Account Management Lead

at  BAE Systems

LOCATION(S): UK, EUROPE & AFRICA : UK : LONDON

BAE Systems Digital Intelligence is home to 4,500 digital, cyber and intelligence experts. We work collaboratively across 10 countries to collect, connect and understand complex data, so that governments, nation states, armed forces and commercial businesses can unlock digital advantage in the most demanding environments.

FUNCTIONAL KNOWLEDGE:

• Able to lead specific Account Management activity and manage the activity through to delivery
• Support provided to routine tasks that are assigned to the team
• Works on own initiative with responsibility for delivery
• Takes ownership for own tasks and liaises with supervisor if required
• Understands own role, and how they sit in organisation
• Can apply practical Account Management solutions to any area of the business
• Awareness of latest Account Management/Sales best practice techniques
• Good understanding of latest Account Management/Sales best practice techniques
• Good Business Winning experience and a very good understanding of business winning behaviours, processes, procedures and industry best practice.
• Very good experience in identifying, creating and developing new opportunities from existing Accounts and driving growth
• Good experience of engaging senior stakeholders, particularly customers, and the ability to build mutually beneficial relationships
• Good experience with government defence acquisition agencies, both UK and international would be beneficial but not essential
• Requires a very good understanding and knowledge of the area in which the role operates, with a high of level experience of working in Account Management and the area of specialism or complimentary area of specialism
• Very good understanding of business winning environment

INTERPERSONAL SKILLS:

• Developed communication and diplomacy skills required to communicate sometimes complicated or sensitive information effectively to multiple audiences, including internal / external peers and sometimes at higher levels.
• Prioritising workload with manager and communicating this to internal and external customers as agreed
• Challenging constructively to ensure development of solutions which meet business needs
• Ability to lead others
• Ability to work within a team.

DIVISION OVERVIEW: CAPABILITIES

At BAE Systems Digital Intelligence, we pride ourselves in being a leader in the cyber defence industry, and Capabilities is the engine that keeps the business moving forward. It is the largest area of Digital Intelligence, containing our Engineering, Consulting and Project Management teams that design and implement the defence solutions and digital transformation projects that make us a globally recognised brand in both the public and private sector.
As a member of the Capabilities team, you will be creating and managing the solutions that earn us our place in an ever changing digital world. We all have a role to play in defending our clients, and this is yours

ACCOUNT MANAGEMENT RESPONSIBILITIES:

• Responsible for leading small pieces of specialist work, as well as being the owner for certain Account Management activities, process and governance.
• Working closely with delivery and consulting leads to process Statements of Works and cost models, following internal bid compliance processes.
• Support the lead Account Manager in developing and qualifying opportunities and will lead some opportunities independently.
• Support the Lead Account Manager in managing all aspects of customer satisfaction, sales, delivery and financial performance.

THE ROLE HOLDER:

• Works with a broader account team to contribute to strategy for the management of the account.
• Builds opportunities for account growth in line with strategy and creates improved customer satisfaction through implementation of best practices.
• Meets individual objectives in line with the profit and loss plan and drives personal Order Intake (OI).
• Drives account profit and loss including achieving revenue goals and profitability targets.
• Owns all sales opportunities for the entire sales lifecycle and is accountable for the accuracy of sales data and forecast in Salesforce.
• Acts and makes informed decisions based on data against key metrics. Ensures that metrics are in place to measure outcomes. Ensures appropriate financial structure and oversees the use of resources.
• Ensures and drives responsiveness to customers and identifies areas for improvements in service, staffing and operations that will increase customer satisfaction.
• Maintains open communication between employees and management, with direct intervention as appropriate.