61718BRTitle:Associate Engagement ManagerJob Description:CANDIDATE BRIEFING DOCUMENTAssociate Engagement Manager – Energy, Exxon MobilAbout Quest GlobalWe 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 25 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 17 countries, with 56 global delivery centers, driven by 17,000+ 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, Healthcare, Medical Devices, Rail and Semiconductor industries.Position OverviewPosition Title: Associate Engagement Manager – EnergyLocation: HoustonScopeUSA is a key strategic geography in Quest’s regional portfolio, with significant growth potential. The Associate Engagement Manager will be part of the Energy vertical and work closely with the leadership team to bring a focused approach toward addressing customers’ needs and strategies. You will help Quest Global build and grow client relationships and also act as a strategic partner to your team, you will assess and provide ground intelligence on client needs and relationships.Candidate ProfileThe individual must be familiar with the geography, language & key customers in the product engineering space, how it conducts business, its culture, and engagement style. 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.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
Own Quest's revenue & profit targets for your account in the Energy industry
As a part of the team, you will be responsible for the activities in the sales cycle from qualifying an opportunity to negotiating the contract and signing the deal.
Support large business deal campaigns. This includes the entire cycle from need identification, customer contact, proposal development, negotiation of pricing, and contract agreements.
Participate in branding at industry events and other networking vehicles, and attend trade shows, conferences, and industry associations and present white papers as required.
Participation in Account Strategy for development/implementation of the overall account-level strategic plan.
Develop and Support Account-based marketing, initiatives along with the marketing team.
Understand Quest’s value proposition and differentiators. Collaborate with leadership to enhance these from the perspective of current and future clients.
Flexibility and leadership to take on other duties as assigned
Relationships. Leverage existing customer relationships with account’s engineering influencers and decision-makers at both executive and mid-level manager levels. 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) for the account to identify key focus areas for growth including account headcount, competitive analysis, customer needs per engineering service area, SWOT, Quest relationship summary, and Quest capability gaps. Make key business decisions on what services/solutions to pursue and invest in.
Unsolicited Campaigns. Identify and lead unsolicited, strategic campaigns to grow the account. Leverage Quest 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 accounts as per the strategic account plan.
Customer Communications. Hold quarterly customer reviews, lead/author Account Branding Newsletters, and other communications per Quest process.
Cross Sell and Up Sell. Leverage Quest best practices and from other accounts, to develop and operationalize plans to introduce new services to accounts.
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
Deep domain knowledge of the industry, with knowledge of products & lifecycle, engineering & manufacturing processes, major OEMs, major engineering services suppliers, external drivers and funding.
Strong relationships with senior and mid-level technical managers at accounts
Strong commercial skills and experience including selling process, negotiating, pricing, costing, discount structures, terms and conditions, sales strategy development, execution and sales proposal development.
Understanding of relevant/adjacent technologies and competitor’s services.
Experience in authoring complex proposals; experienced in negotiating master service contracts and long-term agreements.
Experience working with global remote team/ offshore delivery model environment
Experience with sales and account management and in developing strategic plans
Experience leading cross functional teams
Excellent interpersonal, communication skills, both verbal and written, and ability to communicate effectively at all levels.
Results driven, high energy, self-motivated, persistent and able to work independently Decisive, analytical, strategic thinker.
Excellent Communication, Global Mind-set, & Cultural Adaptability
Easily approaches strangers, takes ownership, persistent, ambitious, empathetic, accepts uncertainty, strategic orientation, problem solver
Ability to handle multiple demands simultaneously
Willing to travel and relocate
Analytical skills, critical thinking and problem solving skills
Excellent interpersonal/relationship building, Ability to drive for results, passion to win, desire to collaborate and ability to build strong, influential relationships
Ability and ambition to thrive in a fast paced sales environment
Results driven, high energy, self-motivated, persistent and able to work independently
Auto req ID:61718BRJob Type:Full Time-RegularAssignment Country:United StatesTotal Years of Exp:8 Assignment State:TEXASAssignment Location:HoustonExperience Level:Mid Level