Key Account Manager

At WSP we develop creative, comprehensive and sustainable engineering solutions for a future where society can thrive. Equipped with an intimate understanding of local intricacies, world-class talent and proactive leadership, we plan, design, manage and engineer long lasting and impactful solutions to uniquely complex problems. With 55,000 talented people in more than 500 offices across 50 countries, we engineer projects that will help societies grow for lifetimes to come.

Due to the continuous success of our Asia Pacific operations, we currently have an exciting opportunity for a Key Account Manager Rail Projects Victoria (RPV) and Suburban Rail Loop Authority (SRLA) to join our Melbourne office. The key function of this role is to create a productive, long lasting and mutually successful relationship with RPV, SRLA 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 Victoria.

The role responsibilities:

1. 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.
2. 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.
3. Develop and maintain a Key Account Plan, aligned with the Regional Market Plans and business strategic plans, that sets near and longer-term objectives for the relationship, identifies key people to build relationships with and formulates strategy to achieve objectives and outcomes.
4. Be the independent staff member that the Client can contact to raise matters that the Client feels need to be escalated.
5. Maintain an up-to-date knowledge of the client organisation, business drivers, pipeline and previous awards, and ensure all client related information and essential client related financial and business data is maintained, available and current.
6. Run Go/No-go discussions to ensure client, technical and industry knowledge is leveraged and clear value propositions are identified along with a robust pricing strategy.
7. Oversee and lead key pursuits and ensure best practice processes are implemented, including internal briefings where necessary.
8. Achieve the funding target within the allocated business development budget and other targets for nominated client group/sub-group, including funding, business development and proposal expenditure.
9. Ensure the client’s technical, innovation and industry knowledge is leveraged and clear value propositions are identified along with an appropriate and sustainable pricing strategy.

About You:

1. Typically 15+ years relevant industry experience in Business Development, Project Delivery and Key Management.
2. Experience within civil contractor organization, RPV, SRLA or in a similar role within consultancy will be highly regarded.
3. Working knowledge of the rail industry preferred but not essential.
4. Previous experience in leading the development and implementation of a key account, client, market and business strategies including maximising revenue and profitable growth.
5. Experienced in developing, managing and growing client relationships.
6. Excellence in delivering major strategic pursuit/proposals.
7. Experience in delivering successful client outcomes on multi-disciplinary projects.
8. Led commercial negotiations with the clients including the implementation of appropriate governance and risk management procedures.
9. Previous experience in establishing and maintaining a robust pipeline.
10. Demonstrated experience in accessing and mobilising resources from across disciplines and business units to deliver on proposals and projects.
11. Ability to establish appropriate governance across key accounts, consultants and contractors.
12. Educate and mentor business development employees.

We are a collaborative team of experts that thrives on challenge and unconventional thinking. Channeling our curiosity into creating progressive solutions to complex issues is both our mission and our passion.

Benefits at WSP:

- Bonus incentives are associated with the position
- Personalised career growth and access to international opportunities.
- Suite of benefits including health and wellness initiatives.
- Organisation that truly values and practices flexible working options.
- State of the art, modern and contemporary offices.
- Paid Parental and Partner Leave.

How to apply

For more, call Marie Victor on 02 9272 5404 for a confidential discussion.

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