Business Title Client Executive
Location KS-Overland Park
Requisition Number 7888BR
Employee Type Full Time
Percent of Travel Required 76 and Above
Visa Sponsorship Available? Yes
Relocation Available? No
Division Marketing Statement Black & Veatch Management Consulting (BVMC) is selectively expanding within one of the world’s most respected engineering, consulting and construction management firms. We seek a Client Executive professional to join more than 250 consultants, regulatory policy advisors, technology specialists, and internationally respected subject matter experts. This individual will serve as the B&V Management Consulting Strategic Client Executive for a select client base across and within a US region, engaged in client management strategies related to selling B&V management consulting service offerings.
The B&V Management Consulting group provides consulting offerings in strategy, finance & markets, regulatory support and compliance, customer engagement, intelligent infrastructure, and asset management. Primary focus of consulting offerings is to private and investor-owned energy companies, independent power producers, municipalities, and government agencies.
Primary Purpose Responsible for the development of new business on B&V Management Consulting opportunities and projects within the assigned region. Initiates, cultivates, and maintains relationships throughout assigned strategic clients, and at the most senior levels in Client’s organizations. Works closely with Business Line Leads and Department Heads to identify, create, and win new projects or expand the scope of existing projects that meet the Division’s financial, strategic and technical goals. Consults and coordinates with Business Line Leads and Subject Matter Experts to ensure delivery of our work product to the Client’s satisfaction. Mentors Seller-Doers in key aspects of team selling and client relationship management.
Principal Duties and Responsibilities • Develops and maintains strong professional relationships with clients to foster business development initiatives.
• Gathers information regarding prospective work and the Client’s measures for project success, shares information with the local team, and actively pursues viable opportunities and projects.
• Leads strategic client relationship team in development of the strategy for winning new work.
• In response to Requests for Qualifications (RFQ’s), Requests for Proposals (RFP’s), and other client presentations and interviews, ensures proposal/presentation team has been formed as required. Makes certain presentation materials are responsive to client’s needs, clearly presents the desired message and value proposition, uses appropriate presentation style, and is completed on a timely basis.
• Reviews with the Business Line Leads the detailed scope of work and budgets for the project that may be included in a proposal or as part of contract negotiations.
• Attends and participates in presentations to and/or interviews with prospective clients, as requested.
• On a monthly basis, or as required, reports marketing efforts including wins and losses and debriefing information to VP of Sales for B&V Management Consulting.
• Once project has been awarded, attends applicable client board/council meetings and dedication activities, meets with Business Line Leads to stay apprised of project activities, reviews Client’s project review comments and success parameters, and verifies Client’s concerns are addressed.
• Works with the Business Line Leads to advise the Client of any potential impacts that may affect the Client’s success parameters for the project, as requested; maintains contact with the Client at senior levels to monitor and assess satisfaction with the B&V work product.
• Evaluates risks and rewards that come from project pursuit activities, and manages activities to minimize risk.
• Supports all corporate initiatives which includes, but is not limited to, safety, quality, and value creation.
• Supports the Market Leadership Initiative by leading, as requested, company strategies through direct involvement in sales, strategic positioning, client development, client management, market intelligence, and competitor intelligence.
• Provides account plans and actively uses eCRM system for relevant client relationship management.
• Works and coordinates like client sales & marketing initiatives with counterparts in Black & Veatch Energy, Water, and Telecom Divisions.
Minimum Qualifications Education: Bachelor’s degree in related field. Masters or doctorate degree in related field preferred with 20+ years experience in related field. 5 years experience within a client or comparable organization.
Experience: 15 years of progressively responsible experience in related field. 10 years of progressively responsible experience in consulting practice operations.
Preferred Job Qualifications Ability to lead, guide, and mentor team of professionals to create collaboration
Excellent communication and inter-personal skills
Ability to interface with multiple offices and cultures
Ability to think strategically and create persuasive message
Understanding of budgets and financial and performance metrics
Ability to forecast
Self starter and ability to make decisions independently
Verbal and written communication skills, including presentations
Ability to meet deadlines and be flexible to multiple demands of project teams and shifting priorities
Comprehensive understanding of the Utility Management Consulting industry; ability to maintain effective relationships with key clients at all levels of the organization.
Problem solving skills
Leadership skills
• Experience in Management Consulting Sales and/or Business Development activities related to the Utility/Energy industry preferred.
