Partner, Account Manager, Chemical Manufacturing (Director Level)

ERM is the world’s largest global pure-play sustainability consultancy, with more than 50 years of market leadership. ERM uses its unique combination of technical depth and commercial acumen to partner with the world’s leading organizations, creating innovative solutions to sustainability challenges and unlocking commercial opportunities that meet the needs of today while preserving opportunity for future generations.

With over 7,500 employees worldwide operating from 160 offices in 40 countries, ERM is unmatched in its ability to operationalize sustainability across the business lifecycle and at all levels of an organization, which we call our boots to boardroom approach.

Backed by KKR, one of the largest private market investors, and informed by deep sector and technical expertise, ERM deploys proven, integrated approaches that meet our clients’ most pressing sustainability needs and address day-to-day EHS and ESG imperatives.

THE OPPORTUNITY

ERM is working extensively with the world’s leading mining and metals companies. As the demand for critical minerals continues, ERM is working with clients to embed sustainability across the integrated value chain and the wider ecosystem.

At this time in the energy transition, battery producers in particular are looking to near-source their supply chain including the raw materials from mining, through Mergers and Acquisitions, exploration and developing new mines.

We are seeing to hire a Partner-level role in North America to serve as the regional Account Manager for one of our key clients in the Chemical and Energy Storage (lithium) sector.

The candidate will act as the main point of contact across multiple workstreams and will play a pivotal role in building relationships across the client organization to generate sales and a pipeline of opportunities with this global company.

The role is part of a team of business leaders in North America that collaborate across Industries and Services. Regional commercial leadership is connected to global teams as we focus on growing our impact across our key client program.

The candidate will be expected to build on existing teamwork within ERM and build new trusted client relationships. The candidate will help support a shift to programmatic growth that maximizes value to the client, commercial impact, and our purpose to shape a sustainable future with the world’s leading organizations.

The candidate will be supported by a diverse team of Subject Matter Experts who are leaders in their field.

Experience across the chemical and / or sustainable battery value chain is preferred; but more important is the commercial drive and acumen to build the Account with the client and our teams.

This is a hybrid role with both on-site and remote working opportunities. Some travel to client offices and sites is anticipated.

Preferred locations : Charlotte, NC; Eastern US; Eastern Canada

This is an exciting opportunity to shape a sustainable future with some of the most innovative companies that are underpinning the energy transition through integrated battery value chains.

A career as an ERM Partner is unique and our partnership model offers unparalleled opportunities for leaders with ambition, vision, and proven expertise, providing :

• Meaningful equity ownership with significant financial rewards.
• An opportunity to shape, inform and contribute to key decisions, including the overall strategic direction of our organization (in general) and the direction of the account through multiple service lines (in particular).
• Ability to provide thought leadership on a wide range of technical and business issues affecting our core markets.
• A platform to leverage ERM’s technical depth and credibility, as well as its exposure to the supply and demand side of carbon markets, to enable the energy transition and to further drive our growth.

Profile Summary

Work closely with ERM’s Global Industry Leader, Business Unit Managing Partners and local Partners to manage and expand ERM’s business with the Key Client across all global operations throughout the integrated value chain.

The objective is to build and deliver the Key Client’s holistic growth strategy, proactively pursuing the full breadth of growth levers to accelerate Account growth in alignment with ERM’s strategy and purpose.

This role is accountable for delivery of sales and net revenue for the Account budget across all ERM regions and services, contract compliance and stewardship, and will build a global team around the client, harnessing the collective knowledge, ideas and passion of ERMers to create a motivated and connected global Key Client team and expand our commercial footprint.

• Primary focus on leading the Account development, sales, and delivery of the full spectrum of ERM’s consulting services to deliver strategic value to meet the needs of the Key Client, including : Corporate sustainability and climate changeMergers & acquisitionsCapital project deliveryLow carbon economy transitionOperational performanceEHS management & complianceLiability portfolio management & remediationSafety servicesDigital product and servicesProduct stewardship
• Implementing ERM’s Client Excellence approach, actively develop commercial strategies to pursue and win new business opportunities that result in significant client impact and ERM revenue growth with the Key Client organization.

Provide business value at each level of the Key Client organization. Consistently identify, support and manage the client needs and expectations, raising the awareness of and profile building of ERM’s capabilities from executive strategy and risk management to facility-specific needs.

Establish the ERM team as a solution-oriented partner within the Key Client organization to identify and explore client needs and provide solutions for the broad spectrum of ERM services.

Develop new client relationships and expand existing relationships by delivering strategic consulting advice, excellent value, and quality service.

