OverviewPOSITION SUMMARY:
This position is responsible for building a profitable Power Delivery engineering business. The preferred candidate should embody an entrepreneurial mindset and possess a comprehensive grasp of engineering, design principles, and specifications pertaining to power systems utilized in utility substation projects. While expertise in power delivery design is prioritized, a versatile comprehension encompassing grid integration, high-voltage substations, transmission lines, medium-voltage utility distribution systems, SCADA, and low-voltage industrial and commercial distribution systems is strongly favored.
The candidate in this position will focus on business and project development with opportunity for staff management responsibilities. This position requires the individual to lead high-level positioning activities along with identifying and pursuing project opportunities while developing, expanding, and deepening client relationships for the company and growing the business.
Responsibilities
Essential Functions & Responsibilities:
Positioning and Client Development (40%)
- With support from the Market Leader, develop a business plan. Generates project/business opportunities through client contacts to meet the company’s business plans, revenue expectations and growth strategies.
- Identifies project opportunities well before proposal stage, meets with potential clients and assesses go/no go criteria.
- Participates with internal Market Leaders and conducts research as needed to develop strategies for identifying future business opportunities for the geographic areas.
- Develops new strategic initiatives for building relationships and partnerships.
- Reviews and analyzes market information to acquire knowledge of markets, build relationships, and bring business partners together.
- Seeks leadership opportunities and maintains a high profile in appropriate professional and community organizations.
- Stays abreast of funding sources to assist prospective and existing client’s ability to pursue major new projects. In some situations, may assist clients with identifying applicable funding sources.
- Attends and represents the company at trade/industry functions as appropriate for the specific geographic locations.
- Establishes and maintains strong, mutually advantageous relationships with key clients.
- Builds relationships with clients, peer organizations, and business associates.
- Consults with project managers and works with the Marketing Team to develop business proposals.
- Develops and implements strategies to expand existing market penetrations and enter new markets.
- Coordinates with the Marketing Team for positioning support.
Staff recruitment and management (10%)
- Based on office business plan and working with HR, identifies, recruits, hires and retains top talent
- Manages local staff in the development and production of engineering deliverables.
Project oversight and management (20%)
- Either directly or through management of local staff, manages projects including scope, schedule, fees, QA/QC, revenue, invoicing and project close-out.
Unit Financial management (10%)
- On a monthly basis, analyzes and reports on office financial performance.
Client Relationship management (10%)
- Track, develop and maintain client records using a client relationship management software system. To include contact information, touch point notes/documentation, opportunities, and estimates of effort and revenue for opportunities.
- Develops and supports relationship-building activities, including participation in client events, to develop/maintain relationships with existing and prospective clients and partners.
- Develops processes to prioritize and track success with opportunity pursuits from client lists and contacts.
- During a project, leads the client feedback process and disseminates collected information to the project team and client contacts.
- Plans and facilitates appropriate meetings with stakeholders (regulatory agencies, clients, project managers, and other team members) to provide exposure and value to the client.
Mentoring/Coaching & Other Responsibilities (10%)
- Develops and deepens working relationships with project managers and senior management within the company.
Qualifications
Knowledge, Skills, Abilities:
- Professional Engineer license
- Results focused
- Excellent communication skills (verbal and written)
- Relationship building
- Client management
- Financial Acumen
- Customer focused (internal and external)
- Presentation skills
- Excellent listening skills
- Negotiation
- Influencing
- Decision Making
- Ability to lead, manage, train, and mentor others
- Exhibits highly developed traits for initiative, responsibility, flexibility and leadership
- Collaboration
- Planning/Organizing/Project Management
- Self-awareness/Self-management
- Accountability
- Trust/Integrity
- Conflict management/resolution
- Proficiency in MS Office Suite with ability to learn other software programs as necessary
Education:
Bachelor’s Degree in Engineering
Experience:
Minimum of 10+ years of experience in design, staff management and business development. Demonstrated ability to develop business resulting in profitable sales and revenue.
Travel Expectations:
Limited travel beyond the geographic boundaries of the office location. Some travel is required to corporate headquarters and other office locations. 10-15%
This job description is not designed to cover or contain a listing of all functions and responsibilities that are required of this position. Employee owners are expected to take on additional responsibilities as requested.
An offer is contingent upon successfully passing the pre-employment drug screen. A drug screen will need to be completed within 48 hours of being contacted.
Nearly all positions at Bartlett & West can require employee-owners to operate a motor vehicle on public roads in the course of their duties. Accordingly, all employees may be required to have acceptable driving records and to provide authorization to the Company to periodically obtain motor vehicle reports.
