Sr. Pursuit Strategist, Industrial Water Solution

The Opportunity

The Industrial Water Sr. Pursuit Strategist will report to the Industrial Water Solution Leader for the Fuels & Natural Resources sector. They will be responsible for collaboration with client-facing teams to develop solutions for new and existing clients and for planning and executing sales and pursuits strategies to drive business growth. This will include application of sales methodologies, processes and tools to ensure best practices and increase probability of new business capture. Working with the Industrial Water Solution Leader and Area Execution Leaders, they will aid in guiding winning strategies for the solution across segments and regions including client/market plans and identification and support of key pursuits.

The Industrial Water Sr. Pursuit Strategist will be actively engaged in Go/No-Go decisions and help to drive the highest ROI for the business segment. They will collaborate with solution, segment and regional leadership, project directors, project managers, solutions and capabilities leaders as well as the sales and pursuits teams to develop strategic plans and compelling selling messages from identification to outcome including meeting facilitation, resource allocation and direction, best practice advisement, interview coaching, and debrief. They will be responsible for leading the Industrial Water Solution pursuit team. 

The Team

Black & Veatch’s Fuels & Natural Resources focuses discreetly on global investors and operators who need to tap into Black & Veatch’s broad portfolio of large-scale solutions dedicated to converting critical resources into essential fuels and feedstocks. By joining our market sector, you will have the opportunity to be at the forefront of helping our clients with the most innovative energy solutions. 

Key Responsibilities

• Collaborate with solution leadership and client-facing teams to identify and pursue new business targets. 
• Lead the solution’s pursuit development team.  
• Partner with relevant team members to create compelling proposals. 
• Lead strategy for winning opportunities from prepositioning through client interview.  
• Review and ensure integrity of sales pipeline using automated customer relationship management tools (e.g. Salesforce/Altify). 
• Gain and share understanding of prospect’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. 
• Develop effective internal partnerships that align with the business strategy for specific segments.  
• 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 regular meetings. 

Management Responsibilities

Minimum Qualifications

•  Bachelor's Degree or Equivalent Experience
• 10+ years of pursuit coordination, business development, or strategy 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 Qualifications

• Strong sales and pursuits skills including meeting facilitation, development of compelling selling messages, and application of sales methodology and best practice. 
• Strong knowledge and understanding of various industries including mining, food & beverage, agriculture, energy, oil & gas, chemicals, commercial, life sciences, semi-conductor and other manufacturing; knowledge of industry business drivers and motivators. 
• Highly collaborative and able to derive and distill needed information to build consensus among multiple stakeholders in driving strategy to win work. 

Preferred Skills:  

• Ability to sell; strong negotiating and persuasive skills. 
• Knowledge of industry business drivers and motivators. 
• 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. 
• Excellent communications/human relations 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 interface with diverse personalities. 
• Ability to think strategically. 
• Strong leadership skills. 
• Multi-tasking ability (prioritize, organize, schedule work). 
• Good problem-solving skills (identify, analyze, research, evaluate, resolve). 

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