Client Partner - Facilities engineering, Exxon Mobil

Job Title

Revenue and Profit Growth. Lead overall effort to grow [Account] account revenue and profit to emerge as a key strategic partner for [Account].

Relationships. Leverage existing customer relationships with [Account] engineering influencers and decision makers at both executive and mid-level manager levels. Develop and expand relationships with senior and mid-level customers.

Account Analysis, Plans and Implementation. Develop and implement in-depth analysis and strategic account planning (StrAP) for [Account] to identify key focus areas for growth including account headcount, competitive analysis, customer needs per engineering service area, SWOT, Quest relationship summary and Quest capability gaps. Make key business decisions on what services / solutions to pursue and invest in.

Unsolicited Campaigns. Identify and lead unsolicited, strategic campaigns to grow the account. Leverage Quest relationships, influence customer decision makers, monitor milestones, track action item progress and lead the campaign proposal effort.

Solicited Proposals. Lead and manage all solicited proposal responses for all new business services or customers. Develop plans and proposals to realize the revenue target from the account, quarter on quarter.

Expand to New Locations / Divisions. Develop and implement plans to enter new geographies or divisions of [Account] as per the strategic account plan.

Customer Communications. Hold quarterly customer reviews, lead / author Account Branding Newsletters and other communications per Quest process.

Cross Sell and Up Sell. Leverage Quest best practices and from other accounts, to develop and operationalize plans to introduce new services to [Account].

Annual Budgets and Forecasts. Lead efforts to create annual revenue and expense forecasts as well as monthly rolling revenue forecasts.

Lead 'Virtual Account Unit' (VAU). Lead sales-delivery matrixed team for [Account]. Coordinate efforts, hold weekly meetings and lead monthly report out to Quest Sales & Delivery executives.

Invest Sales Discretionary Funding. Identify, approve, and monitor internal investments for operations support to achieve target growth opportunities.

Billing Rate Negotiations. Lead efforts to establish rates that leverage value pricing. Includes data gathering, analysis, proactive engagement of customer champions, pricing strategies, competitive positioning, competitor assessment, etc.

Work Experience

Deep domain knowledge of the [Vertical] Vertical, specifically [sub sectors], with knowledge of products & lifecycle, engineering & manufacturing processes, major OEMs, major engineering services suppliers, external drivers and funding.

Strong relationships with senior and mid-level technical managers at [Account]

[Account] engineering knowledge and complete product life-cycle knowledge including,

• Engineering processes including design, manufacturing, analysis, aftermarket, quality, fielded product support (both software & hardware)
• Challenges related to cost, delivery, schedule, or support
• Internal funding process including timing, influencers and approvals
• Outsourcing processes, funding, upcoming changes and leadership
• Existing major outsourcing suppliers including SWOT and [Account's] assessment of respective suppliers

Strong commercial skills and experience including selling process, negotiating, pricing, costing, discount structures, terms and conditions, sales strategy development, execution and sales proposal development.

Understanding of relevant / adjacent technologies and competitor's services.

Experience in authoring complex proposals; experienced in negotiating master service contracts and long-term agreements.

Experience working with global remote team / offshore delivery model environment

Proven ability to grow businesses profitably

Experience with sales and account management and in developing strategic plans

Experience leading cross functional teams

Excellent interpersonal and communication skills, both verbal and written and ability to communicate effectively at all levels.

Results driven, high energy, self-motivated, persistent and able to work independently

Decisive, analytical, strategic thinker.