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About the role
Join our Power Win Bisness team as a Key Account Manager and you'll deliver complex work that really matters to our business and become involved in some of the biggest infrastructure projects in the industry.
Role Purpose:
* Support the Business Development, operational and functional teams in Key Account Management and externally facing relationships to ensure best in class brand management, consistency in messaging and insightful analyses of customer behaviors and interactions both in person and commercially.
* To develop and maintain target customer relationships and develop and maintain a target opportunity pipeline for the Business Unit strategy pipeline and support high conversion ratios.
* Develop and maintain an awareness of target market (geographies / sectors) conditions to identify customer opportunities and risks and input future strategy.
Support external and internal communications to harness the collective abilities of the group and support win business activities.
* Work alongside members of the Business Units' Management and Operational Delivery teams as well as other members of the wider business development team, supporting the pursuit of new strategic opportunities which will deliver business growth targets, in year revenue and margin.
* Support the sales process through Gate Stages 0-2, leading where applicable, with the operations teams and ensure the Balfour Beatty gated lifecycle is delivered in compliance with group governance and processes. Where appropriate, you will remain engaged throughout the gated lifecycle to Gate 4 to ensure successful opportunity conversion and consistency of client relationships.
What you'll be doing:
* Develop Account relationships through the Account Management Plan.
* Own the business opportunity pipelines.
* Understand who is who in the customer team - keep track of changes, understand personality types and strength of relationship.
* Develop a relationship zipper with the account team - match the right people to the right people.
* Ensure we understand the customer agenda - what is their capital programme, what is important to them, how do they perceive BB v competition.
* Understand the customer pipeline - individual projects, professional team and procurement routes.
* Develop a value proposition - why should they want to do business with Balfour Beatty (this can include group wide added value).
* Lead the proactive management of the client relationship - attend regular external meetings, events and visits. Regular internal calls, action tracking, executive updates and reviews.
* Support the proactive pursuit of the target opportunities - Work collaboratively with bid leadership and facilitate supporting dialogue with the customer team.
* Be alert to risks / opportunities within the account.
* Ensure CRM inputting is up to date and accurate.
* Prepare high quality internal and external presentations and present these.
* Follow clear direction and leadership from BD and WW teams.
* Ensure full compliance with the Balfour Beatty gated lifecycle for BD activities.
* Ensuring Key Account Management Plans are up to date as allocated and agreed by the KAM owner.
* Engage with clients and ensure Capture planning, Target Opportunity Reviews (TORs) and solution workshops are undertaken for opportunities as required.
* Managing, analyzing and acting upon client feedback, as allocated by the Senior BDM or KAM owner, through BB MAP process and other client feedback systems.
* Maximise opportunities through the use of Balfour Beatty Group companies and cross sell as required.
Who we're looking for:
The following qualities/experience are essential:
* Customer Focus - actively listens to the customer requirements and communicates across the team.
* Positive, personable and strong networker - can build rapport and relationships.
* Team manager - able to influence a multi-discipline team.
* Effective researcher - Has an ability to gather, analyse and evaluate facts.
* Strong communicator - written, telephone and face to face up to Executive level.
* Creative thinker and Influencer - can identify opportunities and articulate value to influence customers procurement decisions.
* Organised, reliable and resilient - follows up on commitments and maintains accurate records of relationships and opportunities.
* Results focused - Self-starting and demonstrates initiative to identify priorities and targets.
* Experience of account management / bid management / sales.
* Experience of working collaboratively within a high-pressure team environment and meeting key deadlines.
* Commercial acumen in tendering / business proposals.
* Experience in presenting to the customer and managing internal stakeholders.
* Forward looking and a demonstrable drive to exceed expectations.
* Proven attention to detail and ability to follow defined business processes.
The following qualities/experience are desirable:
* Previous Marketing / communications / bidding / account management experience.
* Has knowledge of the construction industry or experience within a project based organisation.
* Knowledge of the following market sectors: airports, building, civils, defense, energy.
* Appreciation of procurement routes and contract terms and negotiation skills.
Why work for us:
Day in, day out, our teams deliver amazing projects in challenging conditions; developing, managing and maintaining the vital infrastructure and public spaces that modern economies, societies and communities rely on.
About us:
Balfour Beattys Power Transmission & Distribution teams work with regional, national and international electricity network owners and operators to provide technical engineering solutions. With experience and expertise across the full spectrum of the electricity grid our teams have capability across overhead lines, cable tunnels, distribution networks and substations. From scoping and feasibility, to design, construction and on-going maintenance, our in-house experts, flexible resources and industry-leading innovations support clients in the development of some of the worlds most ambitious power transmission and distribution projects.
At Balfour Beatty we are committed to creating a diverse workforce and an inclusive culture where everyone can be themselves and reach their full potential, not only because this is the right thing to do, but because it makes us a better business. To ensure we deliver on this commitment, we have a UK Diversity and Inclusion Action Plan which sets out the wide range of targeted, proactive, measurable steps we are taking to make this a reality. You can read our UK Diversity and Inclusion Action Plan in full at www.balfourbeatty.com/value_everyone
To help and support us with our desired commitment to create an inclusive culture we are members of WISE, enei, Business Disability Forum and Women into Construction. In 2020, we signed the Audeliss and Involve Open Letter to demonstrate our commitment to taking key long term and sustainable actions on Black Inclusion. Balfour Beatty is also a Gold Award holder in the Ministry of Defence 'Employer Recognition Scheme' and actively encourage applications from Armed Forces personnel, veterans and reservists.
As a Disability Confident Employer, we are committed to working with people who have disabilities and long-term health conditions to remove barriers for them in obtaining employment. We are also committed to offering applicants with a disability an interview if they meet the minimum requirements for the role. Further information on Disability Confident can be found at: https://disabilityconfident.campaign.gov.uk/
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