Strategic Account Manager

4 weeks ago

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

Role Purpose

LRQA is a leading digitally enabled assurance provider, helping clients navigate a changing risk landscape. We aim to be the leading assurance provider in key sectors such as food, cybersecurity, and ESG, making it easier for clients to do business with us through our digital transformation. Our Business Assurance Business Unit is a world-leading professional assurance services organisation, specialising in management systems compliance and expert advice across a broad spectrum of standards, schemes, and business improvement services.

Key Responsibilities

  • 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 £, 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 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, maximising the LRQA opportunity for revenue, in line 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 organisation, and maintain an active pipeline of opportunities, prioritising workload to ensure client satisfaction and maximum revenue growth.

Pipeline Management Skills

You will need to manage your client pipelines to ensure they are sufficient to meet the relevant targets, engaging with colleagues and other local SAMs to maximise opportunities developed through local relationships and contracts. You will ensure the accuracy of values, sales stages, dates of actions, and likely closure timelines. If 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.

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, and which can be clearly articulated by the relevant salesperson at any time. You will use account plans to prioritise opportunities, marketing support, and team efforts to drive growth.

Contract Renewals and RFPs

You are responsible for managing the retention of all business with your named 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. 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 maximise the opportunity of winning.

Problem Solving

You will be accountable for working with clients and targets on identifying problems that LRQA can solve via a customised solution of its products and services, underpinned by strong market knowledge and experience.

Market Knowledge and Strategic Prioritisation

You will maintain a strong strategic knowledge of the market(s) you operate in, ensuring you can maintain a strong 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 the production of sales and pipeline reports, performance summaries, and updates on specific project actions, ensuring they are accurate and delivered in a timely manner.

Technical/Professional Qualifications/Requirements

  • Essential – demonstrable experience of achieving annual sales targets, selling products and services in a comparable role in a BB environment, with at least years' experience.
  • Essential – proven experience of working with large strategic organisations to develop sales solutions underpinned by insights, to solve business problems.
  • Essential – demonstrable experience of developing contract values with large accounts through year-on-year double-digit growth.
  • Essential – ability to communicate fluently in English and a minimum of one other language widely used in businesses in your base region.
  • Essential – experience in preparing and delivering proposal presentations to senior-level audience.
  • Essential – demonstrable experience in managing quotations, bids, and proposals, including knowledge of pricing strategies to achieve required margin.
  • Essential – demonstrable experience in working proactively and collaboratively across teams, including marketing, to achieve growth strategies and targets.
  • Essential – knowledge of standard IT programmes, Salesforce, and comfortable in using proprietary software for business processes.
  • Desirable – knowledge of the business assurance sector.
  • Desirable – a degree or commensurate education qualification, which you have used in your career to succeed in a role.

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