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Ricardo Energy & Environment
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Senior Account Manager

  • Contract Type
  • Full Time

  • Main Location
  • London, Oxfordshire (Harwell)

  • Ricardo Energy & Environment is a leading sustainability consultancy combining energy, climate change, environmental and chemical risk expertise with strong IT and economics capability. Operating across the world, we work in partnership with our customers to help transform the way they work, empowering business leaders with award winning consultancy advice. With unrivalled sector insight and a reputation for producing innovative solutions, we offer a stimulating and rewarding environment in which to work.

     

    The organisation has delivered strong growth in the environmental sector over the last few years and we are at the centre of Ricardo PLC’s strategy for the next 100 years of the business with the backing and support of the PLC for substantial growth.

     

    Key to our strategy is to grow our current accounts in the private and also strategic public sector and donors. Our private sector client base has been growing rapidly via organic actions and acquisition over the last 3 years, and now accounts for over 25% of our revenues. With focused resource and expertise, we are looking to achieve further growth in our existing account as part of our 3-year plan working with and supporting internal teams with dedicated account management leadership.

     

     

    THE ROLE

     

    The Senior Account Manager will be a new addition to the organisation. As we develop the business further, we are looking for a dedicated individual to lead on account management. We want to offer our clients both consultancy offerings and some products – which we would like the Senior Account Manager to help us develop more of through increased client/market insight.

     

    This is a fantastic opportunity for the successful candidate to make their mark in a growing business. Reporting to a member of our Senior Leadership Team, they will understand the business requirements, offerings and target accounts. There is a virtual team of consultants, based in the seven Practices; coaching and supporting individuals to achieve high performance every day; accurately managing their pipelines and delivering value to customers (both internal and external).

     

    The role has autonomy to determine the Senior Account Manager’s own focus and areas of activity with the support of the Senior Leadership Team.  The key objective of this role is to win significant orders from existing private sector clients and selected strategic public and donor sector accounts, supported by incoming leads from our marketing team.  Our ‘Head of Marketing’ will work with the successful candidate to design campaigns to support the sales objectives.

     

    Key accountabilities:

     

    Commercial Focus:

    • Proactively manage customer relationships using consultative sales techniques.
    • A proven track record of account management and growing key accounts into multiple work areas 
    • Seek opportunities to add value for clients and ensure excellent customer experience is maintained
    • Review, challenge and develop business models that ensure sustainable commercial success
    • Design a sales strategy with a clear focus on growth in key accounts e.g. multiyear strategic account plan
    • Understand financial impact of external factors (PESTLE) on the business and use this knowledge to shape vision and strategy
    • Understand clients budget cycles.

     

    External focus:

    • Have a deep understanding and long-range vision for the industry and Ricardo’s role in shaping it
    • Anticipate industry changes several years in advance, taking actions now to shape long-term strategy, proactively creating and managing a funnel of opportunities achieving high levels of forecasting accuracy

     

    Strategic Thinking:

    • Create new concepts, understanding, insight, business models/thinks long-term and ideas that help people see things in a different way
    • Use experience, expertise and market intelligence to challenge and reinvent strategy
    • Build new models and concepts to make sense of new, complex and/or ambiguous issues, identifying opportunities where the support of REE service offerings are needed including creating new markets and products to address future market needs

     

    Influencing and People Skills:

    • Work with a large range of consultants, but without line management responsibility for them – mentoring and coaching to develop account management skillset and behaviour
    • Engage with clients from technical up to senior level to deliver successful outcomes

     

     

    Key competencies and experience:

     

    Essential:

     

    • Proven experience of B2B Account Management and growing Key Accounts.
    • The ability to understand and explain our services with technical and regulatory focused personnel through to C-level decision makers and developing compelling solutions tailored to client needs – a consultative approach is therefore essential.
    • Proven ability to manage a team or virtual team
    • Excellent listening, negotiation and presentation skills
    • Experience of proposal preparation

     

    Desirable:

     

    • Experience in the ‘environmental’ sector
    • Bachelors or Master’s degree in a relevant sector.
    • Experience of working in a matrix organisation.

     

     

     

    The successful candidate will have examples of displaying the right behaviours for success and an understanding of what these are and how to replicate them to consistently deliver at a high level alongside their own mental toughness and tenacity. Strong values and a cultural fit with our organisation will be essential in ensuring your success.

     

    This is a fast-paced and challenging environment offering you the opportunity to make your mark. You will have support from the wider business for your career to develop. 

     

    In return for your commitment, drive and enthusiasm, we offer an attractive salary, bonus and benefits package, a personal development plan, and the opportunity to make a difference in a challenging and rewarding field.  Ricardo Energy & Environment is an equal opportunities employer.

     

     

     

     

     


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