Client Partner - Rail

About Quest Global

We 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 28 years, we have strived to be the most trusted partner for the world’s hardest engineering problems. As a global organization headquartered in Singapore, we live and work in 18 countries, with 93 global delivery centers, driven by 22,000+ extraordinary employees who make the impossible possible every day.

Quest Global brings deep industry knowledge and digital expertise to deliver end-to-end global product engineering services. We bring together technologies and industries alongside the contributions of diverse individuals and their areas of expertise to solve problems better, and faster. This multi-dimensional approach enables us to solve the most important and large-scale challenges across the Aerospace & Defense, Automotive, Energy, Hi-Tech, MedTech & Healthcare, Rail, Semiconductor and Telecommunication industries.

Position Overview

Position Title: Client Partner – Rail

Reports to: Global Business Head - Transportation

Location: Paris, France

The Client Partner will head the Virtual Business Unit (VBU) for one of the key customers in the Rail vertical at Quest Global and bring a focused approach to addressing this portfolio’s customer needs and strategies. The initial focus will be on enhancing the partnership with a key customer in the Rail segment and then entering and scaling adjacent businesses.

The Client Partner (CP) will work closely with the leadership team of Quest Global and is responsible for leading and growing the overall world-wide relationship with the account, including Revenue and Profit responsibility for the global team supporting the must-have accounts and managing a team of Engagement Managers.

Candidate Profile

The individual must be familiar with the geography, language, & key customers in the Rail Transportation 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 solution sales, customer relationship development, general management, and P&L management experience in an organization of repute will be successful in this role.

Key Responsibilities

Account Ownership

• Own Quest Global's revenue & profit targets for your account in the Rail industry.
• Participation in Account Strategy for development/implementation of the overall account-level strategic plan.
• Develop in-depth analysis and implement strategic account planning (StrAP) for the account to identify key focus areas for growth including account headcount, competitive analysis, customer needs per engineering service area, SWOT, Quest Global relationship summary, and Quest Global capability gaps.
• Make key business decisions on what services/solutions to pursue and invest.
• Understand Quest Global’s value proposition and differentiators. Collaborate with leadership to enhance these from the perspective of current and future clients.
• Adapting to Change – Flexibility and leadership to take on other duties as assigned.

Fostering Relationships

• Leverage existing customer relationships with the account’s engineering influencers and decision-makers at both executive and mid-level manager levels. Develop and expand relationships with senior and mid-level customers.
• Customer Communication: Hold quarterly customer reviews, lead/author Account Branding Newsletters, and other communications per Quest Global’s processes.

Acquiring Business

• As a leader of the team, you will be responsible for the activities in the sales cycle from qualifying an opportunity to defining deliverables and performance targets, maintaining relationships, interfacing between customer and delivery team, and ensuring the quality of the deliverable meets expectations.
• Support large business deal campaigns. This includes the entire cycle from need identification, customer contact, proposal development, support in defining organizational systems, processes and deliverables to win proposals, implementation and handover to the delivery team.
• Unsolicited Campaigns: Identify and lead unsolicited, strategic campaigns to grow the account.
• Leverage Quest Global’s 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 to quarter.
• Expand business to new locations/divisions: Develop and implement plans to enter new geographies or divisions of accounts as per the strategic account plan.
• Cross Sell and Up Sell: Leverage Quest Global’s best practices and support from other accounts, to develop and operationalize plans to introduce new services to accounts.
• Lead efforts to establish rates not in the Master Service Contract that leverage value pricing, includes data gathering, analysis, proactive engagement of customer champions, pricing strategies, competitive positioning, competitor assessment, etc.

Marketing the Brand

• Develop and support account-based marketing initiatives along with the marketing team.
• Work with the delivery teams to host customers, partners, and clients at Quest Global’s facilities.
• Participate in branding at industry events (trade shows, conferences, and industry associations) and other networking vehicles where activities include interacting with current and potential clients, presenting capability and white papers, lead industry initiatives etc.

Adapting to Change

• Flexibility and leadership to take on other duties as assigned.

Key Requirements

• Deep domain knowledge of the Rail Transportation industry with knowledge of process lifecycle engineering of Rolling Stock or Signaling, major engineering services & suppliers, external drivers and funding mechanisms, etc.
• Ability to build and maintain strong relationships with senior and mid-level technical leads, business leaders, and operations managers.
• Strong technical & commercial skills and experience including development of account offerings and sales strategies, proposal development (negotiating, pricing, costing, discount structures, terms and conditions), contract management, services execution, interface management, and quality delivery.
• Good understanding of relevant/adjacent technologies and competitors’ services.
• Experience working with global remote team / offshore delivery model environment.
• Experience with sales and account management and in developing strategic plans.
• Experience leading cross functional teams.
• Excellent interpersonal and communication skills, both verbal and written; ability to communicate effectively at all levels; easily approaches strangers; superior relationship building; high emotional intelligence; influential; strong desire to collaborate.
• Strategic orientation; analytically driven; decisive; critical thinking and good problem-solving skills.
• Ambition to thrive in a fast-paced sales environment; takes ownership; results driven, high energy, passion to win, self-motivated, persistent; able to work independently; ability to handle multiple demands simultaneously.
• Willingness to travel.