Account Management Lead

Location(s): UK, Europe & Africa : UK : London

BAE Systems Digital Intelligence is home to 4,500 digital, cyber and intelligence experts. We work collaboratively across 10 countries to collect, connect and understand complex data, so that governments, nation states, armed forces and commercial businesses can unlock digital advantage in the most demanding environments.

An exciting opportunity for a customer facing, proactive and emotionally intelligent Account Manager is now available in National Security to support the day to day account management activities for a secure government customer.

We are a specialist, diverse part of BAE Systems. We are proud to support UK National Law Enforcement Agencies in the fight against Serious and Organised Crime (SOC). We design, develop, deploy and support critical technology solutions that provide powerful intelligence, and help our customers transform their most sensitive operational departments. We work hard and often go the extra mile but we recognise peoples efforts and that everyone has a life outside of work. We encourage people to speak up if they want to rotate to a new project in support of career development, or just even to face a new challenge. Our breadth across the UK Government and Law Enforcement sectors provide diverse opportunitites for our people to develop their careers in new areas of expertise with new clients.

Account Management Responsibilities:

• Responsible for leading small pieces of specialist work, as well as being the owner for certain Account Management activities, process and governance.
• Working closely with delivery and consulting leads to process Statements of Works and cost models, following internal bid compliance processes.
• Support the lead Account Manager in developing and qualifying opportunities and will lead some opportunities independently.
• Support the Lead Account Manager in managing all aspects of customer satisfaction, sales, delivery and financial performance.

The role holder:

• Works with a broader account team to contribute to strategy for the management of the account.
• Builds opportunities for account growth in line with strategy and creates improved customer satisfaction through implementation of best practices.
• Meets individual objectives in line with the profit and loss plan and drives personal Order Intake (OI).
• Drives account profit and loss including achieving revenue goals and profitability targets.
• Owns all sales opportunities for the entire sales lifecycle and is accountable for the accuracy of sales data and forecast in Salesforce.
• Acts and makes informed decisions based on data against key metrics. Ensures that metrics are in place to measure outcomes. Ensures appropriate financial structure and oversees the use of resources.
• Ensures and drives responsiveness to customers and identifies areas for improvements in service, staffing and operations that will increase customer satisfaction.
• Maintains open communication between employees and management, with direct intervention as appropriate.

Area of Impact:

• Supporting delivering IBP targets and strategy. Noting these targets are relatively lower in comparison to others in the business. May be given ownership of particular opportunities as part of development
• Owning and delivering IBP targets and strategy. Noting these targets are relatively lower in comparison to others in the business
• Influence through make/buy decisions, strategy, partnering etc.

Nature of Impact:

• Accountable and responsible for quality and timely delivery of own work, and for quality of creative solutions given to the businesses
• Check point with supervisor
• Direct impact on their immediate team
• Ability to produce high quality work to deadlines essential
• Accuracy and attention to detail important
• Solutions are external and internal
• Shaping and sometimes leading lower value activity across the business area and has occasional contribution to strategic decisions
• Business by influencing decisions through advice, counsel or facilitating a service to others (limited by area of business impacted)
• The majority of the business/opportunities this role be developing will be transactional, and result in quoting rather than a formal bid procurement process. However, this role will also work on high value opportunities.

Functional Knowledge:

• Able to lead specific Account Management activity and manage the activity through to delivery
• Support provided to routine tasks that are assigned to the team
• Works on own initiative with responsibility for delivery
• Takes ownership for own tasks and liaises with supervisor if required
• Understands own role, and how they sit in organisation
• Can apply practical Account Management solutions to any area of the business
• Awareness of latest Account Management/Sales best practice techniques
• Good understanding of latest Account Management/Sales best practice techniques
• Good Business Winning experience and a very good understanding of business winning behaviours, processes, procedures and industry best practice.
• Very good experience in identifying, creating and developing new opportunities from existing Accounts and driving growth
• Good experience of engaging senior stakeholders, particularly customers, and the ability to build mutually beneficial relationships
• Good experience with government defence acquisition agencies, both UK and international would be beneficial but not essential
• Requires a very good understanding and knowledge of the area in which the role operates, with a high of level experience of working in Account Management and the area of specialism or complimentary area of specialism
• Very good understanding of business winning environment
  

Business Expertise:

• Knowledge of the area and how the area reaches its objectives.
• Understand how the team operates and integrate to meet overall objectives
• Continuing to develop knowledge of own business unit and how this relates to wider BAE Systems UK
• Understands the organisation’s strategy
• Has Business Winning experience across multiple types of opportunities/Accounts
• Solid understanding of how the opportunities the business pursues fits into the business strategy
• Good knowledge of BAE Systems products and services.

Problem Solving:

• Ability to solve problems in different ways – some routine judgment in straightforward situations, others more complex.
• Analyses factual information in order to make evaluative judgments to determine the appropriate solution. This can go beyond the defined processes, with an expectation to resolve problems using best practice and previous experience / precedent.
• Ability to produce innovative solutions and provide creative solutions to problems
• They will judge which is the most appropriate and check in with supervisor if in doubt
• To have a proactive approach to solving problems, working with the wider team to develop solutions.
• An ability to understand when to escalate matters for senior input.
• Procedures fully understood and role holder confident in solutionising from these procedures.

Interpersonal Skills:

• Developed communication and diplomacy skills required to communicate sometimes complicated or sensitive information effectively to multiple audiences, including internal / external peers and sometimes at higher levels.
• Prioritising workload with manager and communicating this to internal and external customers as agreed
• Challenging constructively to ensure development of solutions which meet business needs
• Ability to lead others
• Ability to work within a team.

Life at BAE Systems Digital Intelligence

We are embracing Hybrid Working. This means you and your colleagues may be working in different locations, such as from home, another BAE Systems office or client site, some or all of the time, and work might be going on at different times of the day.

By embracing technology, we can interact, collaborate and create together, even when we’re working remotely from one another. Hybrid Working allows for increased flexibility in when and where we work, helping us to balance our work and personal life more effectively, and enhance well-being.

Diversity and inclusion are integral to the success of BAE Systems Digital Intelligence. We are proud to have an organisational culture where employees with varying perspectives, skills, life experiences and backgrounds – the best and brightest minds – can work together to achieve excellence and realise individual and organisational potential.

Division overview: Capabilities

At BAE Systems Digital Intelligence, we pride ourselves in being a leader in the cyber defence industry, and Capabilities is the engine that keeps the business moving forward. It is the largest area of Digital Intelligence, containing our Engineering, Consulting and Project Management teams that design and implement the defence solutions and digital transformation projects that make us a globally recognised brand in both the public and private sector.

As a member of the Capabilities team, you will be creating and managing the solutions that earn us our place in an ever changing digital world. We all have a role to play in defending our clients, and this is yours.