Sales Manager - Government Projects for Environmental Pursuits
Date published: 4-Jul-2018
Opportunity: Experienced Hire
Business Line: Govt Federal SE
Business Plan: SAM
The Black & Veatch Special Projects Corp. has its mission to provide a full range of services to our primary client base - U.S. Government agencies and departments. With the unique skill sets we have developed during the 100-plus years of service to our U.S. Government agencies client base, we are able to provide one-of-a-kind solutions to complex mission objectives that arise out of specific challenges faced by and unique to these agencies. Our primary areas of focus are: Architecture/Engineering (A/E) Services, Defense Program, Design/Build, Classified, and Environmental.
The Sales Manager generates new business and is accountable for new contract sales within a defined client base. Reports to and supports the Sr. Sales Director in developing an effective business development plan to capture targeted business. This is a sales role and does not include managing or supervising other staff. This includes but is not limited to, developing strategic account plans, developing new business pursuits, supporting follow-on sales, mentoring Client Service Managers, participating in interface activities such as conferences and events to foster relationships, preparing and giving targeted sales presentations, and working with Project Managers to ensure client satisfaction. Must be strategic thinker and have proven experience in identifying new business opportunities, dissecting complex problems, and communicating to senior management. Must promote enhancement of organization reputation by accepting ownership for accomplishing new and different requests and exploring opportunities to add value to job accomplishments.
Principal Duties and Responsibilities:
• Develops Client account plans for targeted clients to meet or exceed desired Project Revenue; determines external contacts within client organization to cultivate relationships with to win new business ; makes recommendations as to what projects to pursue based on client needs. • Responsible for identifying, vetting and prioritizing business opportunities, organizing and developing teaming relationships and leading the new business capture process for the organization. Manages all aspects of sales capture process; no direct reports or subordinates. • Initiates, maintains, and cultivates strategic relationships relative to the sector’s client base. • In conjunction with management and colleagues, coordinates client interface activities to ensure sales efforts are carried out to execute the strategic account plans leading to new contracts, increased scope of work for existing projects, and successful follow-on sales under IDV contract vehicles. This includes client-focused presentations, attending conferences and special events to foster relationships. • Leads and directly responsible for identification, position, and contract capture for all new contract vehicles with responsible clients. • Supports transition of awarded contracts from Business Development organization to Operations organization • Develop effective partnerships that align with the business strategy for specific solutions. • Supports Region management in mining and capture of Task Orders under IDV contracts with responsible clients • Works with Project Managers and staff to ensure customer satisfaction on current projects; follows up with clients to address concerns or issues and communicates those to management. • Networks with customer and industry leaders to build relationships to facilitate expanded business development opportunities. • Maintains a current knowledge of industry trends, opportunities, channels and competitors to support business development opportunities • Assesses the success of strategic account plans on a quarterly basis and revises as needed to ensure financial targets are met. • Updates and tracks clients, pursuits and key account metrics in client database, Electronic Client Resource Management System (eCRM). • Assess future growth opportunities aligned with the growth strategy • Enabling and providing clear and concise communications on strategic topics to senior leadership and stakeholders • Individual contributor
Bachelor’s degree, related field or technical discipline. 7-10 years engineering/ construction industry experience including 5+ years U.S. government contracting industry experience and/or outside contintental US experience. Complete understanding of capture, proposal, and solution development including contract cost and pricing principles for acquiring new and follow-on business.
Preferred Job Qualifications:
Engineering or Construction degree is desired. Previous Federal and/or outside contintental US contracting sales desirable. Preferred: • Previous proven external, customer sales success. • Thorough knowledge of market penetration and development techniques. • Sales and Marketing campaign development skills. • Strong knowledge and overall understanding of U.S. government and/or outside contintental US contracting industry; knowledge of Federal and/or outside contintental US budgeting, industry business drivers and motivators. • Experience leading strategy and marketing for Federal acquisitions; demonstrated experience in working with cross-functional teams and a variety of stakeholders, and in developing and executing strategies to deliver business results. • Understanding of financial metrics including EBIT, PGM, revenue, overhead costs, profit & loss, and project financials. Preferred Competencies: • Ability to sell; strong negotiating and persuasive skills • Strong business acumen and leadership skills • Ability to interface with diverse personalities and promote teamwork • Multi-tasking ability (prioritize, organize, schedule work). • Highly motivated self-starter • Action oriented and results driven • Excellent customer service and client focus skills • Shows strength, strong decision making skills, and success in the face of ambiguity or obstacles • Innovative and strategic in sales and client relationship building