Job Description
Arcadis is seeking a Pursuit Manager to support the profitable growth of sales of the Canadian GBA Places and drive distinct client experiences through leading and winning the most inspiring and strategic pursuits.
This position reports into the Division Sales Director.
Role Accountabilities :
Lead Division Pursuits
- Division pipeline ownership to ensure pursuits are proactively identified, managed and flagged. Ensure weighted pipeline is sufficient for Division organic growth ambitions.
- Ensure adoption and consistent use of harmonized pursuit process throughout the Division, working proactively with in-country Business Area teams.
- Organize and lead Division level Pursuit Committee
- Coordinate visibility for top ten Division pursuits through the platform (Collaboration Hub), where each have a dedicated landing page to ensure global collaboration and visibility to the Growth team
- Coordinate alignment of planning between Account Leaders and Practice Leaders to identify targeted pursuits for co-creation.
- Function as senior Pursuit Leader for strategic, cross Division, multi-country pursuits
- Trusted Advisor to Division Sales Director land bring best global pursuits into countries
- Actively track and communicate Growth priority KPIs to the Division sales community including Net Order Intake, Cost of Sales, As Sold Margin, and Win / Capture rates on a monthly basis
- Measure and manage cost of pursuits for the Division and capture and win rate comparison
- Ensure proper win / loss debriefs and use lessons learnt to inform future pursuits
- Coordinate with commercial enablement and BA Sales leads to ensure teams ability to seamless support global bids >
$10m
Develop Commercial Excellence
- Maintain external networks for best practices to drive continuous improvement, innovation, sustainability and leveraging technology
- Introduce, promote and ensure usage of known commercial excellence concepts as part of the Arcadis Way (such as strategic co-creation workshops to develop winning proposals, build experienced proposal teams, new business models).
- Ensure bid models, legal reviews, risk reviews all have a client centric perspective
People
- Coach and mentor senior Pursuit Leaders; Lead senior Pursuit Leader Community of Practice cross Division and countries
- Ensure development and implementation of training initiatives for Pursuit Leaders
- Share global best practices where leveraging sustainability, technology and innovations leads to winning work
- Work with GBA pursuit directors & G(BA) sales directors to shape & run cross-organization pursuits approach
- Work with account and practice leaders to identify targeted pursuits
- Work with Division sales leadership, Officers and HR to build and develop pursuit leader community
- Work together with sector leaders, account leaders, practice leaders, commercial enablement to jointly win their strategic pursuits
- Work with MarComms to ensure new wins can be publicized externally
- Work with Corporate Sustainability Team to align sustainability targets in pursuits
Qualifications
Qualifications & Experience :
- Proven track record of successfully running sales, pursuits and change programs
- Demonstrate significant leadership capability and the ability to inspire multi-disciplinary and multi-country sales teams around a common purpose
- Ambitious mindset and a drive to grow the business and meet targets
- Ability to lay-out processes and to ensure process discipline whilst having the agility to change process that is not supporting an increased strike rate in global pursuits
- Understanding of commercial strategies (margin, profitability, profitability with each individual country etc.) and the ability to coordinate with finance and legal (currency exchange, etc.)
- Proven track record in crafting project delivery models that are future proof, healthy for a global and local perspective
- Indirect influence and coordination between internal stakeholders with a willingness to challenge team member
Additional Information
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