Country: United Kingdom of Great Britain and Northern Ireland
Closing date: 07 May 2018
Head of Account Management, Terms of Reference.
Full-Time. Based in London with travel.
Who we are:
Integrity is an international consultancy and ethical service provider. Based on evidence and learning, we help clients and communities to build trust and understanding as the basis for transformative change. We do not advocate: we listen, comprehend and recommend. We help our clients in government, international development and the private sector to succeed in these challenging environments, while building trust with and giving voice to local people. Our access and trust at a community level, combined with our global perspectives, produce powerful recommendations and deliver positive and sustainable change.
Headquartered in London, Integrity operates regional offices in Lebanon, Turkey, Jordan and Kenya. Our multi-national team of over 50 specialists has extensive experience of delivering complex programmes in fragile geographies across Africa, Asia and the Middle East.
We deliver five key services: project management and implementation / monitoring, evaluation and learning / research, evidence and analysis / stakeholder engagement / capacity development.
Further information about Integrity can be found at www.integrityglobal.com.
Scope of work:
The Head of Account Management is a senior management position within Integrity’s Business Directorate. The role offers an experienced development sector professional the chance to develop the Directorate at a strategic level together with Director Business and Head of Business Development, leading on execution of the global account management strategy and supporting the Directorate’s other key functions of business development, consultant management and marketing and communications.
The Head of Account Management will report directly to Integrity’s Director Business while managing relevant team members as required. The position is London-based with international travel.
Terms of Reference:
The Head of Account Management is responsible for the execution of Integrity’s global account management strategy and management of key members of the business team. The role requires a mature yet creative and energetic individual with strong relationship-building, bid-management, proposal-writing, negotiation and people skills. The right individual would combine the drive to compete for and win large-scale and complex contracts with the emotional intelligence needed to build a network of strong relationships with key government clients and contracts and lead a loyal and motivated team.
Working in close coordination with Director Business, Head of Business Development and Integrity’s wider team in the UK, Kenya, Lebanon and Jordan:
A. Account Management (25%)
- Lead the design and execution of a global account management strategy with a particular focus on relevant UK and US government departments and the ecosystem of contractors working to them.
- Oversee and evolve our global account management system and processes including the production, training and uptake of Standard Operating Procedure 2 (SOP2).
- Coordinate and improve company-wide account management including training, mentoring and support to the wider team.
- Manage and develop key client accounts, relationships and networks in London and further afield.
- Negotiate access to key consortia for new work and build the right consortia for contracts delivered by Integrity as prime.
B. Business Development (30%)
- Oversee and deliver best-of-sector bid processes including pre-positioning, thought-leadership, client-outreach, competitor mapping, consortium selection, brand and messaging, technical and commercial proposals and project teaming (SOP1).
- Play a key role in the execution of our global business development strategy.
- Contribute to the achievement of company-wide financial targets by winning, negotiating and taking to contract the right mix of work opportunities.
- Support the generation of a technically relevant, financially attractive and secure pipeline of future work across a diverse range of clients, geographies, services and thematics.
- Support and build capacity company-wide on commercial tenders and complex contractual negotiations with a multitude of clients including UK, US and/or EU government clients.
- Ensure an optimal transition of newly-won work to the programme delivery teams.
- Provide input in lesson learning and failure / success analysis to evolve and improve our win rate and the technical and commercial suitability of our proposals.
C. Consultant Management (15%)
- Support company-wide identification, recruitment and relationship-management of best-of-sector project consultants, including dynamic and responsive teaming processes on key proposals.
- Support company-wide uptake of our global consultant management system and processes (SOP3), including consultant feedback and performance analysis.
- Support the development, capture and use of regional and national consultant databases.
D. Marketing and Communications (10%)
- Develop and oversee a nuanced companywide marketing and communications strategy in line with our company brand and messaging and SOP 4.
- Oversee the development of key marketing materials reflecting our technical, geographic and thematic capabilities, offerings and achievements.
- Oversee the design and delivery of key Integrity events and participation in wider market events that catalyse and develop key client relationships and new work opportunities.
E. Business Management and Coordination (10%)
- Manage parts of the London-based business team, and other team members as required.
- Participate in the company’s Management Committees, which are responsible for company direction, coordination and feedback to ensure effective strategic and operational management.
F. Project Delivery (10%)
- Develop close working relationship with Directorate Services through selected delivery including Project Directorships.
Languages:
- Written and oral fluency in English required.
- French and/or Arabic and/or Spanish and/or Mandarin an advantage.
Competencies:
- Company institutional development – contributes to the strategic development of the organisation.
- Inspiration – drive for change and improvement, not accepting the status quo.
- A trusting and empowering approach to mentoring and managing colleagues.
- Personal commitment, flexibility and efficiency.
How to apply:
If you are interested in applying for this position, please complete the application form at www.integrityglobal.com/apply and attach a CV and Cover Letter at the bottom of your application.
Closing date for applications: 7 May 2018
Please be advised that only shortlisted applicants will be contacted.
Candidates must have the right to work in the UK.
Integrity is an equal opportunities employer. And positively encourages applications from suitably qualified and eligible candidates regardless of sex, race, disability, age, sexual orientation, gender reassignment, religion or belief, marital status, or pregnancy and maternity. We will respect your confidentiality and abide by UK data protection laws.