Job Description

Job RequirementsAbout Quest GlobalWe are Quest Global. We are in the business of engineering, but what we are really building is a brighter future. It is not just, what we do, but why we do it that makes us different. We believe engineering has the unique opportunity to solve the problems of today that stand in the way of tomorrow. For 25 years, we have strived to be the most trusted partner for the worldxc3xa2xe2x82xacxe2x84xa2s hardest engineering problems. As a global organization headquartered in Singapore, we live and work in 17 countries, with 56 global delivery centers, driven by 17,500+ extraordinary employees who make the impossible possible every day.xc3x82Quest Global brings deep industry knowledge and digital expertise to deliver end-to-end global product engineering services.xc3x82 We bring together technologies and industries alongside the contributions of diverse individuals and their areas of expertise to solve problems better, faster. This multi-dimensional approach enables us to solve the most important and large-scale challenges across the Aerospace & Defense, Automotive, Energy, Hi-Tech, Healthcare, Medical Devices, Rail, Telecommunication and Semiconductor industries.xc3x82 xc3x82xc3x82ScopeThe Engagement Manager will work with Power & Energy vertical and lead business to bring a focused approach towards addressing customerxc3xa2xe2x82xacxe2x84xa2s needs and strategies. He/she will work closely with Senior Leadership of Quest Global and is responsible for leading and growing the overall relationship, including Revenue and Profit responsibility for this account and managing a team of business development managers.Candidate ProfileThe individual must be familiar with the geography, language & key customers in product engineering space, how it conducts business, its culture and engagement style. We are looking for someone who can identify customer pain points, demonstrate ability in creating long-term customer solutions and bring long-term trusted relationships, maturity, scalability and sustainability.An individual with strong solutions sales, customer relationship development, general management, and P&L management experience in an organization of repute will be successful in this role.Key Responsibilities

• Revenue and Profit Growth. Lead overall effort to grow revenue and profit to emerge as a key strategic partner for account.
• Relationships. Leverage existing customer relationships with accountxc3xa2xe2x82xacxe2x84xa2s engineering influencers and decision makers at both executive and mid-level manager levels. Develop and expand relationships with senior and mid-level customers.
• Account Analysis, Plans and Implementation. Develop and implement in-depth analysis and strategic account planning (Strap) for account to identify key focus areas for growth including account headcount, competitive analysis, customer needs per engineering service area, SWOT, Quest relationship summary and Quest capability gaps. Make key business decisions on what services/solutions to pursue and invest in.
• Unsolicited Campaigns. Identify and lead unsolicited, strategic campaigns to grow the account. Leverage Quest relationships, influence customer decision makers, monitor milestones, track action item progress and lead the campaign proposal effort.
• Solicited Proposals. Lead and manage all solicited proposal responses for all new business services or customers. Develop plans and proposals to realize the revenue target from the account, quarter on quarter.
• Expand to New Locations/ Divisions. Develop and implement plans to enter new geographies or divisions of accounts as per the strategic account plan.
• Customer Communications. Hold quarterly customer reviews, lead/author Account Branding Newsletters and other communications per Quest process.
• Cross Sell and Up Sell. Leverage Quest best practices and from other accounts, to develop and operationalize plans to introduce new services to accounts.
• Annual Budgets and Forecasts. Lead efforts to create annual revenue and expense forecasts as well as monthly rolling revenue forecasts.
• Lead xc3xa2xe2x82xacxcbx9cVirtual Account Groupxc3xa2xe2x82xacxe2x84xa2 (VAG). Lead sales-delivery matrixed team for accounts. Coordinate efforts, hold weekly meetings and lead monthly report out to Quest Sales & Delivery executives.
• Invest Sales Discretionary Funding. Identify, approve, and monitor internal investments for operations support to achieve target growth opportunities.
• Billing Rate Negotiations. Lead efforts to establish rates that leverage value pricing. Includes data gathering, analysis, proactive engagement of customer champions, pricing strategies, competitive positioning, competitor assessment, etc.

Skills and Qualifications

• Deep domain knowledge of the industry, with knowledge of products & lifecycle, engineering & manufacturing processes, major OEMs, major engineering services suppliers, external drivers and funding.
• Strong relationships with senior and mid-level technical managers at accounts
• Account engineering knowledge and complete product life-cycle knowledge including,
• Engineering processes including design, manufacturing, analysis, aftermarket, quality, fielded product support (both software & hardware)
• challenges related to cost, delivery, schedule, or support
• internal funding process including timing, influencers and approvals
• outsourcing processes, funding, upcoming changes and leadership
• Existing major outsourcing suppliers including SWOT and accountsxc3xa2xe2x82xacxe2x84xa2 assessment of respective suppliers
• Strong commercial skills and experience including selling process, negotiating, pricing, costing, discount structures, terms and conditions, sales strategy development, execution and sales proposal development.
• Understanding of relevant/adjacent technologies and competitorxc3xa2xe2x82xacxe2x84xa2s services.
• Experience in authoring complex proposals; experienced in negotiating master service contracts and long-term agreements.
• Experience working with global remote team/ offshore delivery model environment
• Proven ability to grow businesses profitably
• Experience with sales and account management and in developing strategic plans
• Experience leading cross functional teams
• Excellent interpersonal, communication skills, both verbal and written, and ability to communicate effectively at all levels.
• Results driven, high energy, self-motivated, persistent and able to work independently xc3xafxe2x80x9axc2xb7 Decisive, analytical, strategic thinker.

xc3x82 Education

• Bachelorxc3xa2xe2x82xacxe2x84xa2s Degree xc3xa2xe2x82xac Engineering. Masterxc3xa2xe2x82xacxe2x84xa2s degree/MBA xc3xa2xe2x82xac preferred
• Formal training/experience in program management, negotiations and strategic selling

xc3x82 Personality Traits Desired

• Humble & Hungry
• Leadership and Executive Presence
• Excellent interpersonal and communication skills
• Entrepreneurial & global mindset
• Team player & Change Leader

xc3x82

Quest Global