Black & Veatch Sales Director in United States
Business Line:Govt Federal SE
Responsible for the development of new business on traditional and alternative delivery method projects within their assigned region. Initiates, cultivates, and maintains relationships at the most senior levels in Client’s organizations. Works closely with Project Directors to identify, create, and win new projects or expand the scope of existing projects that meet the Division’s financial and technical goals. Consults with Project and Engineering Managers to ensure delivery of our work product to the Client’s satisfaction. Serves as Client Service Manager for regional clients or cluster of strategic clients.
Principal Duties and Responsibilities:
• Supports the budgeting/forecasting process by supplying accurate and timely data for prospects. • Evaluates risks and rewards that come from project pursuit activities, and manages activities to minimize risk. Follows Division Risk Management Committee/Proposal Review Board policies and procedures. Should claims issues arise, either for or against B&V, works diligently in conjunction with the Division Risk Management Team to resolve disputes efficiently and fairly. • Manages overhead activities and seeks to minimize cost expenditures wherever possible. • Supports the Performance Culture Initiative by serving as development leader, supervisor, and mentor for professionals throughout the region. Encourages and regularly reviews the process of setting individual goals, providing regular and annual feedback. • Participates as requested in recruitment of other client services professionals in partnership with Human Resources and the Regional Director of Client Services. • 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. • 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 projects. • Leads the local team in development of the strategy for winning new work. • In coordination with Project Directors ensures business pursuit decisions are made on prospects in a timely manner in accordance with the Divisional review policy. • 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, uses appropriate presentation style, and is completed on a timely basis. • Reviews with the Project Director 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 • Regional Director of Client Services. • Once project has been awarded, attends applicable client board/council meetings and dedication activities, meets with Project Director 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 Project Director 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." • Acts in capacity of a “lead person”. Does not have management responsibility for the people to whom they provide work direction. List positions receiving direction: Regional Pursuit Managers-Water
Bachelor’s Degree in Engineering, Business, or Marketing required. 10 + years related experience with major pursuit activities. 2 + years global pursuit experience in industry. All applicants must be able to complete pre-employment onboarding requirements (if selected) which may include any/all of the following: criminal/civil background check, drug screen, and motor vehicle records search, in compliance with any applicable laws and regulations.
Preferred Job Qualifications:
Master’s Degree preferred. Competencies: • 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 Water industry; ability to maintain effective relationships with key clients • Problem solving skills • Leadership skills
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