Contractor Market Leader

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Arcadis is the world's leading company delivering sustainable design, engineering, and consultancy solutions for natural and built assets. We are more than 36,000 people, in over 70 countries, dedicated to improving quality of life. Everyone has an important role to play. With the power of many curious minds, together we can solve the world’s most complex challenges and deliver more impact together.

Role description:
We are seeking a Market Sector Leader to lead long-term, sustainable, profitable growth, winning relationships with global/regional construction contractor clients and the best industry partners to drive sustainable, profitable growth across Arcadis’ three principal businesses in North America (Mobility, Places and Resilience). Scale:
You will play a key role in the management of a client-centric market sector, targeting in excess of $150m in annual net revenue and a double-digit year-on-year growth ambition.

• Develop and implement Account Strategy:
  Support the development and maintenance of a North American market sector strategy. Ensure growth aspirations, capacity, capability and risk appetite and emerging/evolving market trends are considered through the sector strategy.
• Development and maintenance of the market sector strategy requires ongoing liaison with senior/country leadership and key sales and operational leaders across local and global levels, detailed market sector research, and engagement with contractor clients across the region.
• Client Development & Account Management:
  Identify regional contractor key clients (Cluster
  2) as part of a wider global key account management program. Coordinate with Account Team Leaders to develop and implement Account Plans to grow value from key contractor clients and undertake the role of Account Team Leader for at least one Cluster 2 key contractor client.
• Support the MSL and the Global Market Sector Director in managing relationships with global key contractor clients (Cluster
  1). Create annual revenue and margin projections for each key contractor client and develop quarterly updates to reflect performance. Drive growth in market sector NOI, sold gross margin, weighted pipeline and DRO to meet targets.
• Develop and expand a sustainable network of relationships across the sector and collaborate with Solutions teams on pursuit/positioning strategy. Deliver a maximal client experience and conduct CX surveys, acting on findings.

• Pipeline Management:
  Identify opportunities aligning with the market sector strategy. Maintain a robust pipeline sized to meet revenue and margin targets. Maintain the pipeline in Oracle Sales Cloud (Redwood) and lead evaluation/implementation of AI-based solutions to support pipeline management. Regularly communicate the pipeline to Business Areas for resource management and financial planning.

• Market to Opportunity:
  Secure teaming positions with contractor clients ahead of opportunities, engage owners, form partnerships, develop statements of qualifications, coordinate selection interviews, and maintain ongoing engagement with potential clients. Participate in conferences, sector associations, and industry events while assessing cost/benefit of engagements. Engage in corporate marketing campaigns as appropriate.
• Negotiation and governance:
  Coordinate with Business Area operations and Legal to review and negotiate contract documentation (NDAs, LOIs, MOUs, Teaming Agreements). Ensure agreements carry through to post-award delivery. Lead due diligence and governance processes (MORE sessions, Pursuit Committee reviews, risk evaluations).

• Pursuit to Win:
  Act as Pursuit Leader/Director for at least one major project pursuit annually and support live market sector pursuits with market sector knowledge and insights.

• Thought Leadership:
  Coordinate visibility of Arcadis at industry conferences and meetings within the market sector.

• Proven track record of developing and implementing sales strategies to profitably grow client accounts.
• Demonstrated leadership capability and the ability to inspire multi-disciplinary teams.
• Well connected with the North American construction sector and adept at building external networks into profitable business relationships.
• Ambitious, entrepreneurial mindset with growth orientation and resilience to obstacles.
• Adept at working across a matrix organization and leveraging personal networks for business success.
• Proven ability to develop profitable sales strategies and achieve growth with key clients.
• Ability to apply structured account management principles to strategic client and delivery-partner relationships.
• Ability to inspire Account Leaders and account teams.
• Experience with Contractors and Developers in a diverse portfolio of construction projects and an existing network of contacts in those organizations.
• Strong understanding of market opportunity pipelines and how Arcadis can position for…