Northeast Client Director
Date published: 14-Jan-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.
Business management with priorities on client relationship development in the Northeast, New England and Toronto areas, effective positioning within target client organizations, leading pursuit teams, and strong financial management to include both top line and bottom line growth. Manages water and wastewater engineering capture strategies requiring global resources and/or multiple partners.
Accountable for project performance and specific New Business objectives. Creates opportunities for new/repeat business; supports complex contract negotiations with appropriate client management.
Manages varied complex risk which includes fixed price or new technology or non domestic markets or new clients
Position will be based in either New York City, Boston, Philadelphia, or Toronto.
Principal Duties and Responsibilities:
•Prepare and implement Client Development Plans for assigned clients
•Develop and maintain personal relationships with assigned clients, business partners, and competitors
•Deliver expected volume of New Business and Earned PGM from assigned project portfolio
•Promote the full range of service offerings
•Assign and lead positioning of client account teams
•Update and maintain ECRM to accurately reflect market potential for assigned clients
•Develop or review all key pursuit strategy and positioning, and lead or support proposal development
•Manage the assigned portion of the business development budget
•Make Go / No Go decisions or recommendations, and assist with preparation of PRB documents
•Oversee execution of professional service projects to meet or exceed expectations for safety, quality, schedule, and budget
•Apply market pricing to ensure that each pursuit is competitive
•Actively manage performance of assigned staff and projects; and lead accountability within the Region
•Supervise and mentor assigned Project Managers
This position will be evaluated on success in the following areas:
•New Business PGM from assigned project portfolio
•Earned PGM from assigned project portfolio
•Assigned Business Development Budget
•Business Development Ratio
•Cash Flow from assigned project portfolio
•Personal and assigned productivity
Officer Expectations and Responsibilities:
-Meets or Exceeds the AVP requirements of the Officer Guidelines Booklet and the Criteria For Officer Designation
-Acts as a project manager.
-Among responsibilities is management of a project team.
-The individuals comprising this team may vary by project.
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 sales & marketing experience; technical experience and background is recommended.
PE required. ; Bachelor’s Degree in technical discipline preferred; Master’s Degree desirable.
Strong technical understanding of Water markets, including drivers and general trends
Strong sales traits, including tenacity, competitiveness
Overall people skills
Highly task oriented to focus on winning new business and achieving sales targets
Ability to work in a team environment
Excellent verbal and written communication skills; inter-personal skills; presentations skills
Ability to interface with diverse personalities,
Ability to think strategically and create persuasive message
Contract negotiating skills which includes knowledge of terms, risks, pricing, and payment terms
Ability to sell; strong negotiating and persuasive skills
Understanding of budgets and financial metrics
Self starter and ability to make decisions independently
Ability to meet deadlines and be flexible to multiple demands of project teams and shifting priorities, Problem solving skills