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Pursuits Manager
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Pursuits Manager
2 months ago
About the Role
Arcadis is seeking a seasoned professional to drive the profitable growth of sales in the Canadian GBA Places division. As a Pursuits Manager, you will be responsible for leading and winning strategic pursuits that deliver distinct client experiences.
Key Responsibilities
- Develop and implement a pipeline management strategy to ensure proactive identification, management, and flagging of pursuits.
- Collaborate with in-country Business Area teams to ensure consistent adoption and use of the harmonized pursuit process.
- Organize and lead the Division-level Pursuit Committee to drive pursuit excellence.
- Coordinate visibility for top ten Division pursuits through the Collaboration Hub, ensuring global collaboration and visibility to the Growth team.
- Align planning between Account Leaders and Practice Leaders to identify targeted pursuits for co-creation.
- Function as a senior Pursuit Leader for strategic, cross-Division, multi-country pursuits.
- Act as a trusted advisor to the Division Sales Director, bringing best global pursuits into countries.
- 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.
- Measure and manage cost of pursuits for the Division and capture and win rate comparison.
- Ensure proper win/loss debriefs and use lessons learned to inform future pursuits.
- Coordinate with commercial enablement and BA Sales leads to ensure seamless support for global bids over $10m.
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.
- Ensure bid models, legal reviews, and risk reviews have a client-centric perspective.
People Development
- Coach and mentor senior Pursuit Leaders; lead the 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 lead to winning work.
- Work with GBA pursuit directors and G(BA) sales directors to shape and 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 the pursuit leader community.
- Work together with sector leaders, account leaders, practice leaders, commercial enablement to jointly win 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
- 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 ensure process discipline while 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 members.
