Strategic Key Account Manager

Civic Contractors; Christchurch; On-site; NZD 150,000 - 210,000; Full time

Job summary

WasteCo is seeking an accomplished Strategic Key Account Manager to lead the development, growth and management of some of our most strategically important customer relationships and commercial opportunities across New Zealand.

Reporting directly to the Chief Executive Officer and operating as a member of WasteCo Senior Leadership Team, this is a senior commercial leadership role with the opportunity to contribute to customer and market growth, and to WasteCo’s wider business strategy.

Qualifications

• Minimum of 10 years’ experience across strategic account management, government contracting, facilities management, procurement, infrastructure services or related industry.
• Proven success winning and managing large, complex contracts.
• Experience engaging with executive-level stakeholders.
• Strong experience leading major tender submissions and commercial negotiations.
• Proven ability to influence outcomes in government and procurement environments.
• Strong commercial and financial acumen.
• Experience operating across multi-site or national customer environments.
• Demonstrated ability to develop long-term strategic partnerships.
• A relevant tertiary qualification in Business, Commerce, Sales, Marketing, Administration or related discipline is preferred.

Responsibilities

• Develop and execute a national Facilities Management growth strategy.
• Build executive-level relationships with major Facilities Management organisations and identify opportunities to expand WasteCo’s services nationally.
• Develop WasteCo’s engagement and growth strategy across Central Government, government agencies, local government, councils and CCOs.
• Develop and maintain a strong pipeline of government procurement and tender opportunities.
• Identify regional collection, transfer station, resource recovery and municipal waste opportunities.
• Own strategic account plans and develop trusted executive relationships with key customers.
• Lead major tender pursuits, strategic proposals, contract negotiations, renewals and expansion opportunities.
• Ensure proposals are commercially viable and operationally deliverable.
• Identify emerging market opportunities and build strategic industry and government relationships.
• Provide market intelligence and customer insights to the Senior Leadership Team.
• Champion WasteCo’s safety-first culture and ensure HSE considerations are embedded in commercial activities.

Skills

Strategic account management

Business development

Government contracting

Facilities management

Procurement

Infrastructure services

Waste management

Education

Tertiary qualification in Business, Commerce, Sales, Marketing or related discipline

Job description

Strategic Key Account Manager

Government, Facilities Management & Council contracts

• Senior Leadership Team opportunity, reporting directly to the CEO


• Drive strategic growth across Government, Facilities Management and council contracts


• Lead major tenders, complex commercial negotiations and high-value strategic customer relationships


• Shape national growth opportunities and contribute to WasteCo’s broader business strategy

Help shape WasteCo’s next phase of national growth.

WasteCo is seeking an accomplished Strategic Key Account Manager to lead the development, growth and management of some of our most strategically important customer relationships and commercial opportunities across New Zealand.

Reporting directly to the Chief Executive Officer and operating as a member of the WasteCo Senior Leadership Team, this is a senior commercial leadership role with the opportunity to contribute not only to customer and market growth, but also to WasteCo’s wider business strategy.

The role has a clear focus across three strategic growth areas: Facilities Management, Government and Council contracts, and Regional Waste Infrastructure and Residential Collection growth.

What you’ll be responsible for

• Develop and execute a national Facilities Management growth strategy.


• Build executive-level relationships with major Facilities Management organisations and identify opportunities to expand WasteCo’s services nationally.


• Develop WasteCo’s engagement and growth strategy across Central Government, government agencies, local government, councils and CCOs.


• Develop and maintain a strong pipeline of government procurement and tender opportunities.


• Identify regional collection, transfer station, resource recovery and municipal waste opportunities.


• Own strategic account plans and develop trusted executive relationships with key customers.


• Lead major tender pursuits, strategic proposals, contract negotiations, renewals and expansion opportunities.


• Ensure proposals are commercially viable and operationally deliverable.


• Identify emerging market opportunities and build strategic industry and government relationships.


• Provide market intelligence and customer insights to the Senior Leadership Team.


• Champion WasteCo’s safety-first culture and ensure HSE considerations are embedded in commercial activities.

What you’ll bring

This is a national role, requiring an experienced commercial leader who can operate credibly with senior stakeholders while identifying opportunities and turning them into sustainable business outcomes.

You will bring:

• A minimum of 10 years’ experience across strategic account management, business development, government contracting, facilities management, procurement, infrastructure services, waste management or a related industry.


• Demonstrated success winning and managing large, complex contracts.


• Experience engaging with executive-level stakeholders.


• Strong experience leading major tender submissions and commercial negotiations.


• Proven ability to influence outcomes in government and procurement environments.


• Strong commercial and financial acumen.


• Experience operating across multi-site or national customer environments.


• A demonstrated ability to develop long-term strategic partnerships.


• A relevant tertiary qualification in Business, Commerce, Sales, Marketing, Administration or a related discipline is preferred.

Ready to make an impact?

You will be a strategic thinker with a strong growth mindset and the executive presence to build credibility at senior levels. You will be commercially focused, accountable and action-oriented, with strong negotiation, influencing and relationship-building capability.

You’ll be comfortable operating autonomously while working collaboratively with leaders across the business. Resilience, sound judgement, adaptability and a strong commitment to safety, accountability and execution will be important to your success.