Commercial Manager – AACI – GHD, Inc

Job Description

Job Description Organisations don’t innovate, people do. As part of our digital transformation business, you’ll help clients unlock innovation, embrace the future and change communities for good. And we’ll help you stimulate new thinking, accelerate your career and connect you to projects that really matter. Join our team of over 600 data scientists, design problem solvers, immersive digital consultants, project managers and innovators, all working to build positive change for generations to come. Who are we looking for? Join us as a Commercial Manager for our Advanced Automation and Connected Infrastructure Group and grow your career with a groundbreaking Automation team. The ideal candidate will have extensive knowledge and experience in the municipal and industrial sector to lead client development. This person will lead account management for delivery of modern plant automation services (e.g. Communications, PLC and SCADA control system design and programming, Cybersecurity). This position will be based in De Witt, NY. In the problem solving business, it helps to be restlessly curious to deliver community change. Our vision is to ensure energy, water and urbanisation are made balanced for generations to come. You can own the way into a new future for our industry, encouraging the next generation of driven and committed people in the process. Learn about leadership opportunities with GHD. Sales Skills – Experience in automation sales – positioning and selling of PLC and SCADA software integration services- Well connected within industry and able to position automation services on day 1- Qualifying inbound leads and Market Qualified Leads to Sales Qualified Leads to forecasted opportunities- Maintaining accurate pipeline and forecasts with Relationship Manager/ Account Lead- Crafting sales strategy and plan for pipeline generation.- Going after new accounts. securing pilots leading to initial roll-out, up-sell, and cross-sells- Being responsible for the entire sales funnel from lead to closed.- Logging and updating sale cycle using Salesforce- Proactive proposals and Request For Proposal in line to account strategy- Achieving Deal and Annual Rate of Return quotas and developing future targets- Developing and implementing strategies to take market share from GHD AACI competitorsMarketing Skills – Ability to articulate business value and benefits of different technology solutions- Ability to continuously assist customers in identifying new opportunities for automation deployment- Key customer management within the AAG portfolio of municipal and industrial clients- Management of the account plan under the mentorship of the AAG leadership, investing time in strengthening existing client relationships and strategic new clients.- Representing AACI at industry trade shows and conferencesCommunication and Teamwork – Partners with internal leaders for client development and execution.- Working with your supporting Business Development to accelerate opportunity creation.- Collaboration with Vertical teams, develop strong, long-term relationships with managers across GHD- Evangelizing AACI vision to internal customers and building sales strategy for existing GHD clients- Monthly / quarterly forecasting cadence geared towards supporting sales processTechnical Skills – Understand the interaction between OT and IT and how to market GHD’s proficiencies in this space- Proven track record of delivering technical demonstrations and POCs- Strong integrator experienceWhat you will bring to the team: – Strong dedication to client service excellence- 15+ years in the municipal and industrial in a client development/account management role with regional municipalities and Fortune 500 accounts- Experience working for or with a Control Systems Integrators and Advanced knowledge of Automation Engineering- Experience and solid understanding with modern real-time automation and controls systems hardware and software design, communications systems, and integration activities.- Travel as-needed (estimating 30%) to support prospect and clients- Experience with account segmentation and product pricing is a plus- Experience with sales team development and global sales is a plusTackle some of the world’s toughest challenges – with everyone at GHD backing you every step of the way. We’ll give you control over your career, empower you to find innovative solutions and help you build a lasting impact. See where your dedication could take you with GHD. EEO Statement US: As a multicultural organization, we encourage individual achievement and recognize the strength of a diverse workforce. GHD is an equal opportunity employer. We provide equal employment opportunities to all qualified employees and applicants without regard to race, creed, religion, national origin, citizenship, color, sex, sexual orientation, gender identity, age, disability, marital status or veteran status. Salary Range: $125,000-$150,000 based on experience. #LI-TP1 About Us Take on some of the world’s toughest challenges – with everyone at GHD backing you every step of the way. We’ll give you control over your career, empower you to find innovative solutions and help you create a lasting impact. See where your commitment could take you with GHD. Our Pledge to You At GHD, we don’t just believe in the power of commitment, we live and breathe it every day. That’s why we pledge to empower all of our people to make a positive impact. Combining our deep technical expertise with the capabilities of our clients and partners, we respond to some of the most complex challenges facing our planet today. See where your commitment could take you. That’s the #PowerOfCommitment Who we are GHD is a global professional services company that leads through engineering, architecture, and construction expertise. We are an employee-owned company with over 11,000 diverse and skilled individuals, across more than 200 offices spanning five continents. The Power of Commitment is our brand promise. It’s what makes us different. We are bound to our stated vision and determination to address humanity’s most urgent needs: to ensure water, energy and urbanisation are made sustainable for generations to come.