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Account leader - Transmission and distribution - South America

Job Profile

This new role is critical for building a T&D business in South America building on some of our existing clients but mostly developing new ones.
Whilst Colombia, Peru and Argentina are initially areas of interest it will be for the PAL to develop and implement strategy in line with the overall strategy of our Energy Business.
Delivery will initially come primarily from the UK, but we would like quickly to also build delivery capability.

  • The Account Leader will be expected to win great work, grow the account to maximise opportunity for Mott MacDonald, and be accountable for the delivery of excellent projects.
  • Account Leaders will provide support ensuring that client's projects are delivered to time, cost and quality and that Mott MacDonald is commercially successful.
  • The Account Leader will play a lead role in gaining trust with our clients and key stakeholders.
  • This role is critical in growing a South American Market.
  • You will be a key player in the Senior Management of the South American Energy business, with a defined remit to grow the T&D business with good profitable new work, reaching out to new clients and developing new markets where possible.
The role reports directly to the Divisional General Manager

Job Description

Account Leaders will contribute and support our strategy as key strategic enablers, leading on Mott MacDonald's key client accounts.

As the primary point of contact, role holders are responsible for the relationships with a Client or group of Clients. Key Account Leaders may be appointed where multiple parts of the business face the same client.

This is a complex role, combining both operational and strategic challenges, balancing the needs of multiple stakeholders
across a global matrix. The ability to prioritise, influence without
authority and collaborate is fundamental, substantiated by subject matter expertise and a drive for excellence and results.

This role is critical in
building a T&D South American.
You will be a key player in the
Energy / T&D business, with a defined remit to grow the T&D business with good profitable new work, reaching out to new clients and developing new markets where possible.

Critical responsibilities include:

  • Developing and Implement a South American T&D Strategy D
  • Developing strong and robust client relationships
  • Growing and developing key Accounts within Mott MacDonald in response to organisational needs and Mott MacDonald strategy
  • Identifying new markets and how to develop them.
  • Identifying Opportunities and turning them into Prospects;
  • Driving the bidding process, converting Prospects into Projects ensuring bids are technically and commercially sound;
  • Delivering commercially robust projects and quality outcomes for Clients to budget on schedule through project teams
  • Managing risk and commercial performance on the projects for their Accounts. An Account Leader may have a number of Bid and Project Principals working with them on their accounts
  • Promoting account leadership across the wider business
Working effectively with the Resource Manager and the Sector/Practice Leaders to bring the right resources to deliver the project to the Client's satisfaction and meeting Mott MacDonald's profit or contribution targets.

Candidate Specification

Electrical Engineering Degree and professionally

Demonstrable record of experience in relevant sector
Strong Sector and Technical Domain expertise
Good client relationships
Detailed knowledge of South American Market and clients
Significant project portfolio evidencing relationship and commercial success
Essential competencies/skills:

Is able to demonstrate Personal Leadership, Influence and Impact by:
  • Using strong influencing skills to engage and align the wider Mott MacDonald community
  • Taking ownership of the total account performance
  • Winning appropriately profitable work consistent with Mott MacDonald
Think and act Strategically by:
  • ,Providing the client with new strategic insights
  • Understanding the client, its market and competition
  • Developing Mott MacDonald's vision for the account
  • Aligning Mott MacDonald's capabilities to the clients needs
  • Planning the development of Mott MacDonald's relationship with the Client
Demonstrate Client focus:
  • Being respected by the client as a trusted leader
  • Understanding the client's business intimately

Proactively Create Opportunities by:

  • Opening opportunities for the client by demonstrating connected thinking, to deliver optimum solutions and sustainable outcomes
  • Thinking for the client and offering new creative insights

Collaborate and Build Networks by:
  • Orchestrating the zipper to connect people, and to drive close relationships with all key decision makers
  • Sharing important knowledge of the clients business with key internal stakeholders
  • Orchestrating resources to execute the account plan and engaging senior internal stakeholders with the client
  • Using internal tools and systems so we achieve consistency of approach
  • Act transparently in sharing information

Drive for Results, Demonstrate Resilience and Motivation by:

  • Making a significant
    difference through their
    leadership actions
  • Being persistent and resilient, adapting their approach accordingly
  • Setting clear and stretching objectives and regularly measuring progress
  • Demonstrating business acumen and being tough minded when necessary
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