A global engineering company is seeking a senior, commercially driven professional to lead strategic client engagement and business growth across the region. This role will focus on building and strengthening key client relationships, driving account strategy, and identifying new business opportunities in a consultative sales environment.
12-15+ years in a business/consulting and consultative sales environment
Key Responsibilities
- Lead IA client engagement activities from opportunity creation to business capture
- Generate and qualify business leads in the region
- Co-develop client strategy working with CAM, Market and Regional Leadership (segmentation, prioritization, identify key accounts, sales/GTM strategy)
- Co-develop marketing strategy in collaboration with Strategic Growth (thought leadership, industry exp, etc.)
- Accountable for client satisfaction
- Monitor industry trends to ensure competitive positioning in the market
- Provide region Account/Client Strategy and oversight
- Identify Strategic, Target and Opportunistic Accounts for the region
- Be the voice of the Account/Client within IA
- Conduct Account/Client Satisfaction Surveys for IA engagements
- Implement strategies that enable the IA to obtain new business sales
- Coordinate with other Market Sectors in pursuit of new business sales for the benefit of the entire company
- Develop and implement the strategic go-to-market framework
- Develop and execute Large Account Management Process (Gold Sheet) for Strategic Accounts/Clients
- Lead and guide Strategic Account Team
- Lead the Zippering process for IA professionals and their counterparts inside the Account/Client organization, creating opportunities for sales and operations contacts within the Account/Client's organization
Minimum Qualifications
- Bachelor's degree or relevant work experience regionally
- Contributor or leader to acquire new engagements
- 12-15+ years in a business/consulting and consultative sales environment
- 4+ years of experience in business development and sales experience in consulting, especially in asset management solutions
Preferred Qualifications
- Sales and BD Acumen (Proven ability break into new accounts and expand service offerings; develop a sales lead from start to finish including opportunity development and contract negotiation; client management)
- Strategic development/implementation
