Relationship Manager (Water - Florida)

GHD Group Pty Ltd•Miami, FL

211d

About The Position

The importance of water to the health of our world can’t be overstated! As the frequency and intensity of floods, droughts and storms increases, the water industry must continue to build resiliency and lead from the front. Together with our clients, we are thinking and doing things differently to help pre-empt and prepare for what's next. Be a part of this dynamic and committed team of diverse water specialists and inspire change for your community. You’ll be able to apply our powerful global network of skills and decades of experience to build positive water outcomes that respect nature and nurture communities. Who are we looking for? In response to steady growth within our Water/Wastewater business, our Southeast Region Water group is looking to bring onboard a motivated Relationship Manager to oversee the expansion of GHD’s Water business in Florida. As a Relationship Manager, you will be leading GHD pursuits of traditional and collaborative delivery projects for public clients responsible for safe and reliable water resources (drinking water, wastewater, and stormwater). Come plan and implement sales to specific, existing major accounts where growing relationships, identifying opportunities, and utilizing account management skills are critical. The role requires full knowledge of water and wastewater, along with a strong understanding of the client's objectives and challenges.

Requirements

Bachelor’s and/or Master’s degree in Civil or Environmental Engineering
Minimum 20 years of experience in the water, wastewater process or conveyance infrastructure field
Strong business development, proposal preparation, and marketing skills

Nice To Haves

Professional Engineer (PE) license in Florida a plus

Responsibilities

Customer Relationship Management (CRM) Data: Enter customer information that has been gathered through research and/or through direct customer contact into the CRM system, to ensure that the organization has quality data to enable effective customer retention and business development activities. Or ensure that team members maintain up-to-date CRM data, identifying and resolving issues.
Personal Capability Building: Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation, where relevant, to improve performance and fulfill personal potential. Maintain an in-depth understanding of technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.
Key Account Management: Manage and develop important customer relationships with guidance from senior colleagues, and/or manage an account team delivering day-to-day support. Customers are likely to include mid-tier companies, multinational corporations, and the like.
Customer Relationship Development / Prospecting: Develop and implement a relationship management plan for potential customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues.
Customer Needs Clarification: Set clear objectives for each sales call or meeting; tailor standard materials to make presentations to decision-makers and influencers within the customer organization; and ask relevant questions to gather information, to evaluate the customer's level of interest, and to identify and respond to areas requiring further information or explanation.
Sales Opportunities Creation: Develop a personal network within the sales territory and represent the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation.
Sell Customer Propositions: Use personal expertise to identify the complex standard products and/or services offered by the organization that meet the customer's needs, together with quantities and product configurations. Present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask for concessions (e.g., price reduction) that gain the customer's agreement.
Operational Compliance: Maintain and renew a deep knowledge and understanding of the organization's policies and procedures and of relevant regulatory codes and codes of conduct, and ensure own work adheres to required standards. Or identify, within the team, patterns of noncompliance with the organization's policies and procedures and with relevant regulatory codes and codes of conduct, taking appropriate action to report and resolve these and escalating issues as appropriate.
Promoting Customer Focus: Collaborate internally and work as the customer champion in cross-functional teams to build strong external customer relationships.
Customer Relationship Management / Account Management: Develop and implement relationship management plans for complex existing customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues. Manage ongoing relationships with identified customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input.