Key Account Manager – Melbourne

WSP has an ambitious strategy to continuously grow our aviation business across Australia. We currently have an exciting opportunity for a Key Account Manager Australia Pacific Airports Melbourne (Melbourne Airport) to join our Melbourne office to be a part of our business success in this area. The key function of this role is to create a productive, long lasting and mutually successful relationship with Melbourne Airport and civil contractor partners through intentional relationship management, client-focused services delivery and profitable growth for the business. You will be responsible for making the business strategy in relation to these clients come to life at a regional level and will be a key leader in WSP’s Transport business in VIC. 

The role:

• Be highly visible with the Client and in the market, represent and profile the entire WSP business, and ensure other WSP staff are highly visible to clients, contractors, partners and others in accordance with the Key Account Management Plan  
• Set up, proactively manage and coordinate the “relationship zipper” with the Client and contractors
• Be the Client’s advocate within WSP and be fully across their drivers, hot buttons, challenges and expectations and bring this knowledge to the business to support winning and delivery of work that supports a strong, sustainable relationship
• Working with the WSP’s Australian Aviation team, develop a Key Account Management Plan which is fully aligned to the national aviation strategy and Regional Market Plans. The Key Account Management Plan will set near and longer-term objectives for the relationship, identify key people to build relationships with and formulate strategy to achieve objectives and outcomes
• Lead and direct key account management resources in accordance with the identified actions and priorities in the Key Account Management Plan
• Contribute to the development of the Regional Market Plan, bringing client and market intelligence to the process and formulate strategy in conjunction with the Client Directors
• Be the independent staff member that the Client can contact to raise matters that the Client feels need to be escalated
• Maintaining an up-to-date knowledge of the client organisation, business drivers, pipeline and previous awards, and ensure all client related information and essential client related financial and business data is maintained, available and current
• Engage relevant Team Managers/Executives and Regional Executives to allow better decisions to be made in relation to the availability of staff with the skills and capabilities to deliver success and support business decision-making around resource and capability development and investment
• Lead and influence strategic and tactical decision-making around the opportunity pipeline and through internal and external relationships to maximise the long-term position of the business and minimise risks to potential sales from conflict of interest and probity
• Run Go/No-go discussions to ensure client, technical and industry knowledge is leveraged and clear value propositions are identified along with a robust pricing strategy
• Oversee and lead key pursuits and ensure best practice processes are implemented, including internal briefings where necessary
• Lead involvement in partner and contractor teaming discussions as agreed with the Client Director
• Achieve the funding target within the allocated business development budget and other targets for nominated client group/sub-group, including funding, business development and proposal expenditure
• Ensuring the client’s technical, innovation and industry knowledge is leveraged and clear value propositions are identified along with an appropriate and sustainable pricing strategy
• Overseeing the production of presentations, Expressions of Interest and proposals – accountable for the quality of and all relevant approvals for the submission
• Advise on the marketing program of events for the client, including identifying suitable technical forums, industry events and relationship building events appropriate for the client, and work with the marketing team to deliver the marketing program

About You:

• Typically 15+ years relevant industry experience in Business Development, Project Delivery and Key Management
• Experience within or with Melbourne Airport or in a similar role within consultancy will be highly regarded
• Working knowledge of the aviation industry preferred but not essential
• Bachelor’s degree or equivalent relevant experience
• Previous experience in leading the development and implementation of a key account, client, market and business strategies including maximising revenue and profitable growth
• Experienced in developing, managing and growing client relationships
• Excellence in delivering major strategic pursuit/proposals
• Experience in delivering successful client outcomes on multi-disciplinary projects
• Led commercial negotiations with the clients including the implementation of appropriate governance and risk management procedures
• Previous experience in establishing and maintaining a robust pipeline
• Demonstrated experience in accessing and mobilising resources from across disciplines and business units to deliver on proposals and projects
• Ability to establish appropriate governance across key accounts, consultants and contractors
• Educate and mentor business development employees

 Benefits at WSP: 

• Bonus incentives are associated with the position
• Personalised career growth and access to international opportunities
• Suite of benefits including health and wellness initiatives
• Organisation that truly values and practices flexible working options
• State of the art, modern and contemporary offices
• Paid Parental and Partner Leave

WSP supports a diverse and inclusive work environment as well as equal employment opportunities. We encourage Aboriginal and Torres Strait Islanders and people of culturally diverse backgrounds to apply.

Express your interest by clicking on the ‘apply now’ button.