Transportation Strategic Account Manager

Wood•Atlanta, GA

About The Position

Wood is a global leader in engineering and consultancy across energy and the built environment, helping to unlock solutions to some of the world’s most critical challenges. We provide consulting, projects and operations solutions in more than 60 countries, employing around 40,000 people. The Strategic Account Director’s role is to champion Wood's resources to drive delivery of value to the customer while positioning Wood to maximize revenue and profit through quality relationships and robust strategically aligned pursuit strategies. This will be based upon a solid understanding of the customer and implementing a strategy for growth while also monitoring customer satisfaction through project and contract execution, ensuring Wood delivery to customer expectations.

Requirements

Effective communication skills.
Strong leadership and management, team working, and especially strong client relationship management.
Sound understanding of Wood and its plans and operations.
Working knowledge of Wood’s financial and customer relationship management systems.
Comprehensive understanding of customer’s wants, needs, and business objectives.
Excellent commercial and business development skills.
Strategic and analytical thinking.
Experience with leading teams.
Proven success managing multi-million-dollar accounts in an engineering/consultancy company.
Uses clear, concise, and tailored communication to achieve a range of results - including sharing information, influencing views, and gaining commitment.
Works collaboratively with others in own team and across the organization; values diversity.
Builds and sustains lasting (internal and external) client relationships through meeting needs, delivering on promises and resolving issues.
Develops high performing individuals and teams; empowers individuals to fulfil their potential for their own benefit and that of the organization.
Assimilates and analyses a variety of information to formulate solutions and make decisions; applies scientific principles, judgement and innovation in analysis.
Plans and controls activity to ensure outputs are delivered. Makes effective use of resources.
Leads the organization into the future through embracing change.
Is dedicated to ensuring their own and others’ work is compliant with and performs to the highest safety, quality, and environmental standards.
Understands key commercial drivers and their own role in delivering the organization’s commercial success.
Remains calm and self-motivated in difficult circumstances. Reacts confidently when challenged. Projects credibility and drives direction even in the face of ambiguity.

Nice To Haves

Level 4 Promotes a culture of honest and open communication that encourages information-sharing, discussion, and feedback.
Level 4 Fosters a collaborative and diverse environment.
Level 4 Networks at a strategic level to drive relationships forward.
Level 4 Creates “the place to be”.
Level 4 Applies innovation to analysis.
Level 4 Directs programmes of work.
Level 3 Champions and embeds the organization’s strategic direction.
Level 4 Builds the organization’s safety and quality profile externally.
Level 4 Drives and embeds commercial strategy.
Level 4 Project’s self-assurance when directing others.

Responsibilities

Drive revenue and profit growth from a target customer (strategic account).
Identify, develop, and lead a company-wide Strategic Relationship Management (SRM) account team to best serve the customer and meet Wood’s financial and strategic targets.
Develop, maintain, and execute customer plans, contact plans, strategic pursuit plans, customer satisfaction surveys for the strategic account.
Build relationships with customer key people and Wood key people at all levels in both organizations.
Position Wood for prime opportunities. Capture more business through differentiating Wood from the competition.
Create a short and long-term strategy with the customer through forecasting business priorities and activities, anticipating and responding to changes in relevant markets.
Financial reporting of strategic account performance, including dashboard reporting to Wood senior management.
Identifying, interviewing and hiring key personnel

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