Client Director/Project Manager-Nutrient Removal Lead
Date published: 8-Feb-2018
Opportunity: Experienced Hire
Business Line: Water
Business Plan: PMT
Black & Veatch delivers design, procurement and construction solutions that help to provide safe drinking water and effective wastewater management to communities worldwide. We serve public and private clients of every size with a strong focus on life cycle economy, efficiency and reliability.<br><br>We find innovative solutions to protect water at its source, treat it to the highest standards, and deliver it to homes and businesses. Then we collect and treat wastewater before reintroducing it safely back into the environment.
This plan supports achieving our business objectives for growth in Northern California and initially with a focus on nutrient removal opportunities in the Bay Area.
The overall objectives are to contribute to business growth by developing new and existing clients, capturing a significant market share of various Water work with an initial focus on nutrient opportunities, outstanding execution of projects, recruiting and retaining new professionals, and achieving these objectives while providing a challenging and exciting work place for our professionals to innovate, grown and thrive.
Principal Duties and Responsibilities:
The overall objectives are to contribute to significant business growth by developing new and existing clients, recruiting and retaining new professionals, capturing a significant market share of various water work, outstanding execution of projects and technical innovation, and achieving these objectives while providing a challenging and exciting work pace for our employees to innovate, grown and thrive. This role will also be responsible for developing and implementing a business plan for nutrient removal in the bay area focused on the utilities that are part of BACWA.
Roles and Responsibilities
The Client Director/Project Manager position is a high-profile leadership role at B&V. In this capacity, this professional will serve as a team member of the Water business in Northern California and the West Region.
The initial responsibility of this professional will be to develop and implement a business plan that will target upcoming nutrient removal opportunities in the Bay area. In addition, this professional will be responsible to lead sales efforts and manage the successful delivery of water related projects for assigned clients in northern California.
• Nutrient Removal
o Participate in BACWA related events
o Increase the visibility of Black & Veatch’s nutrient removal (or nutrient removal avoidance through recycle) through recommendations on conference/seminar participation/paper placement, advertising, hosted seminars, and other means.
o Develop relationships with regulators overseeing the NPDES process to reduce nutrient loading in the Bay
o Within three months of hire, develop a draft business plan for nutrient removal by contacting key agencies. The plan will include project opportunities, potential value, schedules, competition, and a prioritized list of opportunities.
o Within six months of hire, finalize the business plan by talking to all remaining BACWA agencies. The plan should include strategic win plans for a minimum of the top six opportunities and budget requirements for implementation of the nutrient removal initiative.
o Work with other client directors and project managers to implement the win plans.
• Client Management
o Lead Client Development Plans for other assigned clients
o Develop strategy and positioning for assigned pursuits, and lead or support development of proposal documents and materials for presentations
o Develop and maintain personal relationships with assigned clients, business partners, and competitors
o Actively participate in industry conference/workshop presentations and committees
o Deliver assigned volume of new business revenue and project gross margin. Goals will be established in line with the assigned client list outside of nutrient removal opportunities.
o Promote the full range of service offerings including professional services and expanded scope projects
o Support input of key business development and pursuit data in business development database to accurately reflect market potential for assigned clients
o Manage assigned portions of the business development budget
• Project Business Management
o Oversee assigned projects to meet or exceed expectations for key performance parameters including safety, quality, schedule, and project gross margin
o Monitor relationships and lead staff in developing and maintaining positive relationships between BV staff and key client representatives.
o Advise Regional Management of risk, scope, technical, and schedule challenges on assigned projects
o Provide regular updates to Water Financial Management Team and Regional and Water Leadership Team on performance of projects
o Provide input to annual budget process
• Team Leadership
o Actively manage performance of assigned staff and projects
o Supervise and mentor professionals as they are assigned
o Support mentoring programs established for young professionals, providing support to development of client relationship and project delivery skills
Bachelor of science degree. 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:
•15 years project delivery, business development, and staff leadership focused on the public infrastructure business
•California PE or the ability to secure within 6 months
•Bachelor’s Degree in technical discipline; Master’s Degree desirable
•Understanding of budgets and financial metrics
•Self-starter with proven ability to make decisions independently
•Ability to meet deadlines and be flexible to multiple demands of project teams and shifting priorities, Problem solving skills, Leadership skills
•Strong technical understanding of Water business
•Ability to work in a team environment Strong verbal, written communication, and public presentation skills
•Experienced in working with diverse personalities
•Ability to think strategically and create persuasive messages to clients and key outside stakeholders
•Contract negotiating skills which includes knowledge of terms, risks, pricing, and payment terms
This position will be evaluated on success in the following areas:
• Business plan development for nutrient removal
• New Business PGM from assigned project portfolio
• Earned PGM from assigned project portfolio
• Assigned Business Development Budget
• Business Development Success Ratio
• Cash Flow from assigned project portfolio
• Personal and assigned productivity
• Safety of BV personnel
• Development and growth of assigned staff