Managing Director, Global Advisory Sales

Job Summary

You are a growth minded business development professional who has successfully demonstrated a track record of satisfied clients and year-over-year business expansion at assigned accounts. You are familiar with all phases of a sales lifecycle, including qualification, sales pursuit and close. You have developed relationships with key buyers and decision-makers at new and existing clients. You started your consulting career delivering and executing projects understanding all the stages of a project lifecycle. You established yourself as a leader and go-to resource on your engagements.  As your career matured, you transitioned to a seller-doer role. You stayed involved in project delivery enough to seek out new business opportunities for follow-on work or new projects in different parts of the organization.  You are organizational savvy.  As your entrepreneurial spirit fueled your excitement towards chasing and capturing new business, you transitioned to a full-time sales and business development role.    
  
You are a trusted advisor who solves client business and technical opportunities by bringing them Black & Veatch’s end-to-end portfolio solution of strategic and digital advisory services. You understand that engagement with clients and teams is critical to business development, and you are ready to partner at client sites. You are accountable for growing the business, maintaining client satisfaction, and contributing to the success of Black & Veatch. You will drive the process to acquire new clients and engagements, to grow existing clients, and maintain a strong relationship with senior executives at assigned accounts. You identify, sell, and direct innovative solutions from our services portfolio addressing complex industry problems and market trends targeting electric, gas, and water utilities and commercial accounts. You will collaborate and partner with Global Advisory Offerings and Services teams and as well as the broader Black & Veatch Engineering & EPC teams to provide comprehensive solutions to the energy and utilities markets.  
  
  
You have experience selling strategy engagements as well as the follow-on capture of implementation work. You are well averse to engage clients solving for energy transition, electrification, decarbonization, resiliency and sustainability client needs.    
  
You have experience selling consulting services that support many of the following digital information and technology systems including Enterprise Asset Management, Asset Investment Planning, Asset Performance Management; Operational Technology including Control Systems, SCADA and Distributed Energy Resource Management System; Customer Information Systems, Advanced Metering Infrastructure and Customer Programs.  #LI-NK1 #LI-Hybrid

Key Responsibilities

Generate new and add-on business, including new contracts, contract extensions, renewals and increased scope with focus on industries and clients along the integrated utility value chain.
Consistently meet sales bookings goals
Interacts with senior management levels at clients and within Black & Veatch, determines pursuit strategies, develops client messaging plans and relationship maps 
Responsible for key account development leadership and senior executive relationship management effectively developing and 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 a deep understanding of clients' and assigned key account's organization, processes, business strategies, product or service offerings and decision-making structures
Drive market awareness and pull for new and integrated solution offerings to existing and/or new clients
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
• Coordinates with other business units in the pursuit of business for the benefit of the entire company.
• Conducts all dealings with clients, external and internal, with professionalism, integrity and high ethical standards.
• Provides prospect reporting, forecasts, client feedback and other information necessary to support business unit and company business planning.
• Actively uses Black & Veatch Electronic Client Management (eCRM) Salesforce system.
• Develops proactive client account plans and winning opportunity strategies as appropriate
 

Management Responsibilities

Preferred Qualifications

•    MBA
•    Engineering / Technical Expertise
•    5+ experience being directly responsible for meeting and delivering an individual annual sales quota more than $10M CAN revenue targeting management consulting and advisory services
•    5+ years of experience in business development and sales of management consulting services 
•    5+ years of project delivery experience in the energy / electric and gas utilities industry
•    Proven ability break into new accounts and expand service offerings 
•    Proven sales success exceeding $15 - $20M CAN annually in high end consulting services
•    Strong knowledge and understanding of the markets we serve including energy utilities and national commercial accounts, knowledge of industry business drivers and motivators, and transformation drivers and impacts
•    Understanding of financial metrics including profitability, revenue, overhead costs and project financials Understanding of Korn Ferry sales methodology (Gold/Blue/Green sheets)
•    Proven ability to develop a sales lead from start to finish including opportunity development and contract negotiation
•    Proficient in Salesforce

Minimum Qualifications

Bachelor's degree or relevant work experience. Has successfully managed multiple engagements simultaneously. Contributor or leader to acquire new engagements. 12-15+ years in a business/consulting environment. 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.

Certifications

Certifications related to area of expertise, where applicable preferred.

Work Environment/Physical Demands

BV Office Environment or Client Site - Travel up to 60-80%

Competencies

Salary Plan

Job Grade