Job DescriptionThe National Account Program continues to grow within Terracon, and as a result, we are adding a second Associate Director of National Accounts (ADNA) position to support our National Account Program. This is both a critical and strategic position that will work closely with our Director of National Accounts (DNA) and our National Account Managers (NAMs) to help continue the growth and success of the program. This position can be filled anywhere in the US, preferably close to a Terracon office and/or airport.
ResponsibilitiesPrimarily focused on supporting the decentralized accounts and the DNA. Support Terracon's strategic plan and provide guidance to promote the safety, profitability, continued growth and success of the National Account Program. Assist with standardizing companywide processes and develop, identify, and assess opportunities for revenue growth throughout the program. Assist with the leadership of decentralized accounts, Pod Teams, and division partnerships. Monitor the effectiveness of approaches and recommend programmatic improvements for decentralized accounts.
- Under the direction of the DNA, support the vision and provide guidance and leadership to promote safety, profitability, and growth of decentralized accounts, consistent with the overall strategic and company plans.
- Through collaboration and influence, assist NAMs in developing plans and implementing actions to achieve growth and profitability targets.
- Lead a monthly sync call with Pod Team leaders to discuss strategy, progress, goals, and to share input between teams.
- Take the lead as a NAM on one or more decentralized accounts, as required.
- Provide leadership and mentorship to NAM direct reports.
- Provide guidance to NAMs in evaluating and managing the financial performance of their national accounts, including reducing WIP and AR.
- Review results of client surveys each year to gather information to assist with positive changes to client programs.
- Support the DNA with interactions and collaboration with Divisions, Sectors, and Service Lines to develop specific strategic initiatives and to ensure proper execution. This includes, but is not limited to, common goals, division partnerships, and pod team strategies.
- Ensuring strategic initiatives are promoted through the national account program.
- Promote sharing of "best practices" between NAMs and Pod Teams.
- Assist the DNA in identifying qualified NAM candidates for decentralized National Accounts.
- Assist the DNA with support to NAMs for client, project, and program challenges on decentralized accounts.
- Lead and support the development and completion of SOQs, Vendor Forms, and other key documents for National Accounts with Corporate Marketing.
- Develop and deliver client presentations as part of relationship development and business development activities and / or qualifications and proposal presentation / interview teams.
- Be active / visible in national trade associations related to our national clients / potential clients.
- Assist the DNA in the development of national pricing for clients that meet our financial objectives.
- Work with Sectors, Service Lines, and Operations to expand business through geographies, services lines and sectors; and supporting NAMs to sell services through the lifecycle.
- Drive the importance of leading through safety by our NAMs. Assist in the development of safety action plans for select decentralized accounts and establish goals for a safe working environment. Set the example for others to follow.
Qualifications- Ability and willingness to travel throughout the United States, as necessary.
- Bachelor's degree in technical discipline practices by the Firm including Engineering, Environmental Science or Geology and 15 years' related experience. Or, in lieu of a degree, a minimum of 19 years' related experience.
- Valid driver's license with acceptable violation history.
- Demonstrated experience in growing large, decentralized National Accounts is required.
- Demonstrated experience in working across geographies and service lines within National Accounts.
- Demonstrated experience in influencing peers and superiors to achieve positive results in the absence of a direct reporting obligation.
- Demonstrated experience in leadership development and leading teams.
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