Vp, Global Account Management

Global Account Manager (Europe /US ( HOUSTON TX)

And Missions

JOB TITLE

GLOBAL ACCOUNT MANAGER

BU / Métier / Department

Engie Impact / KCO / GAM

N+1

Global Account Manager (GAM)

MISSIONS

The Global Account Manager (GAM) manages two ENGIE Key Accounts and is accountable for the revenue growth globally. The role is focused on building long term Client value through trusted relationships, contributing to the P&L of new and existing business at the client, and promoting new strategic initiatives that align Engie solutions to client needs and values.

• Oversee Win / Loss Review process for client and ensure learnings are incorporated into client approach.
• Strategically guide opportunity development. On the largest geography-spanning opportunities, provide direct support to Deal Team (win strategy, presenting orals, etc).
• Serve as the go-to resource on client’s global context, org structure, and needs.
• Lead the Account Planning process embarking the BU/entities local kam/sales leads, and manage the deal pipeline to ensure that deals are in line with the long-term client strategy.
• Provide bridge to ENGIE’s broad offerings and educate client to generate ideas, originate proactively, and expand footprint. Engage ENGIE SMEs as necessary.
• Develop the long-term client strategy based on the client’s larger corporate strategy / needs and ENGIE’s business / sales plan. Drive ENGIE’s positioning at the client to increase the likelihood that ENGIE is brought in to solve the problem.
• Get BU agreement on the AP & 3 years ambition and associated resources & means
• Ensure, at a global level, that projects are delivering value and exceeding expectations for clients, while providing “air cover” and coaching for CAMs and promoting talent development.
• Develop, expand, and nurture client C-suite/decision maker/influencer relationships
• Provide input to ENGIE Portfolio Strategy planning, measurement and refinement process.
• Oversee global Sales/Bus Dev spend allocation; serve as Business Lead for deal approvals on complex deals (based on $ amount, # of BU’s, complexity of solution, etc1).

Performance will be measured by:

• # Account Plans completed and agreed upon by BU
• % Win / Win Loss / Withdrawal Rates
• % Business Dev $ Yield (as % of Sales & Revenue)
• # Client Value Reports shared with client
• % Delivery Margin
• % Sales and Revenue Growth
• # of new offerings/”as a service” lines at account

LOCATION

• EUROPE/US close to the Client HQ (cultural fit)

Interaction

INTERNAL INTERFACES

• KCO Operational excellence
• BU Sales Directors
• Corp Acceleration Taskforce (Market Directors)

EXTERNAL INTERFACES

• All major client personnel globally at the client account. Most notably C-Suite and key executive decision makers.

Experience/Diploma

Required qualifications

• 15 years of professional experience, including a minimum of 10 years of professional experience in Sales in Energy/Waste/Water sector
• International experience
• Master’s degree (Business administration or equivalent, engineer)

Skills/Specific Knowledge

• Team leadership & people development
• Recognized for his/her influencing skills
• Fluency in English is required – Knowledge of French and any other language is an asset
• Results oriented & customer focused
• “one company” spirit & collaboration skills (team worker)
• Understand politics

SPECIFIC BUSINESS UNDERSTANDING

• Good understanding of some Customer segment (industry, cities/public building & infrastructures, collective housing, private service building),
• In-depth understanding of ENGIE capabilities & portfolio of offers (building efficiency, smart places, energy, green mobility, industrial processes)
• Strong network with the BU of the Group) is an asset
• In-depth understanding of the Sustainability challenges wrt energy, waste & water