Strategic Account Manager Inspection Middle East Dubai 41461

Who are LRQA

LRQA stands for dedication to clients market firsts and deep expertise in risk management. Weve grown to become a leading global assurance provider bringing together outstanding expertise in certification customised assurance cybersecurity inspection and training.

While were proud of our heritage its who we are today that really matters because thats what shapes who we and our clients can become tomorrow. By staying true to our shared values and combining decades of collective experience we support our clients in building a safer and more sustainable future.

What do we do

We help our clients negotiate a rapidly changing world by working with them to manage and mitigate the risks they face. We specialise in management systems compliance & expert advice across a broad spectrum of standards schemes & business improvement services to include customised training & assurance. In Inspection Services we certify safety critical industrial equipment according to recognised codes standards & regulations. We also partner with companies to provide tailored highquality inspection services throughout their manufacturing supply chains making sure equipment is built safely & to their requirements. Our awardwinning Cyber Security Business Nettitude helps clients manage their risks against a backdrop of new threats emerging every day we focus on the threat in the cyber landscape and provide tailored made solutions so that our clients can manage their risks effectively. Our independence means we provide reliable impartial and informed advice. All of this helps us stand by the purpose that drives us every single day shaping a better future together.

LRQA currently operates across 50 countries has more than 2500 colleagues generates 315m in revenue and supports more than 60000 clients across a diverse range of sectors and markets.

The next chapter for LRQA

The future is exciting and rapidly changing. New challenges and opportunities are arising all the time. Were adapting to these challenges by expanding our portfolio of services and aiming to become the leading digitally enabled assurance provider.

With solid expertise and heritage in our sector coupled with welltimed accelerated investment and a leadership team that is fully committed to delivering our vision LRQAs next chapter is set to be an exciting transformational period of growth. Were well placed to build on everything weve done and further our ambitions for the future. At such an exciting time this is a great opportunity to be part of our next chapter. We are looking for talented people who will support us to build on our strengths and transform our business to be the best partner for our clients.

Role purpose:

LRQAs mission is to be the leading digitally enabled assurance provider helping our clients navigate a changing risk landscape. We will achieve this by being the leading assurance provider in key sectors such as food cybersecurity and ESG making it easier for clients to do business with us through our digital transformation and ultimately delivering a portfolio of services which make the world a cleaner more sustainable and safer place.

Our Business Assurance Business Unit is a recognised worldleading professional assurance services organisation. We specialise in management systems compliance & expert advice across a broad spectrum of standards schemes & business improvement services including customised training & assurance programs.

Reporting into the Sales Manager Middle East the purpose of the Strategic Account Manager is to:

• Develop and win new business opportunities with existing and target strategic accounts
• Build and maintain strong strategic relationships with key individuals in client accounts
• Lead the strategic sales priorities and implementation for accounts based on opportunities framework and service agreements to maximise revenue delivery and growth
• Introduce new products and services which are added to the LRQA portfolio through acquisitions and new product development
• Support strategic bids and be a major contributor to the bid process and team
• Be the local lead and representative for colleagues accounts where geographical strategic support is needed including liaison with Strategic Account Managers (GAMs) to drive sales and pipeline opportunities

Key Responsibilities:

Results driven delivery

You will manage a selection of strategic accounts and be responsible for winning business from a target group of logos with an annual combined revenue value of 0.53m initially depending on mixture of existing and new client priorities working on growing this significantly year on year. You will be responsible for creating the implementation strategy for new sales in your accounts and working with LRQA teams as needed to achieve success. Retention revenue growth and new logo wins will be the key performance indicators use to measure success.

Account Management skills

You will be responsible for the development and delivery of strategic account plans which maximise the LRQA opportunity for revenue in line with group growth objectives and priorities. You will ensure continual development of each clients business focus and strategy you will grow the network of influencers in each client organisation and will maintain an active pipeline of opportunities prioritising workload to ensure client satisfaction and maximum revenue growth. This will involve proactive engagement with other LRQA teams including marketing Service Delivery (SD) and Service Delivery Support (SDS) as needed to put your account and targets into the best shape possible for success.

