hive-autonomy - Strategic Account Manager
Requirements
• You have run a multi-site or multi-country programme, either on the vendor side or as the customer's programme owner. • You have owned a number on an account: revenue, margin or a rollout target. • Experience building business cases and working with both executive teams and site operations. • Industrial context: construction, quarrying, mining, building materials, infrastructure or process industry. • Highly structured, and comfortable owning the details over a long programme. • You have told a customer no on scope, price or date, and kept the relationship. • A life situation that allows heavy travel in the UK and Europe. • Right to work in the UK. • Strongly Preferred • Operations or strategy consulting experience with industrial or infrastructure clients. • Experience from a large construction or building materials company. • French or German.
Responsibilities
• Own the rollout plan • Build the site by site rollout plan with the customer's executive sponsor. • Sequence the rollout against what Hive can actually deliver, and defend that sequence to the customer and internally. • Get each site to yes on its own numbers. • Build the business case per site • Set the commercial terms per site inside the frame agreement: KPI thresholds, scaling estimates, exit criteria and pricing. • Find the value beyond labour cost, such as pit design, shift patterns and production planning, and build the case the plant director takes to their board. • Run the relationship • Keep the stakeholder map current in every country, from the group executive sponsor to the site supervisor. • Run the governance: monthly with the customer's programme owner, quarterly with their executive sponsor, weekly with Hive's Delivery lead. • Hand each site over to Delivery once it is scoped, then move to the next. • Build the model • Carry customer requests into Product and Engineering, and push back on the ones that are not worth building. • Document how Hive runs a global account, and hand it to the person who takes the next one. • You want to recommend and move on. Site 40 in year three is part of the job. • You need a delivery organisation that hits every date. Ours is young, and you will be the one explaining a slip to the customer. • You want a pure sales role. Landing new logos belongs to the Account Executives. • What Success Looks Like • The first sites are past pilot, in contract and running, and the next batch is commercially ready before Delivery gets there. • The customer's executive sponsor holds a written rollout plan with dates and KPIs, and treats it as theirs. • Every site that went live did so on terms that make money for Hive. • Hive has a documented way of running a global account, in use on the second one.
Apply in one click
Upload My Resume
Drop here or click to browse · Tap to choose · PDF, DOCX, DOC, RTF, TXT