Job Location: Ontario - Toronto
Job Number: 00426347 00426347_en
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Our Resources Operating Group serves the chemicals, energy, forest products and building materials, metals, mining, and utilities industries. With market conditions driving energy companies to seek new ways of creating value for shareholders, deregulation and climate change fundamentally reforming the utilities industry and yielding cross-border opportunities, and an intensive focus on productivity and portfolio management in the chemicals industry, we are working with clients to create innovative solutions that are designed to help them differentiate themselves in the marketplace and gain competitive advantage.
The Resources Account Executive Lead - Mining job entails developing and directing the sales efforts for new client target acquisition and/or directing the efforts to ensure execution of sales strategies geared toward protecting and growing business with existing clients. Typical sales targets start at $15 million up to $50 million.
Account Executive Leads act as influencers and experts, building Accenture Application Services business across a client to drive high performance. They drive incremental sales on existing assigned accounts to include but not limited to testing, factory development, project control services or other Application Services businesses. They build and deepen relationships to expand work in new areas of the business helping their clients to see the possibility of the future through differentiated offerings and services.
Key areas of responsibility include:
Sales: Developing, Validating, qualifying, and closing Services, Technology and Operations opportunities to North American Mining, Chemicals & Natural Resources companies. Understanding and presenting the entire Accenture services and solution portfolio.
Relationship Development: Develop and leverage existing relationships with potential buyers through personal meetings, presentations, speaking engagements, business networking, telephone calls, personal emails, personal mailings, business forums, direct marketing, and/or other business or social outings. When identifying new leads outside assigned target clients, work with appropriate parties to determine best Sales Leadership decision, transition lead to other party as appropriate.
Client Demand Stimulation and Opportunity Generation: Identify specific sales opportunities within existing and prospective clients. Work with client's team to determine requirements and/or specifications, build client value proposition and shape the deal; using appropriate sales processes and tools, determine and recommend through the appropriate New Business Meetings/forums which opportunities to pursue and obtain Business Development (BD) funding and support. Engage in activities focused at generating client awareness of the firm and/or demand for its Services (may include developing/sending promotional materials, presenting in business forums, charitable activities, business associations, etc.).
Sales Process Leadership: Lead Sales Process for specific approved opportunities, complying with internal sales stage entry/exit requirements. Working with Operating Group leadership, form and lead the opportunity pursuit team through the sales process, performing constant re-qualification of the opportunity while assuring adequate financial control of BD spend; Construct and execute opportunity plan, including win themes, win tactics & action plan, relationship plan, and price-to-win; Review solution plans, cost models and written proposals as appropriate to ensure alignment with sales strategy, win themes, and price-to-win; Establish and maintain qualified sales pipeline of a minimum of 3X annual sales target.
Professional Skill Requirements:
It is currently our objective to assign our people to work near where they live. However, given the nature of our business and our need to serve our clients our employees must be available to travel when needed.
Accenture does not discriminate on the basis of race, religion, color, sex, age, non-disqualifying physical or mental disability, national origin, sexual orientation, gender identity or expression, or any other basis covered by local law. Accenture is committed to providing employment opportunities to current or former members of the armed forces.
We are committed to employment equity. We encourage all people, including women, visible minorities, persons with disabilities and persons of aboriginal descent to apply.
Accenture is a leading global professional services company, providing a broad range of services and solutions in strategy, consulting, digital, technology and operations. Combining unmatched experience and specialized skills across more than 40 industries and all business functions – underpinned by the world’s largest delivery network – Accenture works at the intersection of business and technology to help clients improve their performance and create sustainable value for their stakeholders. With approximately 384,000 people serving clients in more than 120 countries, Accenture drives innovation to improve the way the world works and lives. Visit us at www.accenture.com
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