Arcadis
Overview
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Contractor Market Sector Leader
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Arcadis . 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. With the power of many curious minds, together we can solve the world’s most complex challenges and deliver more impact together. Role description
We are seeking a Market Sector Leader to lead long-term, sustainable, profitable growth, winning relationships with successful global/regional construction contractor clients and the best industry partners to drive sustainable, profitable growth across Arcadis’ three principal businesses in North America (Mobility, Places and Resilience). Scale: You will play a key role in the management of a client-centric market sector, targeting in excess of $150m in annual net revenue and a double-digit year-on-year growth ambition. Role accountabilities
Develop and implement Account Strategy Support the development and subsequent maintenance of a North American market sector strategy. Ensure specific growth aspirations, capacity, capability and risk appetite and emerging/evolving market trends are considered and accounted for through evolution of the sector strategy. Development and maintenance of this market sector strategy will necessitate ongoing liaison with senior/country leadership and key sales and operational leaders across local and global level, detailed market sector research and engagement with contractor clients across the region. Client Development & Account Management Support the identification and nomination of regional contractor key clients (Cluster 2) as part of a wider global key account management program. Coordinate with nominated Account Team Leaders in the development and implementation of Account Plans to proactively grow the value realized from key contractor clients – Post Holder will be expected to undertake the role of Account Team Leader for at least one Cluster 2 key contractor client. Support the MSL and the Global Market Sector Director in managing relationships with global key contractor clients (Cluster 1). Liaise with Account Team Leaders in the creation of annual revenue and margin projections for each key contractor client and develop quarterly updates of these projections to reflect actual performance. Drive overall growth in market sector NOI, as sold gross margin, weighted pipeline and DRO to meet or exceed planned targets Develop and expand a sustainable network of relationships across the sector, leveraging these to enable Arcadis to have maximum impact Collaborate with Solutions teams to develop and implement pursuit/positioning strategy Deliver a maximal client experience, conduct CX surveys, act on findings Pipeline Management Working with the Business Areas, contractor clients and 3rd party design partners, Identify potential opportunities that align with the market sector strategy. Maintain a robust pipeline of market sector opportunities, appropriately sized to meet Business Area, Regional and Global revenue and margin targets in the short, medium and longer term. Post Holder will be required to maintain this pipeline within the Oracle Sales Cloud (Redwood) business system and derive all dashboards, reports and tracking documentation from this single source. Use of a broad spectrum of business systems and applications will be a base expectation. The Post Holder will also be required to lead in the evaluation and implementation of Artificial Intelligence based software solutions to support management of the market sector pipeline. Communicate the pipeline on a regular basis to the Business Areas in support of resource management and financial planning and to coordinate direct engagement of staff from the Business Areas in the development of specific pipeline opportunities. Market to Opportunity Proactively lead efforts to secure teaming positions with contractor clients in a timely manner ahead of opportunities coming to market. This will involve deep dive research into specific opportunities, engagement with Ultimate Client/Owners, formation of strategic partnerships with 3rd party design firms, development of statements of qualifications, coordination of selection interviews and regular and persistent engagement with appropriate potential contractor clients. Maintain corporate profile and business to business relationships across North America. Participate in conferences, conventions, sector associations/committees, forums/workshops and similar industry events. Maintain a clear view on the cost/benefit of each such engagement to ensure investment is appropriately targeted. Actively engage in corporate marketing and communications campaigns as appropriate. Coordinate review and negotiation of contract documentation to underpin intended teaming arrangements – including NDAs, LOIs, MOUs and Teaming Agreements, in collaboration with Operations staff to ensure post-award delivery alignment. Progress due diligence and governance processes, leading MORE sessions, Pursuit Committee reviews and risk evaluations. Pursuit to Win Act as Pursuit Leader/Director for at least one major project pursuit annually, with support to live market sector pursuits to enhance submissions. Thought Leadership Coordinate visibility of Arcadis at industry conferences and meetings within the market sector. Qualifications & Experience
Proven track record of developing and implementing sales strategies to profitably grow client accounts. Demonstrate leadership capability and the ability to inspire multi-disciplinary teams. Well connected with the North American construction sector and skilled at building external networks into profitable B2B relationships. Ambitious, entrepreneurial mindset, excited by growth and overcoming barriers. Adept at working across a matrix organization and leveraging networks to achieve business success. Proven track record in developing profitable sales strategies and achieving growth with key clients. Able to apply structured account management principles to strategic client relationships. Ability to inspire and motivate Account Leaders and account team members. Experience with Contractors and Developers in diverse construction project portfolios and a network within these organizations. Strong understanding of pipeline opportunities and Arcadis positioning for success. Proven ability to articulate experience in alternative delivery models (Design Build, PDB, IBD, Alliance) and private equity funding mechanisms (P3). Excellent communicator with experience engaging with all client levels. Experience in leading and developing winning proposals. Aligned to the Arcadis Leadership model, Arcadians are expected to fit our leadership success profile, emphasizing inclusion, accountability, human-centricity, and sustainability. We value learning agility, curiosity, drive, and passion. We are an equal opportunity employer. Women, minorities, people with disabilities and veterans are strongly encouraged to apply. We are dedicated to a policy of non-discrimination in employment on any basis prohibited by law. Arcadis offers benefits for full-time and part-time positions, including medical, dental, and vision, EAP, 401K, STD, LTD, AD&D, life insurance, paid parental leave, reward & recognition program, and optional well-being benefits. This position is eligible for a company bonus program. The salary range is $182,293- $209,636. Actual salaries vary based on experience, education, budget, internal equity, project, and location.
