invest Sales Discretionary Funding. Identify, approve, and monitor internal investments for operations support to achieve target growth opportunities. Billing Rate Negotiations. Lead efforts to establish rates that leverage value pricing. Includes data gathering, analysis, proactive engagement of customer champions, pricing strategies, competitive positioning, competitor assessment, etc.

Requirements

Deep domain knowledge of the [Vertical] Vertical, specifically [sub sectors], with knowledge of products & lifecycle, engineering & manufacturing processes, major OEMs, major engineering services suppliers, external drivers and funding
Strong relationships with senior and mid-level technical managers at [Account]
[Account] engineering knowledge and complete product life-cycle knowledge including, Engineering processes including design, manufacturing, analysis, aftermarket, quality, fielded product support (both software & hardware) challenges related to cost, delivery, schedule, or support internal funding process including timing, influencers and approvals outsourcing processes, funding, upcoming changes and leadership
Existing major outsourcing suppliers including SWOT and [Account's] assessment of respective suppliers
Strong commercial skills and experience including selling process, negotiating, pricing, costing, discount structures, terms and conditions, sales strategy development, execution and sales proposal development
Understanding of relevant/adjacent technologies and competitor's services
Experience in authoring complex proposals; experienced in negotiating master service contracts and long-term agreements
Experience working with global remote team / offshore delivery model environment
Proven ability to grow businesses profitably
Experience with sales and account management and in developing strategic plans
Experience leading cross functional teams
Excellent interpersonal and communication skills, both verbal and written and ability to communicate effectively at all levels
Results driven, high energy, self-motivated, persistent and able to work independently
Decisive, analytical, strategic thinker

Responsibilities

Lead overall effort to grow [Account] account revenue and profit to emerge as a key strategic partner for [Account]
Leverage existing customer relationships with [Account] engineering influencers and decision makers at both executive and mid-level manager levels
Develop and expand relationships with senior and mid-level customers
Develop and implement in-depth analysis and strategic accountplanning (StrAP) for [Account] to identify key focus areas for growth including account headcount, competitive analysis, customer needs per engineering service area, SWOT, Quest relationship summary and Quest capability gaps
Make key business decisions on what services/solutions to pursue and investin
Identify and lead unsolicited, strategic campaigns to grow the account
Leverage Quest relationships, influence customer decision makers, monitor milestones, track action item progress and lead the campaign proposal effort
Lead and manageall solicited proposalresponses for all new business services or customers
Developplans and proposals to realize the revenue targetfrom the account, quarter on quarter
Develop and implement plans to enter new geographies or divisions of [Account] as per the strategic account plan
Hold quarterly customer reviews, lead/author Account Branding Newsletters and other communications per Quest process
Leverage Quest best practicesand from other accounts, to develop and operationalize plans to introduce new services to [Account]
Lead efforts to create annual revenue and expense forecasts as well as monthly rolling revenue forecasts
Lead ‘Virtual Account Unit' (VAU)
Lead sales-delivery matrixed team for [Account]
Coordinate efforts, hold weekly meetings and lead monthly report out to Quest Sales & Delivery executives
Identify, approve, and monitor internal investments for operations support to achieve target growth opportunities
Lead efforts to establish rates that leverage value pricing. Includes data gathering, analysis, proactive engagement of customer champions, pricing strategies, competitive positioning, competitor assessment, etc.