Global Accounts Manager - Transportation & Mobility

Who are LRQA?

LRQA stands for dedication to clients, market firsts, and deep expertise in risk management. We’ve grown to become a

leading global assurance provider, bringing together outstanding expertise in certification, customised assurance,

cybersecurity, inspection, training, advisory and analytics.

While we’re proud of our heritage, it’s who we are today that really matters, because that’s what shapes who we and our

clients can become tomorrow. By staying true to our shared values and combining decades of collective experience, we

support our clients in building a safer and more sustainable future.

What do we do?

We help our clients negotiate a rapidly changing world, by working with them to manage and mitigate the risks they

face. We serve a wide variety of industries, with a core focus on Food & Beverage, Consumer Goods, Transportation &

Mobility, Technology & Telco, Construction & Manufacturing, Energy & Renewables, Chemical & Processing and Finance.

Our products and services range from independent third-party auditing to certification and training; we also offer

consultancy services, real- time assurance technology and data-driven supply chain transformation programs. our

innovative end-to- end solutions help our clients shape their own future, rather than letting it shape them.

LRQA currently operates across 100+ countries, has more than 2,500 colleagues, generates around £407m in revenue in

FY23, and supports more than 60,000 clients across a diverse range of sectors and markets.

The next chapter for LRQA

As the preferred assurance partner for our clients, we are relentless in helping them respond to the era of Assurance 4.0.

Our decades of sector expertise in assuring assets and management systems, ensuring product integrity, responsible

sourcing, navigating the energy transition and achieving net zero, and strengthening cybersecurity maturity will help

them to anticipate, mitigate and manage risk wherever they operate, freeing them to focus on growth.

With solid expertise and heritage in our sector, coupled with well-timed accelerated investment and a leadership team

that is fully committed to delivering our vision, LRQA’s next chapter is set to be an exciting, transformational period of

growth. We’re well placed to build on everything we’ve done and further our ambitions for the future. At such an exciting

time key talent is critical, and this role is a great opportunity to be part of our next chapter.#

Role purpose:

Reporting into the Head of Transportation & Mobility sector, you will be accountable for proactively managing the growth

and expansion of LRQA’s services in a selection of global and strategic accounts. In addition, in line with the sector strategy,

you will have a small, but focused target account list, to broaden our footprint in the sector.

Your portfolio will be varied, but will typically start at £2-10m of annual revenue worth of accounts, which you will develop

for year on year revenue growth.

Retention, revenue growth and new logo wins will be the key performance indicators use to measure success.

This is a key role part of our strategic growth ambition for the Transportation & Mobility sector and you will have a clear

focus on the market, your clients’ business objectives, priorities and challenges, using this knowledge to build best in class

solutions from LRQA’s portfolio of products and services.

As you continually build your network of senior decision makers and influencers with your accounts, you will be the LRQA

internal representative for them, driving operational excellence in delivery, pipelines of opportunities and a growing

network of connections through our local sales teams throughout the world.

This will involve proactive engagement with other LRQA teams, including marketing, Service Delivery (SD) and Service

Delivery Support (SDS) as needed to put your account and targets into the best shape possible for success.

Given the strong growth requirements of this role, you will need to manage your client’s pipelines daily, ensuring they are

sufficient and progressing quickly enough to meet the relevant revenue growth targets. This will include ensuring the

accuracy of values, sales stages, dates of actions and likely closure timelines across the global sales team. Where your

overall pipeline is not in the right shape, you will take the right corrective action to ensure it gets back on track in a timely

manner. Your pipeline will be an accurate reflection of your sales forecast at any given time.

Key Responsibilities:

· To drive targeted revenue growth through the assigned portfolio of global and strategic accounts, new target logos and

core products, services and solutions in your sector, working with local and regional sales team members;

· To own the account plans for your assigned accounts and target logos, working with colleagues, SME’s and any other

internal stakeholder for the delivery of agreed action plans. Your role also networks across our delivery organisation(s);

· You will work closely with local teams to drive continual development of each client’s business focus and strategy, and

to grow our network of influencers in each client organisation as well as an expanding pipeline of opportunities across

LRQA;

· You will work with local and regional sales team members and sector business development network to build

knowledge, depth and to prioritise workload and ensure maximum revenue growth;

· To ensure the sales pipeline is sufficient to meet the relevant targets, suggesting actions as needed and following

through with escalation plans when required. This will include ensuring the accuracy of values, sales stages, dates of

actions and likely closure timelines. You will have full confidence that the pipeline is an accurate reflection of the

strategic account sales forecast at any given time.

· To ensure that contracted SLA’s are met for all of your account portfolio, working closely with Program Support and

operational delivery teams;

· Oversee retention of your accounts, minimising the risk of loss to the LRQA business, through timely intervention in any

process, preventing the re-tendering of business where possible and re-securing the contract where needed;

· Play an active role in new business opportunities for your target logos, either in a lead or supporting sales position,

depending on the winning strategy and relevant skills needed to maximise the opportunity of winning;

· Maintain a strong strategic knowledge of the market(s) you operate in, ensuring you are able to maintain a strong level of

communication with client personnel, using this to open doors for new products and services, and to contribute to

strategic discussions around LRQA business plans and growth objectives;

· Be responsible for the production of sales and pipeline reports, performance summaries and updates on specific project

actions related to you assigned Accounts, ensuring they are accurate and delivered in a timely manner;

· Be an ambassador for One LRQA, working with colleagues from other functions and disciplines, to remove barriers to

success. Be an active participant at industry events and conferences where you will represent LRQA thought leadership;

· Be accountable for the overall account satisfaction of all your accounts, driving NPS scores and proactively engaging

with clients to identify new opportunities for growth and new product ideas for further development across the business

· Maintain financial discipline to control and support rapid growth through the setting of financial targets, budget development and monitoring for all of your assigned accounts; · Monitor the marketplace and analyse opportunities, providing competitive analysis and stay well-connected with clients to ensure broad market needs are being incorporated into a product development and enhancement cycle. Develop business plans on commercial opportunities and support on strategic growth initiatives in target markets.