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Join to apply for the
Contractor Market Sector Leader
role at
Arcadis . 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. With the power of many curious minds, together we can solve the world’s most complex challenges and deliver more impact together. Role description
We are seeking a Market Sector Leader to lead long-term, sustainable, profitable growth, winning relationships with successful global/regional construction contractor clients and the best industry partners to drive sustainable, profitable growth across Arcadis’ three principal businesses in North America (Mobility, Places and Resilience). Scale: You will play a key role in the management of a client-centric market sector, targeting in excess of $150m in annual net revenue and a double-digit year-on-year growth ambition. Role accountabilities
Develop and implement Account Strategy Support the development and subsequent maintenance of a North American market sector strategy. Ensure specific growth aspirations, capacity, capability and risk appetite and emerging/evolving market trends are considered and accounted for through evolution of the sector strategy. Development and maintenance of this market sector strategy will necessitate ongoing liaison with senior/country leadership and key sales and operational leaders across local and global level, detailed market sector research and engagement with contractor clients across the region. Client Development & Account Management Support the identification and nomination of regional contractor key clients (Cluster 2) as part of a wider global key account management program. Coordinate with nominated Account Team Leaders in the development and implementation of Account Plans to proactively grow the value realized from key contractor clients – Post Holder will be expected to undertake the role of Account Team Leader for at least one Cluster 2 key contractor client. Support the MSL and the Global Market Sector Director in managing relationships with global key contractor clients (Cluster 1). Liaise with Account Team Leaders in the creation of annual revenue and margin projections for each key contractor client and develop quarterly updates of these projections to reflect actual performance. Drive overall growth in market sector NOI, as sold gross margin, weighted pipeline and DRO to meet or exceed planned targets Develop and expand a sustainable network of relationships across the sector, leveraging these to enable Arcadis to have maximum impact Collaborate with Solutions teams to develop and implement pursuit/positioning strategy Deliver a maximal client experience, conduct CX surveys, act on findings Pipeline Management Working with the Business Areas, contractor clients and 3rd party design partners, Identify potential opportunities that align with the market sector strategy. Maintain a robust pipeline of market sector opportunities, appropriately sized to meet Business Area, Regional and Global revenue and margin targets in the short, medium and longer term. Post Holder will be required to maintain this pipeline within the Oracle Sales Cloud (Redwood) business system and derive all dashboards, reports and tracking documentation from this single source. Use of a broad spectrum of business systems and applications will be a base expectation. The Post Holder will also be required to lead in the evaluation and implementation of Artificial Intelligence based software solutions to support management of the market sector pipeline. Communicate the pipeline on a regular basis to the Business Areas in support of resource management and financial planning and to coordinate direct engagement of staff from the Business Areas in the development of specific pipeline opportunities. Market to Opportunity Proactively lead efforts to secure teaming positions with contractor clients in a timely manner ahead of opportunities coming to market. This will involve deep dive research into specific opportunities, engagement with Ultimate Client/Owners, formation of strategic partnerships with 3rd party design firms, development of statements of qualifications, coordination of selection interviews and regular and persistent engagement with appropriate potential contractor clients. Maintain corporate profile and business to business relationships across North America. Participate in conferences, conventions, sector associations/committees, forums/workshops and similar industry events. Maintain a clear view on the cost/benefit of each such engagement to ensure investment is appropriately targeted. Actively engage in corporate marketing and communications campaigns as appropriate. Coordinate review and negotiation of contract documentation to underpin intended teaming arrangements – including NDAs, LOIs, MOUs and Teaming Agreements, in collaboration with Operations staff to ensure post-award delivery alignment. Progress due diligence and governance processes, leading MORE sessions, Pursuit Committee reviews and risk evaluations. Pursuit to Win Act as Pursuit Leader/Director for at least one major project pursuit annually, with support to live market sector pursuits to enhance submissions. Thought Leadership Coordinate visibility of Arcadis at industry conferences and meetings within the market sector. Qualifications & Experience
Proven track record of developing and implementing sales strategies to profitably grow client accounts. Demonstrate leadership capability and the ability to inspire multi-disciplinary teams. Well connected with the North American construction sector and skilled at building external networks into profitable B2B relationships. Ambitious, entrepreneurial mindset, excited by growth and overcoming barriers. Adept at working across a matrix organization and leveraging networks to achieve business success. Proven track record in developing profitable sales strategies and achieving growth with key clients. Able to apply structured account management principles to strategic client relationships. Ability to inspire and motivate Account Leaders and account team members. Experience with Contractors and Developers in diverse construction project portfolios and a network within these organizations. Strong understanding of pipeline opportunities and Arcadis positioning for success. Proven ability to articulate experience in alternative delivery models (Design Build, PDB, IBD, Alliance) and private equity funding mechanisms (P3). Excellent communicator with experience engaging with all client levels. Experience in leading and developing winning proposals. Aligned to the Arcadis Leadership model, Arcadians are expected to fit our leadership success profile, emphasizing inclusion, accountability, human-centricity, and sustainability. We value learning agility, curiosity, drive, and passion. We are an equal opportunity employer. Women, minorities, people with disabilities and veterans are strongly encouraged to apply. We are dedicated to a policy of non-discrimination in employment on any basis prohibited by law. Arcadis offers benefits for full-time and part-time positions, including medical, dental, and vision, EAP, 401K, STD, LTD, AD&D, life insurance, paid parental leave, reward & recognition program, and optional well-being benefits. This position is eligible for a company bonus program. The salary range is $182,293- $209,636. Actual salaries vary based on experience, education, budget, internal equity, project, and location.
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