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Highways England Senior Outside Sales Manager - Birmingham, UK

Job ID: 1520529
Job Views: 3522
Location: Shrewsbury, Shropshire, United Kingdom
Job Category: Consultant, Strategy-Planning
Employment Type: Full time
Salary: per year
Posted: 04.08.2017

Job Description

Job Description:

The Senior Outside Sales Manager works with the Client Account Manager (CAM) to lead the development and management of a long range pipeline of future opportunities. The objective of this role is to work with the CAM to: • Support the development of a strategic pipeline of opportunities based on Highways England's Road Investment Strategy (RIS1 and subsequently RIS 2) • Lead on advanced capture planning and positioning with clients and partners • Develop planned, strategic relationships with other consultants and selected contractors • Develop strong, selected client relationships in line with the client account plan • Deliver planned, sustained NGMI growth through the above activities Responsibilities • Working with the CAM, plans, leads, and manages the development of a pipeline of future opportunities aligned to the Roads Investment Strategy and the company strategy for the Highways England client account • Works with the CAM, operations teams and practices to select the right opportunities for the company and lead on the risk process • Works with CAM and DDB Leader on market assessment of potential consultant partners and contractor partners. Works closely with the DDB leader to analyse the contracting community and build strategic relationships with select contractors to support our growth into the DDB market • Leads other members of the Sales Team (OSMs and ISMs) in the development of capture plans and positioning work and takes on the role of OSM for chosen opportunities • Works with inside sales to secure suitable ISM resource for the pipeline • Works with operations and the practices to secure the appropriate technical resources to deliver successful propositions • Develops strong and enduring relationships with members of the client organisation • Leads on the management of CRM, assessing data quality of CRM entries aligned to the client account goals and challenging entries of OSM's • Works with the CAM to manage the overall client account business development budget • Explores client needs and ensures proposed offering is tested before proposal submission • Orchestrates client meetings during the pursuit • Works with ISM to develop / manage pursuit budget for selected opportunities they lead • Drives the commercial/pricing strategy for bids they lead and takes a lead review role on other bids • Coordinates assessment and mitigation of risk, including internal risk and compliance policies • Identifies and coaches interview team • Serves as challenger to CAM and operational staff on pursuit-related decisions • Schedules and participates in debriefs Accountabilities • Ultimately accountable for the pursuit win/loss • Provides recommendation to CAM for Go-No Go and leads decision process • Owns pursuit budget and responsible for managing to the overall approved sales budget • Performance evaluated by NGMI goals • Pursuit strategy, proposal content, and risk management • Ensures solution sold can be delivered The minimum qualifications for this position are: • Degree in relevant discipline • previous Highways experience Our Culture: Safety & health conscious, flexible working conditions, collaborative & friendly with regular social activities. We're full of initiatives for creating a diverse and interesting place for professionals to work, as well as individuals wanting to advance their career. We support and encourage our people to go through their professional qualifications. To get ahead we also have our JUMP network for aspiring junior to mid-level CH2Mers. Our CH2M Foundation are renowned for supporting and helping to nurture sustainable communities. We partner 'Engineers without Borders', 'Water for People' and 'Bridges to Prosperity'. We're STEM ambassadors. We promote WISE (Women in Science & Engineering), we also have our own women's engineering network to promote equality in our industry. Take a look around our site to see some of the iconic projects we are involved in all around the world! Soon you could be part of award winning CH2M. Developing People through Challenging Projects. CH2M is an Equal Opportunity Employer. This role is only open to applicants able to accept local employment contract conditions and not expatriate employment terms. Please note that this role is only considering applications with valid working rights for the UK, CH2M will not sponsor an employment visa to fill this position.

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