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Principal, Utility Industry Business Development

Date: Aug 10, 2019

Location: GA, US US WA, US

Company: Black & Veatch Family of Companies

We believe real value is powered by the unique skills and experiences of our professionals. The interchange of ideas from a diverse group of people gives our teams an expanded perspective and the ability to find better solutions for our clients.

 

Company : Black & Veatch Mgmt Consulting  

Req Id : 2677 

Job Title : Principal, Utility Industry Business Development  

Location : VRTLGA, USVRTL, VRTLWA 

Business Unit Sector : MCD-POWER MCD 

Opportunity Type : Staff 

Relocation eligible : No 

Full time/Part time : Full-Time  

Project Only Hire : No 

Job Family

Consulting

Job Code

1358

Job Grade

005

Salary Plan

CST: Consulting

U.S. FLSA

Exempt

Job Summary

The Principal, responsible for, Utility Industry Business Development is held accountable for growing the B&V consulting services footprint across a portfolio of North American utilities. Identifying new business opportunities, expanding and maintaining client relationships and contributing to the strategy and success of Black & Veatch Management Consulting, LLC.   This leader will drive the process to acquire new clients and engagements, grow existing accounts, and maintain a strong relationship with client directors and executives to ensure client satisfaction.

 

Additionally, the Principal, Industry Business Development 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 commercial and industrial clients
  • Participate in selecting and developing a portfolio of assigned accounts across industry segments, reflecting the Management Consulting offering strategy and value propositions
  • Collaborate and partner with Management Consulting Offerings and Services teams as well as the broader B&V EPC team to provide management consulting services 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 targets
  • Responsible for account leadership and relationship management
  • Effectively articulating value proposition of service offerings to clients
  • Prospect for potential leads within target accounts and uncover management consulting service needs within those prospects.
  • Partner with relevant team members to create winning proposals
  • Work with executive leadership, legal and other involved parties on contract development and negotiations
  • Coordinate opportunities from prospect through to engagement
  • Development and cultivation of a well-qualified sales pipeline
  • 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
  • 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 based in the United States; ability to travel up to 80%

Management Responsibilities

Minimum Qualifications

  • Bachelor’s degree
  • 10 years of experience in business development/sales of management consulting services
  • 4 years of experience in the energy and utilities industry (power, gas and/or oil and water)
  • Proven sales success of at least $8 million annually
  • 1 year of experience in proposal development and contract negotiating skills which includes knowledge of terms, risks, pricing, and payment terms
  • Ability to travel up to 80%
  • Based in the United States

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

  • MBA
  • 12 years of experience selling management consulting services to the energy and utilities industry
  • 5 years of experience in delivering and/or managing consulting engagements
  • Familiarity with current policy and capital prioritization trends as the energy ecosystem and markets evolve and become increasingly distributed
  • 1 year of supervisory experience
  • Sales and Marketing campaign development skills
  • Strong knowledge and understanding of utilities industry; knowledge of industry business drivers and motivators
  • Understanding of financial metrics including PGM, revenue, overhead costs, Profit & Loss, and Project Financials
  • Excellent communications/human relations presentation skills (written, verbal, client service); ability to develop and maintain key relationships

 

Competencies

Action oriented

Drives results

Communicates effectively

Work Environment/Physical Demands

US-Based Virtual//Remote - Travel up to 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.

 

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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