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GHD · 2 days ago

Relationship Manager (Water - Florida)

Orlando, FL

Full-time

Onsite

Senior Level, Lead/Staff

20+ years exp

GHD is a global professional services company focused on engineering, architecture, and construction. They are seeking a motivated Relationship Manager to oversee the expansion of their Water business in Florida, leading pursuits for public clients and managing customer relationships to ensure safe and reliable water resources.

ArchitectureCivil EngineeringConstructionConsultingEnergyEnvironmental ConsultingEnvironmental EngineeringProfessional ServicesTransportationWater

Responsibilities

Customer Relationship Management (CRM) Data: Enter customer information that has been gathered through research and/or through direct customer contact into the CRM system, to ensure that the organization has quality data to enable effective customer retention and business development activities. Or ensure that team members maintain up-to-date CRM data, identifying and resolving issues

Personal Capability Building: Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation, where relevant, to improve performance and fulfill personal potential. Maintain an in-depth understanding of technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media

Key Account Management: Manage and develop important customer relationships with guidance from senior colleagues, and/or manage an account team delivering day-to-day support. Customers are likely to include mid-tier companies, multinational corporations, and the like

Customer Relationship Development / Prospecting: Develop and implement a relationship management plan for potential customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues

Customer Needs Clarification: Set clear objectives for each sales call or meeting; tailor standard materials to make presentations to decision-makers and influencers within the customer organization; and ask relevant questions to gather information, to evaluate the customer's level of interest, and to identify and respond to areas requiring further information or explanation

Sales Opportunities Creation: Develop a personal network within the sales territory and represent the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation

Sell Customer Propositions: Use personal expertise to identify the complex standard products and/or services offered by the organization that meet the customer's needs, together with quantities and product configurations. Present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask for concessions (e.g., price reduction) that gain the customer's agreement

Operational Compliance: Maintain and renew a deep knowledge and understanding of the organization's policies and procedures and of relevant regulatory codes and codes of conduct, and ensure own work adheres to required standards. Or identify, within the team, patterns of noncompliance with the organization's policies and procedures and with relevant regulatory codes and codes of conduct, taking appropriate action to report and resolve these and escalating issues as appropriate

Promoting Customer Focus: Collaborate internally and work as the customer champion in cross-functional teams to build strong external customer relationships

Customer Relationship Management / Account Management: Develop and implement relationship management plans for complex existing customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues. Manage ongoing relationships with identified customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input

Qualification

Civil EngineeringEnvironmental EngineeringWater/Wastewater ExperienceProfessional Engineer (PE) LicenseBusiness DevelopmentProposal PreparationMarketing SkillsCustomer Relationship ManagementAccount Management