Key Account Growth Strategist

4 weeks ago

Hong Kong, Central and Western District, Hong Kong SAR China LRQA Full time

About LRQA

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LRQA is a leading digitally enabled assurance provider, helping clients navigate a changing risk landscape. We aim to be the top assurance provider in key sectors such as food, cybersecurity and ESG, making it easier for clients to work with us through our digital transformation.

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Your Role

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  • You will develop and win new business opportunities with existing and target strategic accounts, driving growth and revenue delivery.">
  • You will build and maintain strong relationships with key individuals in client accounts, prioritizing opportunities and marketing support to drive growth.">
  • You will lead strategic sales priorities and implementation for accounts, maximizing revenue delivery and growth based on opportunities, frameworks, and service agreements.">
  • You will introduce new products and services added to the LRQA portfolio, contributing to business growth and revenue delivery.">
  • You will support strategic bids, playing a major contributor role in the bid process and team.">
  • You will be the local lead and representative for colleague's accounts, providing geographical strategic support and liaison with other Strategic Account Managers (SAMs) to drive sales and pipeline opportunities.">
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Main Responsibilities

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  1. ">
  2. Results-driven Delivery:">

You will manage a selection of strategic accounts and be responsible for winning business from a target group of logos, with an annual combined revenue value of £250,000 initially, depending on the mixture of existing and new client priorities. You will create the implementation strategy for new sales in your accounts and work with LRQA teams as needed to achieve success. Retention, revenue growth, and new logo wins will be the key performance indicators used to measure success.

">Account Management Skills:">

You will be responsible for developing and delivering strategic account plans that maximize the LRQA opportunity for revenue, aligning with group growth objectives and priorities. You will ensure continual development of each client's business focus and strategy, grow the network of influencers in each client organization, and maintain an active pipeline of opportunities, prioritizing workload to ensure client satisfaction and maximum revenue growth. This involves proactive engagement with other LRQA teams, including marketing, Service Delivery (SD), and Service Delivery Support (SDS), as needed to position your account and targets for success.

">Pipeline Management Skills:">

You will need to manage your client pipelines to ensure they are sufficient to meet relevant targets, engaging with SAM colleagues and other local SAMs to maximize opportunities developed through local relationships and contracts. This includes ensuring the accuracy of values, sales stages, dates of actions, and likely closure timelines. Where your overall pipeline is not in the right shape, you will take action to correct this and 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.

">Preparation and Delivery of Account Plans:">

You will ensure that any strategic account under your management has an up-to-date, viable account plan driving strategic growth initiatives for the account, which can be clearly articulated by the relevant salesperson at any time. You will use account plans to prioritize opportunities, marketing support, and team efforts to drive growth delivered each financial period.

">Contract Renewals and RFPs:">

You are responsible for managing the retention of all business with your named accounts, minimizing the risk of loss to the LRQA business through timely intervention in any process, preventing re-tendering of business where possible, and re-securing the contract when needed. You will play an active role in new business opportunities, either in a lead or supporting sales position, depending on the winning strategy and relevant skills needed to maximize the opportunity of winning.

">Problem Solving:">

You will be accountable for working with clients and targets to identify problems that LRQA can solve via customized solutions of its products and services, underpinned by strong market knowledge and experience.

">Market Knowledge and Strategic Prioritization:">

You will maintain a strong strategic knowledge of the market(s) you operate in, ensuring you can maintain a high level of communication with client personnel, using this to open doors for new products and services, and contribute to strategic discussions around LRQA business plans and growth objectives.

">Contribution to Sales Meetings and Performance Summaries:">

You will be responsible for producing sales and pipeline reports, performance summaries, and updates on specific project actions, ensuring they are accurate and delivered in a timely manner.

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Requirements

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  • You must have demonstrable experience achieving annual sales targets in a comparable role in a business-to-business environment, with at least 3 years' experience.">
  • You must have proven experience working with large strategic organizations to develop sales solutions underpinned by insights to solve business problems.">
  • You must have demonstrable experience developing contract values with large accounts through year-on-year double-digit growth.">
  • You must be able to communicate fluently in English and a minimum of one other language widely used in businesses in your region.">
  • You must have experience preparing and delivering proposal presentations to senior-level audiences.">
  • You must have demonstrable experience managing quotations, bids, and proposals, including knowledge of pricing strategies to achieve required margin.">
  • You must have demonstrable experience working proactively and collaboratively across teams, including marketing, to achieve growth strategies and targets.">
  • You must have knowledge of standard IT programs, Salesforce, and be comfortable using proprietary software for business processes.">
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Estimated Salary: £60,000 - £80,000 per annum, depending on experience.

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