Air Force Client Account Manager

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

The Air Force Key Account Manager is accountable for sales within their defined client segment, supporting Region leadership for developing and implement growth strategies and working closely with BV Federal sales and marketing teams. Oversees and directs overall sales operations in assigned regions through planning and forecasting. Primary responsibilities include development new business with the U.S. Air Force client, interfacing with the client, communicating goals and strategies, and team collaboration. Develops sales business objectives to implement throughout the organization on which to measure success and productivity.

Please note: 

This is a Hybrid position at one of our Regional Offices. 

The Team

The Black & Veatch Federal Business is grounded in history and engineering the future. We have 100+ years of experience supporting the Federal government and are dedicated to employing talented and passionate professionals. Our vision is to be the greatest infrastructure solutions provider delivering top tier and high-quality design and engineering services to the Federal government. Our primary areas of focus include: Architecture/Engineering (A/E) and Classified Design Services, Construction Designer of Record (DOR) Services, Environmental Services, and Integrated (multi subcontract) Services. 

Typical client base includes Department of Defense (DOD), United States Army Corp of Engineers (USACE) and many private companies in the Federal arena where Black & Veatch frequently teams for project execution in joint venture (JV) roles or utilizes a sub/prime contracting arrangement. 

Key Responsibilities

• Reports to the Managing Director, Business Development. 
• Provides mentoring and professional development to Sales Managers and to clients within his/her defined client segment. 
• Responsible for supporting the Managing Director, Business Development in strategic planning, and development of tactics to grow market share within the Air Force account to meet Business objectives. 
• Responsible for leading the planning and execution of sales strategies for the Air Force account. 
• Oversight of the development and cultivation of a well-qualified sales pipeline using automated customer relationship management tools (e.g. Microsoft CRM) 
• Gain and share understanding of the Air Forces organization, budgets, priorities and strategies, processes, and decision-making structures 
• Effectively negotiate with multiple levels of executive management within the Air Force and teaming partner organizations 
• Ability to organize and execute effective public speaking and written media with practice related organizations within the industry. 
• Use in-depth knowledge and insight of key competitors to create compelling reasons for 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 meetings.

Preferred Qualifications

• Proven management track record and ability to influence and manage teams 
• 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. Air Force contracting industry; knowledge of Federal and/or outside continental 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, New Business and Earned Revenue, overhead costs, profit & loss, and project financials.
• Leads and manages through delegation, clear communication, and organization. 
• 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.
• Domestic and/or international travel required.  

Assigned to projects for U.S. Government Agency/Department clients. Candidate must be a U.S. Citizen.

Minimum Qualifications

• Bachelor's degree, related field or technical discipline
• 5+ years consultative and/ or management experience
• 10-12 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.
• 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.

Work Environment/Physical Demands

Hybrid or flexible work options may be offered after the first 90 days of employment based upon manager discretion, job performance and work assignments.

Salary Plan

Job Grade