Refining and Chemicals Technical Account Manager - Automation
John Wood Group
- Baton Rouge, LA
- Permanent
- Full-time
- Directs and guides the growth, development and delivery performance across projects in assigned customer contracts within Refining and Chemicals sector.
- 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 Refining and Chemicals business growth, in line with Woods strategy.
- Maximizes the long-term customer relationship and commercial return by positioning Wood for contract extensions and renewals.
- Consult on solutions to strategic, contractual, technical, commercial, operational and personnel related challenges which impact on customer service and performance.
- Maintain operational integrity and excellence, tracking and reporting on performance metrics and steering improvements.
- Proactively drives and role models collaboration with other Business Managers, Sub-Business Groups in Digital Consulting, Projects and the broader Wood organization.
- Accountable for maintaining relationships with strategic/key clients (together with Growth & Development) and execution partners and supporting the development of new relationships in line with Wood's strategy.
- 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.
- Maintain operational integrity and excellence, ensuring robust governance, subcontractor management, and performance reporting.
- Work with leadership and peers to improve delivery performance and maximize delivery opportunities throughout wider business where required.
- Develop and implement a focused strategy at customer level, support bid and tender activity as required and assume responsibility for positioning and new growth opportunities.
- Understand 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): ensure 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
- 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 5yrs in commercial / business development / customer account management
- 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.
- Refining and Chemicals Automation experience including:
- Strong DCS, SIS, HMI experience: project detailed design work including configuration, testing, and commissioning experience
- DCS: TDC-3000, Experion PKS, Yokogawa, and/or DeltaV; SIS: Triconex, FSC, Safety Manager
- Background and hands-on experience with systems platforms, operating systems and the interactions between systems, system hardware and architecture.
- Virtualization concept familiarity
- Extensive experience with Front-End Engineering (FEED) phases, implementation, systems testing, start-up and commissioning of automation projects
- Proficient knowledge of project execution best practices
- Proficient knowledge of P&IDs and instrumentation/control equipment
- Working knowledge of Functional Safety processes and deliverables
- Experience with PLC platforms (Allen Bradley) is beneficial but not required
- Results focused with an appetitive 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 towards optimum
- 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
- Customer focused; develops sincere and open relationships with customers, current and potential; listens to customer needs and constantly striving to exceed expectations and add value
- Strong influencer, negotiator and mediator
- Entrepreneurial with ability to identify
- 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
- Critical thinker with problem solving abilities
- Role will have up to 25% travel depending on location/opportunities