Copy - Business Development Account Manager

2 weeks ago

Calgary, Canada Dynamic Risk Full time

Account Manager
Calgary

Dynamic Risk is a widely recognized integrity and risk management company in the energy sector. We’ve been delivering our expertise and solutions since 1996 and we’ve become the industry leading provider of pipeline integrity management solutions.

We are looking for an Account Manager who will be responsible for ongoing relationship management with future and current client accounts including gathering, midstream, transmission, distribution and storage, natural gas and liquids pipeline and facilities operators. This position nurtures and grow client relationships and is responsible for developing a thorough understanding of our existing and future client’s business including their goals and objectives, technical challenges, business drivers used in decision-making, identifying areas of opportunity and for providing value added business solutions.

The Account Manager brings a balance of pipeline integrity technical expertise, relationship management, requirements gathering, cost estimation and strategic guidance. Successful execution of the CPM role requires these skills and experience to ensure we are protecting and maintaining our existing client base.

RESPONSIBILITIES
- Manage and grow client relationships and position themselves to actively identify new opportunities for Dynamic Risk’s solutions and services as they arise
- Act as the primary business development representative with assigned/existing clients. Gain a thorough understanding of our clients’ business including understanding their technical needs and challenges, goals and objectives, business drivers used in decision-making, identifying additional areas of opportunity and for providing value added business solutions
- Support the prospective client discovery process to identify and develop new opportunities, including enlistment of key technical and executive resources, discovery meetings with prospective clients, presentations, development of playbook/solution options, etc.
- Achieve or exceed pre-defined quarterly and annual sales targets outlined in the FY sales forecast.
- Provide client opportunity and engagement information using the Company’s professional services automation (PSA) business portfolio management software including ongoing updates to client details and information.
- Accurately gather requirements of the engagement, establish the scope of work, estimate effort and value and draft client proposals
- Create and maintain strategic plans to identify areas of opportunity for all high value client
- Participate as needed in responding to Requests for Proposals (RFP), changes in scope of work associated with ongoing projects and all other proposal requests.
- Provide a lead role in enlisting key internal resources required in the preparation and review of project-related contracts
- Assist with sales and marketing activities on an as needed basis including attendance at industry conference events and meetings with potential new company prospects
- Monitor industry and company related news releases and events to assist with determining potential future trends in the oil and gas industry with a potential impact on Integrity Management business
- Host and facilitate various meetings including but not limited to: Opportunity Development meetings, Proposal Kick-off, Technical Approach Development, Cost Estimate reviews, Proposal Status Check-Ins and Reviews, High Level Transition meetings. Responsibilities include scheduling, running, and capturing Minutes/Actions of Meetings.

**Requirements**:

- An undergraduate degree in Science or Engineering (BSc/BA), a technical certificate (CET) or technical continuing education programs is an asset
- Minimum ten years’ experience in working with or within energy industry organizations or consulting firms with technical background in pipeline integrity or related discipline
- Proven track record of successfully managing client relationships, and identifying opportunities for growth within an existing client base
- Demonstrated ability to develop strong enduring relationships with customers to foster value creation for both parties
- Technical expertise in pipeline integrity, data management or related disciplines
- Proficient at consultative selling where we actively listen and understand a client’s needs before presenting a possible solution
- Exceptionally high retention rate for key accounts ( > 95%)
- Work aligns with corporate KPI’s, specifically, 70% of annual revenue is from existing customers
- Adept at using Professional Services Automation (PSA) tools to document client opportunities and needs
- Highly flexible and able to quickly adapt to changing priorities
- A demonstrated commitment to continued learning either through a structured education program or on the job learning.
- Highly flexible and able to quickly adapt to changing priorities
- Ability to work collaboratively in a fast-paced team environment
- Displays a strong ability f

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