Maintain pulse on industry business cycles, prioritize sales efforts toward high-potential, top opportunities and build business resilience for emerging market conditions.

Manage capture efforts utilizing technical understanding and expertise to develop proposals, including written content, pricing, presentations, and contracting.

• Provide, develop, and maintain a robust understanding of the Key Client’s businesses, organization, programs and processes, as well as a comprehensive understanding of those critical business trends that may drive priorities, key needs and those drivers that the Key Client may deem as most valuable.
• Develop strategy and action plans focused on the Key Client’s priority geographies and service needs to facilitate growth in ERM’s business with the Key Client.
• Develop clear, concise business planning and client mapping and facilitate ERM team ownership of and ERM branding within each aspect of the Key Client strategic, tactical and fiscal goals and objectives.
• Personally perform face-to-face engagements with key senior-level individuals (i.e., Executive Management) and Key Client business unit interfaces (face-to-face visits and presentations).
• Ensure that contract access is established (and expanded) for key areas of service and geographies and that contract terms and requirements are identified and maintained.
• Work in a collaborative, cross-functional team environment to build ERM’s global business in alignment with the Global Industry growth plan, as well as to support the Key Client and project teams.
• Play a leadership role within ERM’s Key Client Program and in the industry.
• Build, grow, and manage a high-performance Key Client team, serving as a leader and mentor to Partners and Senior Consultants.

Support a successful Key Client Team in each of the Key Client geographies and / or across key businesses and leveraged (expanded as necessary) and positioned for long-term success of the Account.

Ensure that the Key Client Team works together seamlessly to identify synergies and high value services, and executes those services in a value added manner.

Ensure that the Key Client Team collaborates in a highly successful fashion to include the use of ERM’s Salesforce (including Chatter Groups), Intranet (Minerva), cadence calls / meetings, and interaction with the ERM Services & Innovation team, global Operations and industry-relevant Technical Communities.

Identify emerging talent (internal to ERM and potential external hires) and support each to reach their full potential; ensure rising stars are nurtured, developed and given new areas of responsibility.

Seek opportunities to tech-enable ERM services and accelerate the growth of our digital products within the industry and Key Client Account.

• Contribute to leadership and management of major programs and projects for the Key Client. Understand the Key Client needs and explore innovative, out-of-the box discussions to drive ERM as a trusted partner and strategic thought leader.
• Drive innovation to stay ahead of client needs and to differentiate ERM in the market.
• Deliver year over year material growth, expansion of network and elevation of ERM brand within the client organization, including C-suite.
• Provide hands-on leadership and support for contract negotiations and large proposal efforts.
• Engage the Key Client key stakeholders in periodic reviews of ERM’s service performance and provide feedback to the ERM Client & Industries Team and key ERM stakeholders to ensure continuous service excellence, including supporting accurate scope and schedule and materials requirements of proposal submissions and avoiding and resolving service performance issues.
• Meet business financial targets, overall project budget and schedule, client satisfaction / expectations, and internal and contract requirements.

QUALIFICATIONS :

• BS / MS in engineering, safety, science, business, or related degree.
• 15+ years’ progressive experience with some or all of that time in a consulting environment, with the balance being in industry.
• Role is based in Charlotte, North Carolina with some international travel.
• In-depth understanding of integrated international mining and metals including existing relationships that can be leveraged into new business.
• Demonstrable track record in strategic account management delivering multimillion dollar sales results annually, including successfully winning large and strategic projects and developing trusted advisor relationships within multi-national client organizational structures.
• Business acumen to understand business risk and challenges, and recognize corporate opportunities.
• Strong communication and organization skills; results-oriented and relationship savvy.
• Offer recognized technical expertise and an established reputation in the local marketplace.
• Positive outlook, collaborative, and driven by the success of ERM as a global company.

As the largest global pure play sustainability consultancy, we partner with the world’s leading organizations, creating innovative solutions to sustainability challenges and unlocking commercial opportunities that meet the needs of today while preserving opportunity for future generations.

At ERM we know that creating a diverse, equitable and inclusive work environment is an essential part of making our company a great place to build a career.

We also see our diversity as a strength that helps us create better solutions for our clients. Our diverse team of world-class experts supports clients across the breadth of their organizations to operationalize sustainability, underpinned by our deep technical expertise in addressing their environmental, health, safety, risk and social issues.

We call this capability our boots to boardroom approach for its comprehensive service model that allows ERM to develop strategic and technical solutions that advance objectives on the ground or at the executive level.