Senior Sales Strategy Manager

6 days ago

Toronto, Ontario, Canada Arcadis Full time
Job Overview

Arcadis is seeking a seasoned professional to drive the profitable growth of sales in Canada's GBA Places division. As Pursuit Manager, you will lead and win strategic pursuits that deliver distinct client experiences.

This role reports directly to the Division Sales Director.

About the Role
  • You will own the pipeline for the division, ensuring proactive identification, management, and flagging of opportunities. This will involve working closely with Business Area teams to adopt and consistently use harmonized pursuit processes.
  • As a senior leader, you will organize and lead the Division Pursuit Committee, driving visibility and alignment across the organization.
  • Your focus will be on coordinating high-priority pursuits through Collaboration Hub, enabling global collaboration and transparency.
  • You will work closely with Account Leaders and Practice Leaders to identify targeted pursuits for co-creation, fostering alignment between planning and execution.
  • As a trusted advisor to the Division Sales Director, you will bring best-in-class global pursuits into countries, leveraging your expertise to drive success.
  • You will actively track and communicate key performance indicators (KPIs) to the sales community, including Net Order Intake, Cost of Sales, As Sold Margin, and Win/Capture rates.
  • You will measure and manage cost of pursuits for the division, comparing capture and win rates while analyzing lessons learned from win/loss debriefs.
  • You will collaborate with commercial enablement and Business Area Sales leads to ensure seamless support for bids over $10m.
Developing Commercial Excellence
  • You will maintain external networks to stay updated on best practices, driving continuous improvement, innovation, sustainability, and technology adoption.
  • As a thought leader, you will introduce and promote commercial excellence concepts as part of the Arcadis Way, such as strategic co-creation workshops to develop winning proposals and build experienced proposal teams.
  • You will ensure bid models, legal reviews, and risk reviews have a client-centric perspective.
Fostering a Thriving Community
  • You will coach and mentor senior pursuit leaders, leading a cross-divisional and international community of practice.
  • You will develop and implement training initiatives for pursuit leaders, sharing global best practices.
  • You will work with Global Business Area directors and sector leaders to shape and run cross-organizational pursuits approaches.
  • You will collaborate with account and practice leaders to identify targeted pursuits, supporting the development of a pursuit leader community.
  • You will work together with sector leaders, account leaders, practice leaders, and commercial enablement to jointly win strategic pursuits.
  • You will work with MarComms to publicize new wins externally.
  • You will align sustainability targets in pursuits with the Corporate Sustainability Team.
Qualifications & Experience
  • You have a proven track record of successfully running sales, pursuits, and change programs.
  • You demonstrate significant leadership capability, inspiring multi-disciplinary and multi-country sales teams around a common purpose.
  • You possess an ambitious mindset, driving business growth and meeting targets.
  • You can lay out processes, ensuring discipline while having the agility to change processes that do not support increased strike rates in global pursuits.
  • You have an understanding of commercial strategies, coordinating with finance and legal.
  • You have a proven track record in crafting project delivery models that are future-proof and healthy for global and local perspectives.
  • You have indirect influence and coordination between internal stakeholders, willing to challenge team members.
Estimated Salary Range

$120,000 - $180,000 per annum, based on location and experience.

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