Global Account Manager

This role can be based anywhere in the US.

Role purpose:

Reporting into the Head of Sector for your focus sector, you will be accountable for proactively managing the growth and expansion of LRQA’s services in a selection of global and strategic accounts. In addition, in line with the sector strategy, you will have a small, but focused target account list, to broaden our footprint in the sector.

Your portfolio will be varied, but will typically start at £5-10m of annual revenue worth of accounts, which you will develop for year on year revenue growth.

Retention, revenue growth and new logo wins will be the key performance indicators use to measure success.

This is a key role part of our strategic growth ambition for the sector and you will have a clear focus on the market, your clients’ business objectives, priorities and challenges, using this knowledge to build best in class solutions from LRQA’s portfolio of products and services.

As you continually build your network of senior decision makers and influencers with your accounts, you will be the LRQA internal representative for them, driving operational excellence in delivery, pipelines of opportunities and a growing network of connections through our local sales teams throughout the world.

This will involve proactive engagement 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.

Given the strong growth requirements of this role, you will need to manage your client’s pipelines daily, ensuring they are sufficient and progressing quickly enough to meet the relevant revenue growth targets. This will include ensuring the accuracy of values, sales stages, dates of actions and likely closure timelines across the global sales team. Where your overall pipeline is not in the right shape, you will take the right corrective action to 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.

Key Responsibilities:

• To drive targeted revenue growth through the assigned portfolio of global and strategic accounts, new target logos and core products, services and solutions in your sector, working with local and regional sales team members;
• To own the account plans for your assigned accounts and target logos, working with colleagues, SME’s and any other internal stakeholder for the delivery of agreed action plans. Your role also networks across our delivery organisation(s);
• You will work closely with local teams to drive continual development of each client’s business focus and strategy, and to grow our network of influencers in each client organisation as well as an expanding pipeline of opportunities across LRQA;
• You will work with local and regional sales team members and sector business development network to build knowledge, depth and to prioritise workload and ensure maximum revenue growth;
• To ensure the sales pipeline is sufficient to meet the relevant targets, suggesting actions as needed and following through with escalation plans when required. This will include ensuring the accuracy of values, sales stages, dates of actions and likely closure timelines. You will have full confidence that the pipeline is an accurate reflection of the strategic account sales forecast at any given time.
• To ensure that contracted SLA’s are met for all of your account portfolio, working closely with Program Support and operational delivery teams;
• Oversee retention of your 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 for your target logos, either in a lead or supporting sales position, depending on the winning strategy and relevant skills needed to maximise the opportunity of winning;
• 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;
• Be responsible for the production of sales and pipeline reports, performance summaries and updates on specific project actions related to you assigned Accounts, ensuring they are accurate and delivered in a timely manner;
• B e an ambassador for One LRQA, working with colleagues from other functions and disciplines, to remove barriers to success. Be an active participant at industry events and conferences where you will represent LRQA thought leadership;
• Be accountable for the overall account satisfaction of all your accounts , driving NPS scores and proactively engaging with clients to identify new opportunities for growth and new product ideas for further development across the business
• Maintain financial discipline to control and support rapid growth through the setting of financial targets, budget development and monitoring for all of your assigned accounts;
• Monitor the marketplace and analyse opportunities, providing competitive analysis and stay well-connected with clients to ensure broad market needs are being incorporated into a product development and enhancement cycle. Develop business plans on commercial opportunities and support on strategic growth initiatives in target markets.