Strategic Client Partner - Energy

About Quest Global

We are Quest Global. We are in the business of engineering, but what we are really building is a brighter future. It is not just what we do, but why we do it that makes us different. We believe engineering has the unique opportunity to solve the problems of today that stand in the way of tomorrow. For 28 years, we have strived to be the most trusted partner for the world's hardest engineering problems. As a global organization headquartered in Singapore, we live and work in 18 countries, with 78 global delivery centers, driven by 21,000+ extraordinary employees who make the impossible possible every day.

Quest Global brings deep industry knowledge and digital expertise to deliver end-to-end global product engineering services. We bring together technologies and industries alongside the contributions of diverse individuals and their areas of expertise to solve problems better, and faster. This multi-dimensional approach enables us to solve the most important and large-scale challenges across the Aerospace & Defense, Automotive, Energy, Hi-Tech, MedTech & Healthcare, Rail, Semiconductor and Telecommunication industries.

Scope:

The Strategic Client Partner will head the Virtual Business Unit (VBU) for a group of strategic accounts/clients in Germany and bring a focused approach towards addressing their customer's needs and strategies.

The individual will work closely with the Global Business Head, President, CEO, Senior Sales and Delivery Leadership team of Quest Global and is responsible for leading and growing the Virtual Business Unit including Revenue and Profit responsibility and managing team of account managers.

Candidate Profile

We are looking for someone who can identify customer pain points, demonstrate ability in creating long-term customer solutions and bring long-term trusted relationships, maturity, scalability, and sustainability to the VBU.

An individual with strong Solutions Sales, Customer Relationship Development, General Management and P&L management experience in an organization of repute will be successful in this role.

Key Responsibilities

• Strategic Orientation: Ability to generate innovative ideas, conceptualize strategic growth-oriented solutions, proactively drive sales to support business growth.
• Revenue and Profit Growth. Lead overall effort to grow VBU revenue and profit to emerge as a key strategic partner for all major accounts.
• Relationships. Leverage existing customer relationships with engineering influencers and decision-makers at executive and mid-level managers. Develop and expand relationships with senior and mid-level customers.
• Account Analysis, Plans and Implementation. Develop and implement in-depth analysis and strategic account planning (StrAP) to identify key focus areas for growth including account headcount, competitive analysis, customer needs per engineering service area, differentiation, SWOT, Quest Global relationship summary and Quest Global capability gaps. Make key business decisions on which services/solutions to pursue and invest in.
• Unsolicited Campaigns. Identify and lead unsolicited, strategic campaigns to grow the account. Leverage Quest Global relationships, influence customer decision-makers, monitor milestones, track action item progress and lead the campaign proposal effort.
• Solicited Proposals. Lead and manage all solicited proposal responses for all new business services or customers. Develop plans and proposals to realize the revenue target from the account, quarter on quarter.
• Expand to New Locations/ Divisions. Develop and implement plans to enter new geographies or divisions of key customers and other accounts as per the strategic account plan.
• Customer Communications. Hold quarterly customer reviews, lead/author Account Branding Newsletters and other communications per the Quest Global process.
• Cross Sell and Up Sell. Leverage Quest Global's best practices and from other accounts, to develop and operationalize plans to introduce new services to key accounts and other accounts.
• Annual Budgets and Forecasts. Lead efforts to create annual revenue and expense forecasts as well as monthly rolling revenue forecasts.
• Lead 'Virtual Business Unit' (VBU). Lead sales-delivery matrixed team for the customer. Coordinate efforts, hold weekly meetings and lead monthly reports out to Quest Global Sales & Delivery executives.
• Invest in Sales Discretionary Funding. Identify, approve, and monitor internal investments for operations support to achieve target growth opportunities.
• Billing Rate Negotiations. Lead efforts to establish rates that leverage value pricing. Includes data gathering, analysis, proactive engagement of customer champions, pricing strategies, competitive positioning, competitor assessment, etc.

Skills and Qualifications

• Good to have an understanding of the Energy industry, with knowledge of end-to-end processes for Engineering services, including Time and material, ODC and Turnkey business models.
• Strong relationships with senior leadership and mid-level technical managers who are the key influencers.
• Good to have engineering knowledge and complete product life-cycle knowledge of Energy organization, (including and not limited to):
• Challenges related to cost, delivery, schedule, or support.
• Internal funding process includes timing, influencers and approvals.
• Outsourcing processes, funding, upcoming changes and leadership.
• Existing major outsourcing suppliers including SWOT
• Demonstrated track record of P&L ownership and proven ability to grow businesses profitably.
• Strong commercial skills and experience including selling process, negotiating, pricing, costing, discount structures, terms and conditions, sales strategy development, execution and sales proposal development.
• Experience in hiring, building and developing strong teams.
• Experience leading cross-functional teams and working with global remote teams / offshore delivery model environments.
• Experience with sales and account management and in developing strategic plans
• Experience in authoring complex proposals; experience in negotiating master service contracts and long-term agreements.
• Excellent interpersonal and communication skills, both verbal and written and the ability to communicate effectively at all levels.