Strategic Rail Account Development Specialist

At our organization, we develop innovative and comprehensive solutions that drive lasting impact. Our team of experts possesses a deep understanding of local complexities and delivers projects that foster growth and prosperity.

Due to the success of our operations in the Asia Pacific region, we are seeking an experienced Strategic Account Manager to join our Melbourne office. The primary objective of this role is to establish and maintain productive relationships with key clients, including RPV and SRLA. This will be achieved through intentional relationship management, client-focused service delivery, and strategic growth initiatives.

The successful candidate will be responsible for developing and implementing a Key Account Plan aligned with regional market plans and business strategies. This plan will set clear objectives, identify key stakeholders, and formulate strategies to achieve desired outcomes. Additionally, the candidate will serve as a client advocate within the organization, ensuring a strong, sustainable relationship between WSP and its clients.

Key Responsibilities:

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2. Be highly visible with clients and in the market, representing and profiling the entire business while ensuring other staff are also visible to clients, contractors, partners, and others in accordance with the Key Account Plan.">
3. Advocate for the client within the organization and possess a deep understanding of their drivers, challenges, expectations, and requirements, bringing this knowledge to support winning and delivering work that fosters a strong, sustainable relationship.">
4. Develop and maintain a Key Account Plan that sets near and longer-term objectives for the relationship, identifies key stakeholders, and formulates strategies to achieve desired outcomes.">
5. Serve as an independent point of contact for clients who require escalation or have concerns that need attention.">
6. Maintain up-to-date knowledge of the client's organization, business drivers, pipeline, and previous awards, ensuring all client-related information is current and accessible.">
7. Raise discussions to leverage client, technical, and industry knowledge, identifying clear value propositions and robust pricing strategies.">
8. Oversee and lead key pursuits, implementing best practice processes, including internal briefings when necessary.">
9. Achieve funding targets and other objectives for nominated client groups/sub-groups, including funding, business development, and proposal expenditure.">
10. Evaluate client knowledge, innovation, and industry expertise to identify clear value propositions and suitable pricing strategies.">

The ideal candidate will possess 15+ years of relevant industry experience in business development, project delivery, and key account management. Experience within civil contractor organizations, RPV, SRLA, or similar roles within consultancies will be highly regarded. A working knowledge of the rail industry is preferred but not essential.

The candidate should demonstrate excellent skills in:

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• Leading the development and implementation of key accounts, client, market, and business strategies.">
• Maximizing revenue and profitable growth.">
• Developing, managing, and growing client relationships.">
• Delivering major strategic pursuit/proposals.">
• Succeeding in commercial negotiations with clients, including governance and risk management procedures.">
• Maintaining a robust pipeline.">
• Accessing and mobilizing resources from across disciplines and business units to deliver on proposals and projects.">
• Establishing appropriate governance across key accounts, consultants, and contractors.">
• Educating and mentoring business development employees.">

Our organization offers a range of benefits, including:

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• Bonus incentives associated with the position.">
• Personalized career growth and access to international opportunities.">
• A suite of benefits, including health and wellness initiatives.">
• Flexible working options that truly value and practice work-life balance.">
• State-of-the-art offices that foster creativity and collaboration.">
• Paid parental leave and partner leave.">

For confidential discussion about this opportunity, please contact Marie Victor at (phone number). We look forward to hearing from you