As a Client Delivery Director (CDD) in our expanding Scandinavia management team, you will bring a proven delivery and work-winning track record across the region and strong client relationships to drive significant growth in Norway, Sweden and Denmark. This is a client focused role, working together with the executive leadership, with sales leaders in our UK and Europe region and with our international stakeholders and subject matter experts, you will identify projects that fit our overall strategy, establish customer contacts and help innovate and differentiate our service offerings for sustainable infrastructure and built environment.
You will be responsible for delivering growth in Scandinavia which meets our sales targets and aligns with our overall regional strategy. You will keep updated on sector/client shifts and proactively engage with Strategic Growth Directors, including development and implementation of the growth strategy for Scandinavia, aligned to sector strategies and agreed growth objectives. You will lead on a broad range of sales pursuits, then oversee delivery, whilst maintaining and advancing client relationships through sales strategies and client contacts in alignment with the organisation’s strategic business plan.
Role responsibilities:
•Drive sales – achieve recognisable backlog growth and forward strength of the pipeline.
•Contribute towards the growth of Jacobs’ business in Scandinavia by identifying, developing, and winning the best opportunities. •Convert Jacobs’ values and business strategy into the sales environment and help continue to establish Jacobs’ world-leading brand in Scandinavia.
•Develop trust and credibility with clients by engaging in business discussions to formulate winning and portfolio diversification solutions to address their needs
Identify exciting new opportunities:
•Maintain and expand external networks, including clients, partner organisations and industry associations. Attend external industry events, when appropriate.
•Keep current on industry trends, investments and policy direction to identify potential new investment areas and client organisations. •Instigate new client meetings and nurture relationships. Develop a deep understanding of their vision, investment plans and delivery challenges.
Build strategies to win:
•Gain a deep understanding of local client challenges and draw on the wider Jacobs organisation to develop intelligent solutions.
•Explore and evolve strategies and opportunities with clients. Help them shape their investments and procurement strategies.
•Work closely with Jacobs Client Account Managers and operational teams to develop distinctive value propositions that enhance our customers’ competitive position.
Execute the strategy:
•Provide oversight to pursuit teams in production of high-quality, opportunity-specific response documents which include the value proposition and win planning elements.
•Develop intelligent risk, commercial and contractual solutions and manage risk exposure.
•Oversee the review, negotiation and final agreement of contracts in cooperation with the legal team.
Oversee delivery:
•Ensure we deliver in line with client expectations and the delivery plan established during the tender stage.
•Maintain positive client relationships in delivery.
•Maximise our chances of obtaining further work.
•A diverse sales background and evidence of business growth in the Cities & Places / Built Environment sector.
•Established client relationships in the public and private sectors within Scandinavia.
•In depth working knowledge of the industry, advanced understanding of client procurement processes and bid development •Demonstrated client relationship management capabilities.
•Proven commercial awareness and business acumen.
•Knowledge of contracting approaches for the consulting sector in Scandinavia, and the associated risks.
•Willingness to travel to Norway and Sweden is essential
•Exceptional communication and interpersonal skills with stakeholders at all levels of the business and client organisations
•A passion for relationship-based sales, coupled with the innate ability to understand and influence the decision-making process associated with successful sales efforts
•Proven record of developing relationships with key clients at all levels (from executives to key management levels) with the ability to open doors for initiating relationships at client organisations
•Ability to lead and motivate account teams, set a vision and strategy, reach across an organization to offer best-in class solutions, manage commercial and legal negotiations, and close deals.
•Proven client and project development skills and the ability to develop relationships with clients and stakeholders •Sales knowledge of how to develop client account plans and win strategies, identify contracts well in advance, respond to RFPs/solicitations, interview and win new work
