Client Director - Water Business

Why Black and Veatch

Black & Veatch allows you to lend your talent and perspective to humanity’s biggest challenges in a flexible environment where you are empowered to grow and explore new possibilities. We offer competitive compensation; 401K match and benefits that start day 1. 
 
Our hybrid environment allows you to balance your work and personal life. At Black & Veatch, you own your career with purpose and meaning. You are empowered to grow and explore new possibilities at every step of your career journey. Bring your big ideas knowing you are safe to be who you are and speak up with concerns or questions and put your diverse talents and perspectives to use.

The Opportunity

As the Client Director, you will have the opportunity to serve in a leadership position focusing on driving Water Solutions geographical growth in the Gulf Coast of Florida, Alabama, Mississippi, and Louisiana as well as supporting strategic growth of our specific water resiliency solutions for public utilities and agencies in the southeast including cities/towns, municipalities/counties and ports.   Will provide leadership in opening a new office in Mobile, AL to directly support growth in the Florida panhandle and coastal AL/MS market.  Will work collaboratively with Florida & Caribbean (F&C) and Mid-Atlantic South (MAS) Sub-Area Leaders and Project Directors in Jacksonville, Atlanta and Nashville in supporting existing markets and growth of new markets in Mississippi, Alabama, Louisiana, Georgia, and Florida by developing new and existing clients, recruiting new professionals, retaining and rewarding top professionals in the markets we serve, mentoring and coaching existing professionals, capturing an industry-leading market share of various water work for public agencies and utilities clients and achieving these objectives while providing a challenging and exciting work place for our employees to innovate, grow, and thrive. 

• Strategize with Leaders for F&C and MAS to identify target clients and water solutions for client and market engagement.  Collaborate with Area Execution Leads to strategically plan market and client strategies and solution leaders for future growth of Water solutions.  Role will include working with the East Execution Director, Area Execution Leads, and Water Resiliency Solution Leaders to fully leverage strengths as a Water Resiliency Business Development Leader to support growth of coastal resiliency solutions within the southeastern US as a whole.  Strategic business growth in non-local areas of the East Area will include collaboration with solutions and local client engagement teams when engagement in other markets is initiated.  Support establishment and growth of a Mobile, AL office to support Water Solution business growth in the Gulf Coast region and working collaboratively in the broader markets with key offices in F&C and MAS to collectively grow the overall Water Solutions business in the East Area.
• Identify strategic opportunities in assigned markets and collaborate with leads to develop and execute opportunity capture plans.  Lead sales for projects related to B&V’s full suite of solutions.  Engage with key Water Solution business opportunities to differentiate our offering. This includes meeting with clients, developing strategic messaging, developing key differentiators, working with other local market and East Area business development professionals and solution leaders to meet client’s needs, providing overall pursuit leadership or support on elements of pursuits.
• Foster business relationships with key new and existing clients in assigned markets across the East Area in collaboration with local market leaders and technical solution leads.  Collaborate with Federal Solution business leaders in capture and execution leadership for federal agencies including US Army Corps of Engineers
• Provide project oversight and client management both during project pursuit phase and project execution phase as Client Director for projects which are strategic in nature in supporting continued growth in the capture markets assigned.  Assemble a local team of delivery focused practitioners and support integration of project management and execution resources between local and surrounding offices to provide challenging opportunities and maximize chargeability of existing professionals while growing new business.
• Support recruiting of new professionals, coaching/mentoring, retaining and development of business development and engineering professionals in the East Area.  

The Team

Black & Veatch’s Governments & Communities focuses on specific infrastructure needs of municipalities, state and local governments, and specialized physical and digital infrastructure solutions for government and federal agencies. By joining our market sector, you will be able to provide infrastructure for community benefit. 

Black & Veatch takes pride in our professionals’ ability to see the entire water / wastewater / water resources picture, often helping clients realize more resiliency and overall long-term cost savings. With an integrated global workforce of highly skilled and experienced scientists, engineers, and technicians, we are well-equipped to handle all water concerns. In addition to receiving top rankings in many engineering journals, the Water business has helped to shape regulatory approaches and develop innovative technologies, which further distinguish Black & Veatch from other engineering firms.

Key Responsibilities

• Develop strategic growth plans and strategies for assigned markets and clients.
• Prepare and implement Client Development Plans and strategies for assigned new or existing clients.  Coordinate any efforts with established clients with Client Directors and Sales Directors.
• Manage multiple clients and /or opportunities and actively engage in client development and community activities supporting growth and promoting Black & Veatch
• Develop and maintain personal relationships with assigned clients, business partners, and competitors
• Coordinate and collaborate with colleagues in Black & Veatch Special Projects Corporation (BVSPC – Federal) to strengthen relationships with USACE in Mobile, Savannah, Vicksburg, New Orleans, and Jacksonville Districts. 
• Build and strengthen relationship with non-Federal cost share sponsors working with USACE, to include Cities/Towns, Municipalities / Counties, Ports, and Drainage Districts.
• Develop and help to implement strategies to pursue and win work related to the USACE Civil Works program - either on the Federal or non-Federal side. 
• Deliver expected volume of New Business and Earned PGM from assigned project portfolio associated with F&C and MAS sub-area overall performance.
• Promote the full range of Black & Veatch solutions offerings
• Business development activities include leading team efforts for marketing, client/pursuit strategy development, prospect identification, proposal development and preparation, client presentations, project budgeting and contractor for successful opportunities
• Coordinate with Area Execution Leads and Client Project Directors for making Go/No-Go decision and assist with preparation of approval documents
• Project execution responsibilities include oversight of project managers and engineering professionals; development of project performance goals; accountability for implementation; active involvement with internal project team and client representatives; support performance and commercial management of projects including budgeting, invoicing, and payments as necessary.
• Up to 30% travel is possible

Preferred Qualifications

• Technical experience in water and wastewater treatment and linear infrastructure planning and design; stormwater and water resources; planning & asset management; utility management solutions, and other key elements of our client’s diverse water needs

• Business development and client engagement experience;
• Bachelor’s Degree in technical discipline preferred
• Strong technical understanding of Water markets, including drivers and general trends
• Strong sales traits, including tenacity, competitiveness
• Overall people skills including collaboration, respect, inclusion
• Highly task oriented to focus on winning new business and achieving sales targets
• Ability to work in a team environment and influence others
• 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,
• Understanding of USACE Civil Works program, processes, and cost share requirements for non-Federal sponsors working with USACE,
• 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, Leadership skills.

Minimum Qualifications

• Bachelor’s degree or equivalent 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.

Salary Plan

Job Grade