Arcadis
Overview
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. Everyone has an important role to play. 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.
Responsibilities
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
Identify potential opportunities that align with the market sector strategy, working with the Business Areas, contractor clients and 3rd party design partners.
Maintain a robust pipeline of market sector opportunities sized to meet revenue and margin targets, and maintain the Oracle Sales Cloud (Redwood) as the single source for dashboards and tracking documentation. Lead evaluation and implementation of AI-based software solutions to support pipeline management.
Communicate the pipeline regularly to the Business Areas to support resource management and financial planning.
Market to Opportunity
Lead efforts to secure teaming positions with contractor clients ahead of opportunities, including research, engagement with Ultimate Client/Owners, strategic partnerships with design firms, and development of statements of qualifications.
Maintain corporate profile and B2B relationships across North America and participate in industry events, balancing cost/benefit of engagements.
Coordinate review and negotiation of contract documentation with Operations, Legal, and other stakeholders to underpin teaming arrangements.
Progress due diligence and governance processes, including MORE sessions and Pursuit Committee reviews.
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 significant leadership capability and the ability to inspire multi-disciplinary teams around a common purpose.
Well connected with the North American construction sector, and expert in building external networks and evolving personal connections into profitable business-to-business relationships.
Ambitious, entrepreneurial mindset, excited by growth and overcoming barriers along the way.
Adept working across a matrix organization and leveraging personal networks to achieve business success.
Proven track record in development of profitable sales strategies and achievement of growth in partnership with key clients.
Able to apply structured account management principles to underpin strategic relationships with clients and delivery partners.
Ability to inspire and motivate Account Leaders and account team members.
Experience working with Contractors and Developers in the implementation of a diverse portfolio of construction projects, including an existing network of contacts within these organizations.
Strong understanding of the pipeline of opportunities and how Arcadis can position for success.
Proven ability to articulate experience in alternative delivery models (Design Build, Progressive Design Build, Integrated Project Delivery, Alliance) and private equity funding mechanisms (P3).
Excellent communicator with experience engaging with all levels within client organizations.
Experienced writer with a proven track record of leading and developing winning proposals.
Company, Diversity & Benefits Aligned to the Arcadis Leadership model, Arcadians should fit our leadership success profile to build a culture of inclusion, accountability, human-centricity, and sustainability. We are committed to equality, diversity, and inclusion.
Our Commitment to Equality, Diversity, Inclusion & Belonging: We are an equal opportunity and affirmative action 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, vision, EAP, 401K, STD, LTD, AD&D, life insurance, paid parental leave, reward & recognition, and optional well-being benefits, adoption assistance, and tuition reimbursement. Nine paid holidays and 20 days PTO that accrue per year. This position is eligible for participation in a company bonus program. The salary range for this position is $182,293-$209,636.
Note: This posting may include additional job postings in the region; only the role described above is the focus for this refinement.
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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.
Responsibilities
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
Identify potential opportunities that align with the market sector strategy, working with the Business Areas, contractor clients and 3rd party design partners.
Maintain a robust pipeline of market sector opportunities sized to meet revenue and margin targets, and maintain the Oracle Sales Cloud (Redwood) as the single source for dashboards and tracking documentation. Lead evaluation and implementation of AI-based software solutions to support pipeline management.
Communicate the pipeline regularly to the Business Areas to support resource management and financial planning.
Market to Opportunity
Lead efforts to secure teaming positions with contractor clients ahead of opportunities, including research, engagement with Ultimate Client/Owners, strategic partnerships with design firms, and development of statements of qualifications.
Maintain corporate profile and B2B relationships across North America and participate in industry events, balancing cost/benefit of engagements.
Coordinate review and negotiation of contract documentation with Operations, Legal, and other stakeholders to underpin teaming arrangements.
Progress due diligence and governance processes, including MORE sessions and Pursuit Committee reviews.
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 significant leadership capability and the ability to inspire multi-disciplinary teams around a common purpose.
Well connected with the North American construction sector, and expert in building external networks and evolving personal connections into profitable business-to-business relationships.
Ambitious, entrepreneurial mindset, excited by growth and overcoming barriers along the way.
Adept working across a matrix organization and leveraging personal networks to achieve business success.
Proven track record in development of profitable sales strategies and achievement of growth in partnership with key clients.
Able to apply structured account management principles to underpin strategic relationships with clients and delivery partners.
Ability to inspire and motivate Account Leaders and account team members.
Experience working with Contractors and Developers in the implementation of a diverse portfolio of construction projects, including an existing network of contacts within these organizations.
Strong understanding of the pipeline of opportunities and how Arcadis can position for success.
Proven ability to articulate experience in alternative delivery models (Design Build, Progressive Design Build, Integrated Project Delivery, Alliance) and private equity funding mechanisms (P3).
Excellent communicator with experience engaging with all levels within client organizations.
Experienced writer with a proven track record of leading and developing winning proposals.
Company, Diversity & Benefits Aligned to the Arcadis Leadership model, Arcadians should fit our leadership success profile to build a culture of inclusion, accountability, human-centricity, and sustainability. We are committed to equality, diversity, and inclusion.
Our Commitment to Equality, Diversity, Inclusion & Belonging: We are an equal opportunity and affirmative action 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, vision, EAP, 401K, STD, LTD, AD&D, life insurance, paid parental leave, reward & recognition, and optional well-being benefits, adoption assistance, and tuition reimbursement. Nine paid holidays and 20 days PTO that accrue per year. This position is eligible for participation in a company bonus program. The salary range for this position is $182,293-$209,636.
Note: This posting may include additional job postings in the region; only the role described above is the focus for this refinement.
#J-18808-Ljbffr