Pipeline management skills

You will need to manage your client pipelines to ensure that they are sufficient to meet the relevant targets engaging with GAM colleagues and other local SAMs to maximise the opportunities you develop through local relationships and contracts. This will include ensuring the accuracy of values sales stages dates of actions and likely closure timelines. Where your overall pipeline is not in the right shape you will take action to correct this and ensure it gets back on track in a timely manner. Your pipeline will be an accurate reflection of your sales forecast at any given time.

Preparation and delivery of account plans
You will ensure that any strategic account under the management of your team has an up to date viable account plan which is driving the strategic growth initiatives for the account and which can be clearly articulated by the relevant salesperson at any time. You will use account plans to prioritise opportunities marketing support and team efforts to drive the growth you are tasked with delivering each financial period.

Contract renewals and RFPs
You are responsible for managing the retention of all business with your named accounts minimising the risk of loss to the LRQA business through timely intervention in any process preventing the retendering of business where possible and resecuring the contract where needed. You will play an active role in new business opportunities either in a lead or supporting sales position depending on the winning strategy and relevant skills needed to maximise the opportunity of winning.

Problem solving
You will be accountable for working with your clients and targets on identifying problems that LRQA can solve via a customised solution of its products and services underpinned by strong market knowledge and experience.

Market knowledge and strategic prioritisation
You will maintain a strong strategic knowledge of the market(s) you operate in ensuring you are able to maintain a strong level of communication with client personnel using this to open doors for new products and services and to contribute to strategic discussions around LRQA business plans and growth objectives.

Contribution to Sales Meetings and Performance summaries
From sales management meetings to BA leadership team meetings you will be responsible for the production of sales and pipeline reports performance summaries and updates on specific project actions ensuring they are accurate and delivered in a timely manner.

Key health & safety responsibilities:

Eliminate or minimise employees exposure to risks by reviewing regularly the health and safety risk register applying appropriate controls communicating results of risk assessment and ensuring health and safety is considered in the planning and of all LR activities.

Manage your own and your teams compliance with health and safety rules instructions systems and legal requirements ensuring employees are suitably trained and adequate resources are available to work safely.

Manage your own and your teams compliance with health and safety rules instructions systems and legal requirements ensuring employees are suitably trained and adequate resources are available to work safely.

Technical / Professional Qualifications / Requirements:

Essential demonstrable experience of achieving annual sales targets selling products and services in a comparable role in a B2B environment with at least 2 years experience.

Essential proven experience of working with large strategic organisations to develop sales solutions underpinned by insights to solve business problems.

Essential demonstrable experience of developing contract values with large accounts through yearonyear double digit growth.

Essential ability to communicate fluently in English and a minimum of one other language widely used in businesses in your base region.

Essential experience in preparing and delivering proposal presentations to senior level audience.

Essential demonstrable experience in managing quotations bids and proposals including knowledge of pricing strategies to achieve required margin.

Essential demonstrable experience in working proactively and collaboratively across teams including marketing to achieve growth strategies and targets.

Essential knowledge of standard IT programmes Salesforce and comfortable in using proprietory software for business processes.

Desirable knowledge of the business assurance sector.

Desirable a degree or commensurate education qualification which you have used in your career to succeed in a role.

Our Values:

Vision

We support our clients in the present and prepare them for future success by using our sharp understanding of social environmental technological and commercial changes to work towards a safer cleaner more sustainable future.

Integrity

We always do whats right in the right way and continually measure our actions and their outcomes against rigorous criteria both those of stakeholders and our own.

Togetherness

We respect the unique skills expertise and backgrounds of our people and the inclusive culture they create. We believe teamwork and collaboration internally and with our clients are the best way to achieve our mutual goals.

Ambition

We are industry leaders because we combine technology and innovation with the expertise of our people. We help our clients be the best they can be by being the best we can be.

Expertise

We value our experience specialist knowledge and pioneering history within the industry. But we also never stop looking for ways to learn and improve in the future.