Sales Dir, Energy
Date published: 10-Jan-2019
Opportunity: Experienced Hire
Business Line: Power
Business Plan: SAM
Provides leadership and focus for a diverse group of Regional General Managers. This position is accountable for meeting sales targets and objectives for a specific global region for the Black & Veatch Energy Business. Allocates resources and makes decisions in support of the overall regional strategies.
Principal Duties and Responsibilities:
• Motivates and focuses the regional sales resources to ensure sales targets are met. • Establishes financial sales goals for the sales resources based on sector strategies. • Ensures the specific regions and accounts have proper sales coverage. • Establishes and monitors metrics supporting the Customer Satisfaction Program. • Oversees performance management process which includes individual goal setting and development planning, performance feedback, and implementation of the annual and mid-year performance review process. • Provides advice and counsel on target opportunities and associated sales/capture strategies. • Participates in client segmentation process and makes appropriate client recommendations to Global Sales Director. • Participates in pricing and bid decisions And makes recommendations to Region Directors and Proposal Review Board (PRB). • Provides support for the strategic planning process as required. • Supports and provides guidance to Business Development functions by providing client and market information which supports the intended goal of gaining market share and more sales. • Provides support and facilitates training for the field sales resources. • Supervises work of others. Responsible for hiring, discipline, and pay administration of their subordinates. List supervised positions: Regional General Manager, Country Agents under Special Agreements
Bachelor’s Degree in Business or technical discipline. 10 + years direct (supplier to client) selling experience 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 or equivalent, preferred. Preferred Competencies: • Self-starter • Ability to inspire and energize others in team oriented environment • Leadership and change management skills • Ability to plan and implement a resource plan • Ability to challenge the sales norm, and facilitate change to ensure success of the capture/production Energy structure • Ability to interface with diverse personalities, including specific client cultures • Strong oral and written communication skills • Good overall organizational skills • Understanding of metrics used in measuring performance data within the Company • Technical background (Engineering or Other) highly desirable • Strong understanding of industry including Energy, Power, and Utility business, including drivers and motivators • Ability to effectively conduct training sessions and transfer knowledge to others • Exhibits high ethical standards in business and in work; maintains a reputation of integrity among clients • Understanding of financial metrics including PGM, revenue, overhead costs, Profit & Loss, and Project Financials • Excellent communications/human relations skills (written, verbal, client service); ability to maintain key relationships • Ability to sell; strong negotiating and persuasive skills • Contract negotiating skills which includes knowledge of terms, risks, pricing, and payment terms • Ability to interface with diverse personalities • Ability to think strategically • Excellent leadership skills • Solid problem solving skills (identify, analyze, research, evaluate, resolve) • Ability to lead and guide team of professionals • Ability to travel up to 70% • Prefer CO or AZ location