Key Account Manager Rail

2 weeks ago

Sydney, New South Wales, Australia WSP Australia Full time

The Opportunity:


Due to the continued success of our Transport team in NSW, we have an exciting opportunity for a Key Account Manager Rail (Sydney Trains and rail sector Transport for New South Wales (TfNSW)) to join our Sydney office.


The key function of this role is to create a productive, long-lasting and mutually successful relationship with Sydney Trains, TfNSW and civil contractor partners through intentional relationship management, client-focused services delivery and profitable growth for the business.

You will be responsible for making the business strategy in relation to these clients come to life at a regional level and will be a key leader in WSP's Transport business in NSW.


What you'll do:

  • Be highly visible with the Client and in the market, represent and profile the entire WSP business, and ensure other WSP staff are highly visible to clients, contractors, partners and others in accordance with the Key Account Plan.
  • Set up, proactively manage and coordinate the "relationship zipper" with the Client and contractors.
  • Be the Client's advocate within WSP and be fully across their drivers, hot issues, challenges and expectations and bring this knowledge to the business to support winning and delivery of work that supports a strong, sustainable relationship.
  • Develop and maintain a Key Account Plan, aligned with the Regional Market Plans and business strategic plans, that sets near and longerterm objectives for the relationship, identifies key people to build relationships with formulate a strategy to achieve objectives and outcomes.
  • Lead and direct key account management resources in accordance with the identified actions and priorities in the Key Account Plan.
  • Contribute to the development of the Regional Market Plan, bringing client and market intelligence to the process and formulating strategy in conjunction with the Client Director.
  • Be the independent staff member that the Client can contact to raise matters that the Client feels need to be escalated.
  • Maintaining uptodate knowledge of the client organisation, business drivers, pipeline and previous awards, and ensuring all clientrelated information and business data is maintained, available and current.
  • Engage relevant Team Managers/Executives and Regional Executives to allow better decisions to be made in relation to the availability of staff with the skills and capabilities to deliver success and support business decisionmaking around resource and capability development and investment.
  • Lead and influence strategic and tactical decisionmaking around the opportunity pipeline and through internal and external relationships to maximise the longterm position of the business and minimise risks to potential sales from conflict of interest and probity.
  • Run Go/Nogo discussions to ensure client, technical and industry knowledge is leveraged and clear value propositions are identified along with a robust pricing strategy.
  • Oversee and lead key pursuits and ensure best practice processes are implemented, including internal briefings where necessary.
  • Lead involvement in partner and contractor teaming discussions as agreed with the Client Director.
  • Achieve the funding target within the allocated business development budget and other targets for the nominated client group/subgroup, including funding, business development and proposal expenditure.
  • Ensuring the client's technical, innovation and industry knowledge is leveraged and clear value propositions are identified along with an appropriate and sustainable pricing strategy.
  • Overseeing the production of presentations, Expressions of Interest and proposals accountable for the quality of and all relevant approvals for the submission.
  • Advise on the marketing program of events for the client, including identifying suitable technical forums, industry events and relationshipbuilding events appropriate for the client, and work with the marketing team to deliver the marketing program.

About you:

  • Typically 15+ years of relevant industry experience in Business Development, Project Delivery and Key Account Management.
  • Experience within a civil contractor organisation, Sydney Trains, TfNSW or in a similar role within a consultancy will be highly regarded.
  • Experience and relationships in and knowledge of the rail industry and sector.
  • Bachelor's degree or equivalent relevant experience.
  • Previous experience in leading the development and implementation of key account, client, market and business strategies including maximising revenue and profitable growth.
  • Experienced in developing, managing and growing client relationships.
  • Excellence in delivering major strategic pursuits/proposals.
  • Experience in delivering successful client outcomes on multidisciplinary projects.
  • Led commercial negotiations with the clients including the implementation of appropriate governance and risk management procedures.
  • Previous experience in esta

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