Urban Science

  • Account Executive

    Location US-MI-Detroit
    Posted Date 2 months ago(2 months ago)
    Job ID
    2018-4044
    # Positions
    1
    Category
    Local Account Management
  • Overview and Summary

    The Account Manager holds ultimate responsibility for multiple solutions, contracts, and employees supporting our OEM client. This role is responsible for growing profitable business by ensuring strong client relationships and developing and selling additional Urban Science solutions.  This role is also responsible for managing their team’s revenue and profitability as it relates to the overall goals for the office.

    Essential Duties and Responsibilities

    • Contributes directly to the company’s growth and diversification efforts by developing new client relationships that result in the delivery of additional Urban Science solutions.
    • Builds and maintains strong and effective internal relationships to foster collaboration and knowledge sharing across teams and offices.
    • Establishes long-term business relationships with clients and develops a firm understanding of client’s business needs in order to lead negotiations to renew, deliver and/or add new client contracts.
    • Effectively responds to client inquiries/requests in a timely manner to help improve client satisfaction.
    • Frequently interacts with clients to provide consulting advice, design and present proposals, negotiate agreements, renew contracts, assist with decision making and manage client expectations.
    • Maintains effective communications with Urban Science Managing Directors, Global Account Executives and the Practice organization to ensure proper alignment of company resources with client needs.
    • Effectively collaborates with Managing Directors, Global Account Executives and the Practice organization to establish on-going strategic plans and business goals for the designated client.
    • Actively assesses competitive conditions and makes written assessments and recommendations to the Practice organization regarding existing product improvements and new product specifications necessary to: (a) maintain “best product” status, and (b) satisfy client requirements.
    • Responsible for adherence to the CRM and deal review PMO process to ensure projects are accurately budgeted for and SOWs follow internal requirements.
    • Serves as liaison between client and Urban Science technical staff on development projects to clearly communicate client needs and facilitate appropriate deliverable time frames based on internal capabilities and work load.
    • Assumes ultimate responsibility for project outcomes including delivery of projects that are on time, within budget and at an exceptional level of quality.
    • Responsible for accurate review and oversight of the teams budget, including income statements, revenues, margins, profitability targets and labor, to ensure account strategy and opportunities are in alignment with the office budget and profitability targets.
    • Responsible for developing a strategic account sales plan 1 and 2 years out in order to anticipate staffing and infrastructure needs to support sales initiatives.
    • Coordinates with individuals or teams to complete analyses, tasks and projects on time and with high quality.
    • Adheres to quality control standards for Urban Science and client organizations.
    • Expertly leads presentations to internal and external clients, using appropriate presentation tools, to effectively introduce new products/solutions and/or present project outcomes.
    • Provides input to the local Managing Director in connection with assessing competitive conditions, in order to detect on time business opportunities and/or deter competitive business threats.
    • Actively works with Managing Director to understand and implement solutions to improve NPS (client satisfaction).
    • Proactively analyzes client pain reports continuously, and capitalizes on appropriate opportunities to create the potential for additional business.
    • Maintains a thorough understanding of one or more Urban Science solutions and applies that knowledge to better meet client needs.
    • Actively supports and participates in required Urban Science training programs to achieve targeted development objectives.
    • Proactively communicates with upper management to provide updates and report issues in a timely manner.
    • Works with Managing Director in completing own annual goal setting and performance review in a timely manner.
    • Ultimately responsible for team performance, which includes setting team oriented goals, which are to be reviewed and updated on a regular basis.
    • Actively leads, supports and promotes change initiatives within team, and provides direction on how change initiatives impact work flow or performance.
    • Actively works with Managing Director and team to support and promote eNPS (internal employee satisfaction) initiatives.

    Qualifications - Education and Experience

    • Client facing experience required (Automotive OEM client experience strongly preferred) including excellent verbal, written and presentation skills. Demonstrated experience in effectively and accurately communicating or translating client requirements/business needs to technical staff including analytical data driven or technical related concepts
    • Relationship Building: Requires the ability to effectively build and maintain friendly, warm relationships or networks of contacts with clients/customers
    • Sales & Business Development skills including ability to identify potential new opportunities from the client and proactively communicate those opportunities to Managing Director, requires knowledge and understanding of sales and business development processes
    • Negotiation: Requires strong formal negotiation skills including the ability to explain and justify pricing, scope, cost estimates, as well as internal and external impacts; must be able to develop strong positive relationships; successful completion and application of a negotiation training/program is strongly preferred
    • Results Oriented: Requires the ability to strive for optimal results by taking responsibility for timeliness, commitment to task and adherence to performance standards
    • Project Management: Requires full responsibility for the delivery of multiple, concurrent account projects that are on time, within budget and at high quality
    • Initiative: Requires the drive to go above and beyond in order to improve or enhance job results
    • Team Leadership: Requires the ability to effectively take a role as leader of a team or department with a desire to help the group achieve business related outcomes
    • Developing & Coaching: Requires the ability, desire and intent to teach and foster the development and long term capability of one or more employees by providing coaching, direction and feedback to enhance performance
    • Analytical Thinking: Requires the ability to understand a situation by breaking it apart into smaller pieces, and/or tracing the implications of a situation in a step-by-step causal way
    • Database: Requires the ability to understand database concepts related to Urban Science products/solutions
    • Math & Statistics: Requires basic descriptive statistics knowledge and the ability to understand and interpret statistical analysis 

    EDUCATION and/or EXPERIENCE:

     

    • University degree required; technical degrees are strongly preferred (i.e., engineering, applied math, statistics, applied science, information systems, operations research, etc.) from an accredited college or university, or equivalent foreign institution.  Non-technical degrees will be considered if candidate possesses appropriate level of analytical and technical knowledge required for the role; Masters or advanced degree preferred
    • Minimum of 10 years related work experience required (13+ years experience preferred). 

     WORK ENVIRONMENT:

     

    The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

     

     

    This description is intended to describe the type and level of work being performed by a person assigned to this position.  It is NOT an exhaustive list of all duties and responsibilities required by a person so classified. The job may require additional hours beyond the normal 40-hour workweek. 

     

     

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