Strategic Account Manager, Responsible Sourcing

Role purpose:

LRQA is the leading global risk management partner. Through our connected risk management solutions we help clients navigate an evolving global landscape to keep them one step ahead. From certification and cybersecurity to safety sustainability and supply chain resilience we work with our clients to identify risks across their business. We then create smart scalable solutions tailored to help them prepare prevent and protect against risk.

Through relentless client focus backed by decades of sector-specific expertise data-driven insight and on-the-ground specialists across assurance certification inspection advisory and training we support over 61000 organisations in more than 150 countries.

Our team conducts a thorough supply chain risk analysis and due diligence that considers country region commodity and other factors to identify high-risk items. We implement responsible sourcing practices ensure traceability throughout the supply chain and apply hierarchical management to address these risks effectively.

We offer a comprehensive range of services including supply chain risk analysis and investigations supply chain assessments through risk segmentation supply chain traceability. Additionally we provide training and support for implementing best practices in supply chain management.

The purpose of the Strategic Account Manager is to:

• Develop and win new business opportunities with existing and target strategic accounts

• Build and maintain strong strategic relationships with key individuals in client accounts

• Lead the strategic sales priorities and implementation for accounts based on opportunities framework and service agreements to maximise revenue delivery and growth

• Introduce new products and services which are added to the LRQA portfolio through acquisitions and new product development

• Support strategic bids and be a major contributor to the bid process and team

• Be the local lead and representative for driving local brand sale where geographical strategic support is needed including liaison with Global Account Managers (GAMs) to drive sales and pipeline opportunities for global accounts

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 0.5-3m initially depending on mixture of existing and new client priorities working on growing this significantly year on year. You will be responsible for creating the implementation strategy for new sales in your accounts and working with LRQA teams as needed to achieve success. Retention revenue growth and new logo wins will be the key performance indicators use to measure success.

Account Management skills

You will be responsible for the development and delivery of strategic account plans which maximise the LRQA opportunity for revenue in line with group growth objectives and priorities. You will ensure continual development of each clients business focus and strategy you will grow the network of influencers in each client organisation and will maintain an active pipeline of opportunities prioritising workload to ensure client satisfaction and maximum revenue growth. 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.

Pipeline management skills

You will need to manage your client pipelines to ensure that they are sufficient to meet the relevant targets engaging with GAM colleagues and other local SAMs to maximise the opportunities you develop through local relationships and contracts. This will include 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 the management of your team has an up to date viable account plan which is driving the strategic growth initiatives for the account and which can be clearly articulated by the relevant sales person at any time. You will use account plans to prioritise opportunities marketing support and team efforts to drive the growth you are tasked with delivering each financial period.

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 your 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 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.

Contribution to Sales Meetings and Performance summaries

From sales management meetings to RS leadership team meetings 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.