JOB DESCRIPTION
Wood is recruiting for a Digital Integration Technical Account Manager.
The position is based in our offices in Houston, TX on a Hybrid basis with regular travel throughout the region as required.
Authorization to work in the US without sponsorship from Wood is required.
Reporting to the Business Manager of Digital Integration within the System Integration business, the Digital Integration Technical Account Manager will be accountable for Automation and Controls business growth and delivery in multiple industry verticals. This role will directly support growth targets for the rapidly expanding Digital Integration team within the top-ranked Systems Integration - Americas business.
Develop and implement innovative business strategies, comprehensive account plans, and robust marketing and sales enablement initiatives to achieve and exceed success metrics. Leverage deep technical expertise in niche areas and a broad understanding of the Operational Technology (OT) domain to become a trusted success partner for clients. Drive the expansion of Wood's consulting portfolio and business volume in specialized OT areas. Collaborate seamlessly with the wider Digital Consulting organization to deliver end-to-end solutions that meet and exceed client expectations.
Join a culture of innovation, pushing the boundaries of what is possible to seek the best solutions for our clients. Remarkable people, trusted by clients to design and advance the world.
Key Objectives
- Directs and guides the growth, development and delivery performance across projects in assigned customer contracts within Digital Integration
- Ensures project teams are working to the highest possible standards of integrity, safety, quality and performance excellence
- Works with functional managers, project managers and staffing function to ensure customer projects are appropriately staffed, influencing key / strategic hiring as needed
- Develops and delivers business plans in support of Digital Integration business growth, in line with Wood's strategy
- Maximizes long-term customer relationship and commercial return by positioning Wood for contract extensions and renewals
- Consults on solutions to strategic, contractual, technical, commercial, operational and personnel related challenges that impact customer service and performance
- Maintains operational integrity and excellence, tracking and reporting performance metrics and steering improvements
- Proactively drives and role models collaboration with other Technical Account Managers, Business Managers, Sub-Business Groups within Digital Consulting, Projects and the broader Wood organization
- Accountable for maintaining relationships with strategic / key clients (together with the Growth & Development team) and execution partners, and supporting the development of new relationships in line with Wood's strategy
RESPONSIBILITIES
Key Accountabilities
- Accountable for delivery of contract performance directly focusing on assigned customer contract(s). Typical budgeted revenue targets are set per year (varies by economics, maturity of business, end market trends)
- Responsible for key clients and/ or more complex projects (i.e., clients with strategic requirements or higher revenue and/ or headcount)
- Develops and delivers a robust business plan, whilst driving and supporting corporate initiatives, ensuring company values are at the core of all activities.
- Accountable for maintaining positive customer relationship, fostering, and enhancing relationship management with open, honest, and effective communications.
- Negotiates changes to contract scope or terms with the customer. Follows Change Management process to identify and approve scope, cost and schedule and manages risks.
- Maintains operational integrity and excellence, ensuring robust governance, subcontractor management, and performance reporting
- Works with leadership and peers to improve delivery performance and maximize delivery opportunities throughout wider business where required.
- Develops and implements a focused strategy at customer level, supports bid and tender activity as required and assumes responsibility for positioning and new growth opportunities.
- Understands customer needs beyond the immediate scope and introducing other Wood services to the Customer to grow the overall scope for Wood and add value to the Customer/Asset.
- Ownership of HSSEA matters across customer contract(s): ensures HSSEA values are always delivered and adhered to, continuously influencing and personally role modelling safety behavioral values.
- Is a champion and role model for ethical behavior and compliance with applicable laws and policies.
- Supports the development and growth of people assigned to end-market/ customer contract teams, including supporting and allowing development opportunities outside of assigned market/contract(s)
- Supports recruitment, selection, and development of talent, ensuring effective performance and capability management, acting as a coach/mentor, and encouraging and supporting open and effective communication to optimize delivery of objectives, maximize team performance and achieve continuous performance improvement.
- Partially billable as a consultant, project manager or technical advisor. Billability percentage is a function of growth/execution priorities.
- Typical KPIs; applicable to end-market / customer contract(s)
- Revenue growth
- Gross Margin improvement
- Project / Program Delivery Excellence
- Pipeline growth (indirect; influence/collaborate with G&D)
- Regular key client engagement
- Customer feedback
- Team development and retention
QUALIFICATIONS
Qualifications:
- University Degree (bachelors or masters) in relevant discipline or equivalent combination of qualifications and experience.
- Track record of successful project/program delivery within relevant industry sectors, end-markets or with known clients.
- Strong technical background with proven commercial/business development experience.
- Following experience preferred:
- Minimum 10 years in technical/ project delivery role in area of automation & systems integration, preferably in Upstream, Midstream or Renewables
- Minimum 5 years in commercial/ business development/ customer account management
- Demonstrated thought leadership in niche OT Consulting areas through participation in industry forums, conferences, events, committees and joint industry partnerships
- Experience delivering operations, consulting & project scopes for top tier clients
- Broad and deep understanding of an applicable industry and strong networking and relationship building capability
- Proven experience of building and maintaining key client relationships or end-market growth
- Strong team building skills; motivating people, proactively enabling cross functional best practice
- The ability to influence and challenge others to behave in ways consistent with the interest of the organization
- Ability to steer and implement change programs.
- Strong project execution experience for FEED, Detailed Design and Execution phases for greenfield and brownfield projects including configuration, testing, commissioning and start-up experience
- Background and hands-on experience with multiple control systems platforms (Emerson, Honeywell, Yokogawa, ABB, Schneider, Siemens, Rockwell etc.), operating systems and the interactions between systems, system hardware and architecture.
- Consulting & Project Execution in the following areas:
- OT Cybersecurity
- Open Process Automation
- Digitalization
- Remote / Autonomous Operations
- Proficient knowledge and experience with:
- Project execution best practices for multi-discipline global scope delivery
- Project Design documentation such as standards, specifications, scopes of work, testing procedures, reports, PFDs, P&IDs, Control Narratives, Cause & Effects
- Instrumentation / control equipment specifications
- Results-focused with an appetite for business growth and execution of delivery objectives.
- Safety-focused with an uncompromising approach to risk management. Places the welfare of both internal and customer employees at the top of the agenda.
- Passionately pursues and supports, demonstrates, and embeds company values.
- Strong team builder, listens to needs of team / client, and capable of identifying and adopting best practices to engender a spirit of cooperation and energize people
- Excellent interpersonal and communication skills.
- Pragmatic in approach with ability to balance commerciality with operational excellence.
- Flexible to respond and adapt to changing internal and external customer needs.
- Decisive, with ability to make decisions and follow through, ensuring learnings are incorporated
- Customer focused; develops sincere and open relationships with customers, current and potential; listens to customer needs and constantly strives to exceed expectations and add value
- Strong influencer, negotiator and mediator
- Entrepreneurial with ability to identify opportunities
- A motivated self-starter, who can self-direct when required, able to use own initiative and have autonomy to make appropriate decisions but also know when escalation is required
- Critical thinker with problem solving abilities
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