Company: LRQA
Job ID: 40707
Location: Monterrey : Av David Alfaro
Position Category: Business Development
Position Type: Employee Regular
Reporting into the Sales Team Leader, the purpose of the Strategic Account Manager is to: Develop and win new business opportunities with existing and target strategic accountsBuild and maintain strong strategic relationships with key individuals in client accountsLead the strategic sales priorities and implementation for accounts, based on opportunities, framework and service agreements, to maximise revenue delivery and growthIntroduce new products and services which are added to the LRQA portfolio through acquisitions and new product developmentSupport strategic bids and be a major contributor to the bid process and teamKey Responsibilities: Manage a selection of strategic accounts and be responsible for winning business from a target group of logos, with an annual combined revenue value of £0.5-3m initially, depending on mixture of existing and new client priorities, working on growing this significantly year on year.Create the implementation strategy for new sales in your accounts and work with LRQA teams as needed to achieve success.Retention, revenue growth and new logo wins will be the key performance indicators used to measure success.Develop and deliver strategic account plans, which maximise the LRQA opportunity for revenue, in line with group growth objectives and priorities.Ensure continual development of each client's business focus and strategy, grow the network of influencers in each client organisation and maintain an active pipeline of opportunities, prioritising workload to ensure client satisfaction and maximum revenue growth.Engage proactively with other LRQA teams, including marketing, Service Delivery (SD) and Service Delivery Support (SDS) as needed to put your account and targets into the best shape possible for success.Manage your client pipelines to ensure that they are sufficient to meet the relevant targets, engaging with GAM colleagues and other local SAMs to maximise the opportunities you develop through local relationships and contracts.Ensure the accuracy of values, sales stages, dates of actions and likely closure timelines.Take action to correct your overall pipeline if it is not in the right shape and ensure it gets back on track in a timely manner.Your pipeline will be an accurate reflection of your sales forecast at any given time.Preparation and delivery of account plans: Ensure that any strategic account under the management of your team has an up to date, viable account plan driving the strategic growth initiatives for the account and which can be clearly articulated by the relevant sales person at any time.Use account plans to prioritise opportunities, marketing support and team efforts to drive the growth you are tasked with delivering each financial period.Contract renewals and RFPs: Manage the retention of all business with your named accounts, minimising the risk of loss to the LRQA business through timely intervention in any process, preventing the re-tendering of business where possible and re-securing the contract where needed.Play an active role in new business opportunities, either in a lead or supporting sales position, depending on the winning strategy and relevant skills needed to maximise the opportunity of winning.Problem solving: Work with your clients and targets on identifying problems that LRQA can solve via a customised solution of its products and services, underpinned by strong market knowledge and experience.Market knowledge and strategic prioritisation: Maintain a strong strategic knowledge of the market(s) you operate in, ensuring you are able to maintain a strong level of communication with client personnel, using this to open doors for new products and services, and to contribute to strategic discussions around LRQA business plans and growth objectives.Contribution to Sales Meetings and Performance summaries: From sales management meetings to BA leadership team meetings, be responsible for the production of sales and pipeline reports, performance summaries and updates on specific project actions, ensuring they are accurate and delivered in a timely manner.Diversity and Inclusion at LRQA: We are on a mission to be the place where we all want to work and we are passionate about embracing different perspectives because we understand the value this brings to our business, our clients and each other. We are all about creating a safer and more sustainable future and our inclusive culture is right at the heart of our business.
Together our employees make our communities better and we want you to be part of our diverse team!
LRQA is a leading global assurance provider. The integrity and expertise we bring to our partnership with clients support their journey to a safer, more secure and more sustainable future.
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