Company : Black & Veatch Corporation

Req Id : 116704

Opportunity Type : Staff

Relocation eligible : No

Full time/Part time : Full-Time

Project Only Hire : No

Visa Sponsorship Available: No

The Opportunity

As the Client Advisory Partner of Electric & Gas Utilities in Northern California (and broader region if interested), you will have the opportunity to:

• Work with CAMs, Client Segment Leaders, and Enterprise Evolution on Strategic account management, clarity on playbook and client zippering to avoid redundancy and friction with CAMS & Client Segment Leads
• Build relationships with regional leaders and segment leaders, establishing a meeting cadence to understand Regional/Subregional strategy in response to changing market/client needs
• Partner with Enterprise Innovation to ensure investment in new/leading innovative solutions are targeted at our clients' needs/planned growth areas

Develop long-term, profitable business relationships with Tier 1 and Tier 2 Accounts. Act internally as specialist of this account and transparently share necessary information to develop account strategy and value propositions with cross-functional teams to serve the client. Collaborate with BV offered solutions to solve client's complex challenges and needs. Work closely with Enterprise Evolution team sales and marketing teams to position BV effectively in the marketplace. Collaborate to measurably strengthen overall client engagement and bring the voice of the client internally to improve long-term client loyalty.

Key Responsibilities

• Lead IA client engagement activities from opportunity creation to business capture
• Generate and qualify business leads in the region
• Co-develop client strategy working with CAM (segmentation, prioritization, identify key accounts, sales/GTM strategy)
• Co-develop marketing strategy in collaboration with Strategic Growth (thought leadership, industry exp, etc.)
• Accountable for client satisfaction Manage profit and loss for the region
• Monitor industry trends to ensure competitive positioning in the market
• Provide region Account/Client Strategy and oversight
• Identify Strategic, Target and Opportunistic Accounts for the region
• Be the voice of the Account/Client within IA
• Conduct Account/Client Satisfaction Surveys for IA engagements
• Implement strategies that enable the IA to obtain new business sales
• Coordinate with other Market Sectors in pursuit of new business sales for the benefit of the entire company
• Develop and implement the strategic go-to-market framework
• Develop and execute Large Account Management Process (Gold Sheet) for Strategic Accounts/Clients
• Lead and guide Strategic Account Team
• Lead the "Zippering" process for IA professionals and their counterparts inside the Account/Client organization, creating opportunities for sales and operations contacts within the Account/Client's organizatio
• Industry expertise within the EPC arena

Management Responsibilities

Acts in capacity of a "lead person." Does not have management responsibility for the people to whom they provide work direction.

Preferred Qualifications

Bachelors degree preferred, with technical or business focus. Relevant experience in lieu of degree may be accepted.

• Sales and BD Acumen (Proven ability to break into new accounts and expand service offerings; develop a sales lead from start to finish including opportunity development and contract negotiation; client mgmt)
• Strategic development/implementation
• Experience using Salesforce is preferred.
• B2B sales experience.

Minimum Qualifications

• Typically 15-20 years of experience within the EPC industry, including 10 years in sales or project execution. Minimum of 10 years of relevant experience required.
• Experience developing, maintaining and executing strategic sales plans.
• History of successful pursuits with complex buying processes and mulitple decision makers
• Firm understanding of competition and differentiators.
• Demonstrated ability to communicate complex concepts concisely and clearly, and to convert technical or complex information and concepts into easily understandable content.

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.

Certifications

Work Environment/Physical Demands

Office/Remote. Travel and various work environments required to achieve Sales goals.

Competencies

Salary Plan

SAM: Sales

Job Grade

019