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Company : Black & Veatch Mgmt Consulting  

Req Id : 15222 

Job Title : Managing Director, Utility Industry Business Development and Sales - Northeast  

Location : USVRTL 

Business Unit Sector : MCD-POWER MCD 

Opportunity Type : Staff 

Relocation eligible : No 

Full time/Part time : Full-Time  

Project Only Hire : No 

Visa Sponsorship Available: No 

Job Summary

The Managing Director, Utility Industry Business Development and Sales is held accountable for growing the business, maintaining client satisfaction and contributing to the success of Black & Veatch Management Consulting, LLC (BVMC).  Providing input to the strategy and direction for the organization, this leader drives the process to acquire new clients and engagements, to grow existing clients, and maintain a strong relationship with senior executives at assigned accounts to ensure client satisfaction and considerable business growth.

Additionally, the Managing Director, Utility Industry Business Development and Sales focuses on:

  • New business development including developing and delivering opportunities in the marketplace, with the emphasis on sales and account growth and profitability
  • Identify, sell, and direct innovative solutions from our portfolio addressing complex problems and market trends in the areas of critical infrastructure, connected enterprise, capital deployment or progressive next-generation energy solutions, for utilities and progressive energy firms
  • Support a number of assigned accounts across industry segments (e.g. power, natural gas, water), reflecting the BVMC offering strategy and value propositions
  • Collaborate and partner with BVMC Offerings and Services teams as well as the broader Black & Veatch EPC team to provide comprehensive solutions to the energy and utilities markets
Key Responsibilities
  • Generate new and add-on business, including contract extensions, renewals and increased scope across Power, Water and/or Oil & Gas industries
  • Consistently meet sales revenue and profitability goals
  • Responsible for key account leadership and senior executive relationship management
  • Effectively articulating value proposition of service offerings to clients
  • Prospect for potential leads within key accounts and uncover management consulting service needs within those prospects.
  • Partner with relevant team members to create account plans, sales meetings, and winning proposals
  • Work with executive leadership, legal and other involved parties on contract development and negotiations
  • Coordinate opportunities from prospect through engagement
  • Development and cultivation of a well-qualified sales pipeline
  • Gain and share understanding of assigned key account's organization, processes, business strategies, product or service offerings and decision-making structures
  • Work collaboratively with the company’s resources to define the approach and strategy for achieving client requirements
  • Effectively negotiate with multiple levels of executive management within prospective client organizations
  • Use in-depth knowledge and insight of key competitors to create compelling reasons for prospective clients to engage with the company
  • Communicate the status of opportunities, clearly articulate next steps and discuss potential risks with the wider sales and account management team in weekly meeting
  • Participate in industry organizations


Location: Virtual/Remote role preferably based in Boston, New York, or Chicago but will consider other Northeastern regional cities. Ability to travel 60-80%.

Minimum Qualifications
  • Bachelor’s degree
  • 15 years of experience in business development/sales of management consulting services
  • 5 years of experience in the energy and utilities industry (power, water, gas and/or oil)
  • Proven sales success of at least $6 million annually
  • 3 years of experience in proposal development and contract negotiating skills which includes knowledge of terms, risks, pricing, and payment terms
  • Ability to travel and/or be at the client 60-80%


Applicants for this position must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the United States and with Black & Veatch Management Consulting (i.e., H1-B visa, F-1 visa (OPT), TN visa or any other non-immigrant status).  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 Qualifications
  • 20 years of experience selling management consulting services to the energy and utilities industry
  • Familiarity with current policy and capital prioritization trends as the energy ecosystem and markets evolve and become increasingly distributed
  • 10 years of experience in the energy and utilities industry (power, water, gas and/or oil)
  • Proven sales success of at least $10 million annually
  • Strong knowledge and understanding of the utilities industry; knowledge of industry business and transformation drivers and motivators
  • Understanding of financial metrics including profitability, revenue, overhead costs and project financials
  • Excellent communication/human relations presentation skills (written, verbal, client service)
  • Ability to develop and maintain key relationships
  • High degree of self-confidence and determination
  • Highly developed organizational and management skills
Drives results
Communicates effectively
Work Environment/Physical Demands

Virtual/Remote role preferably based in Boston, New York, or Chicago but will consider other Northeastern regional cities. Ability to travel 60-80%.

Black & Veatch endeavors to make www.bv.com/careers accessible to any and all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process because of a disability, please contact the Employee Relations Department at (913) 458-2147. This contact information is for disability accommodation requests only; you may not use this contact information to inquire about the status of applications. General inquiries about the status of applications will not be returned.


Black & Veatch is committed to being an employer of choice by creating a valuable work experience that keeps our people engaged, productive, safe and healthy.


Our comprehensive benefits portfolio is a key component of this commitment and offers an array of health care benefits including but not limited to medical, dental and vision insurances along with disability and a robust wellness program.


To support a healthy work-life balance, we offer flexible work schedules, paid vacation and holiday time, sick time, and dependent sick time.


A variety of additional benefits are available to our professionals, including a company-matched 401k plan, adoption reimbursement, tuition reimbursement, vendor discounts, an employment referral program, AD&D insurance, pre-taxed accounts, voluntary legal plan and the B&V Credit Union.


We are proud to be a 100 percent ESOP-owned company. As employee-owners, our professionals are empowered to drive not only their personal growth, but the company's long-term achievements - and they share in the financial rewards of the success through stock ownership.


By valuing diverse voices and perspectives, we cultivate an authentically inclusive environment for professionals and are able to provide innovative and effective solutions for clients.


Black & Veatch Holding Company, its subsidiaries and its affiliated companies, complies with all Equal Employment Opportunity (EEO) affirmative action laws and regulations. Black & Veatch does not discriminate on the basis of age, race, religion, color, sex, national origin, marital status, genetic information, sexual orientation, gender Identity and expression, disability, veteran status, pregnancy status or other status protected by law.


For our EEO Policy Statement, please click here. If you’d like more information on your EEO rights under the law, please click here and here.


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