Transformative Technologies Sales Director
Date published: 20-Jan-2018
Opportunity: Experienced Hire
Business Line: Telecom
Business Plan: SAM
The Telecommunications Division delivers telecommunication infrastructure solutions to utilities, local and state government agencies and the commercial wireless industry. Through a unique combination of experience, expert resources and innovative solutions, Black & Veatch supports the entire range of both legacy and emerging technologies used in today’s wireless and wireline networks, voice, video, Internet and data systems and utility automation.
Black & Veatch is currently seeking a Sales Director to develop and implement a successful sales program within Black & Veatch’s Transformative Technologies business. The Sales Director will be responsible for developing a base of clients among various business segments whose focus is intended to design and deploy large scale distributed infrastructure networks. The position will also work in coordination with other Black & Veatch business unit sales teams on joint prospects and opportunities including such things as renewable energy, distributed energy, and microgrid projects. The successful candidate must have a strong infrastructure/technology sales background. The professional is expected to have experience implementing successful sales programs with a focus on building exceptional client relations which lead to repeat business. The successful candidate will be able to leverage these skills to work across Black & Veatch business units, implementing strategies that result in Transformative Technologies sales and strengthening of the Black & Veatch brand. The Sales Director will focus on the Transformative Technologies, which combines disruptive technologies such as electrical vehicle charging, smart transportation, alternative fueling infrastructure, Energy Storage and Machine-to-Machine (M2M) communications with other physical and digital infrastructure to create transformational systems.
Principal Duties and Responsibilities:
The Sales Director will be involved in establishing and implementing robust and leading edge strategic business development strategies and sales efforts for the assigned accounts and prospects across the business. This role will be responsible for implementing go to market strategies, focused on leading business capture and maintaining/expanding ongoing relations with existing clients. The Sales Director will identify and meet with key client personnel and decision makers, and establish and encourage relationships between clients and B&V operating personnel. This role will work with Transformative Technologies & Telecom management to identify resources needed to secure work from clients, maintain good understanding of client business needs and upcoming projects, and maintain the pulse of industry business cycles while prioritizing sales efforts toward high potential projects. The right candidate will support the entire sales cycle, including prospecting, campaigns, RFPs, and contract negotiations. The professional will support the business with continuous strategic planning, forecasting and reporting.
Bachelor’s Degree in Management/Marketing or related field. 15+ years experience including 5+ years telecommunications industry 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:
•Prior Battery Energy Storage or Electric Vehicle charger deployment experience
•Prior experience with Use of Microsoft Dynamix or similar CRM software
•Proven record of building strong proposal teams
•Strong business acumen
Preferred Competencies:; • Strong knowledge and overall understanding of telecommunications industry; knowledge of industry business drivers and motivators • Team player • 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 • Proposal and contract negotiating skills which includes knowledge of terms, risks, pricing, and payment terms • Excellent communications/human relations and presentation skills (written, verbal, client service); ability to maintain key relationships • Self-motivated • Ability to think quickly and anticipate questions when interfacing with clients • Ability to sell; strong negotiating and persuasive skills • Ability to interface with diverse personalities • Ability to think strategically • Ability to forecast • Strong leadership skills • Multi-tasking ability (prioritize, organize, schedule work) • Good problem solving skills (identify, analyze, research, evaluate, resolve)