Client Director and East Region Strategic Business Lead

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 Team

Black & Veatch’s Governments & Communities focuses on specific infrastructure needs of municipalities, state and local governments, and specialized physical and digital infrastructure solutions for government and federal agencies. By joining our market sector, you will be able to provide infrastructure for community benefit.

With an integrated global workforce of highly skilled and experienced scientists, engineers, and technicians, we are well-equipped to handle all water concerns. In addition to receiving top rankings in many engineering journals, the Water Business has helped to shape regulatory approaches and develop innovative technologies. 

The Opportunity

As the Client Director you will be responsible for expanding our new business capture efforts across the East Water Solutions Area with a focus on assigned markets, clients and/or solutions to be identified in collaboration with East Water Solution Director and Public Agencies and Ultilities (PAU Leader).

• The primary focus will be selling water solutions to PAU market segment and supporting client management during execution for successful opportunities. 
• Will act as business leader supported by local market Project Directors, Project Managers, and Solutions Specialists for assigned opportunities, projects, and/or clients. 
• For successful opportunities will support client management while local market Project Directors and Project Managers lead day to day project execution.
• Will support leadership in implementation of B&V’s utility management solutions initiative, BV-GO, in the East Area for selected clients with future expansion to Central and West Areas working collaboratively with PAU Sales Directors and Water Solution Execution Directors.  

Description

• Strategic Business Growth – Strategize with East Execution Director and Area Execution Directors to identify target clients for client and market engagement.  Collaborate with Area Execution Leads to strategically plan market and client strategies and solution leaders for future growth of Water solutions and PAU.  Role will include working with the East Execution Director and Area Execution Leads and PAU Client Segment Director to fully leverage strengths as an East Area Strategic Business Leader to support growth of the East Area Water Solution and PAU Segment business as a whole.  Strategic business growth in non-local areas of the East Area will include collaboration with solutions and local client engagement teams when engagement in other markets is initiated.  Work with East Execution Director and BV-GO leaders to develop an East Area BV-GO engagement and growth plan.
• Engage/lead key pursuits – Identify strategic opportunities in assigned markets and collaborate with East Execution Director, Area Execution Leads, and Solutions Business Leads to develop and execute opportunity capture plans.  Lead sales for projects related to B&V’s full suite of solutions.  Engage with key Water Solution business opportunities to differentiate our offering. This includes meeting with clients, developing strategic messaging, developing key differentiators, working with other local market and East Area business development professionals and solution leaders to meet client’s needs, providing overall pursuit leadership or support on elements of pursuits.
• Local, Regional, and National Business Relationships – Foster business relationships with key new and existing clients in assigned markets across the East Area.  Tennessee and Alabama markets and other areas throughout the East Region and US market in collaboration with Water business leaders. 
  • Initial Target Markets:  DMV Metro Area, Central Florida
  • Initial Target Clients:  WSSC Water, MD, Orange County, FL,
• Lead Projects when serving as Client Director – Provide project oversight and client management both during project pursuit phase and project execution phase as Client Director for projects which are strategic in nature in supporting continued growth in the capture markets assigned.  Support integration of project management and execution resources between local and surrounding offices to provide challenging opportunities and maximize chargeability of existing professionals while growing new business leveraging an integrated team.
• Technical Advisory Specialist – Support pursuit opportunities and projects as a technical leader leveraging personal experience and expertise in an advisory role to support capture of new projects and drive innovative solutions to projects.   Primary areas of technical advisory support include:  Utility Management, Asset Management, Program Management/Construction Management, Emerging Water Regulations, and Industrial Water
• Professional development – Support recruiting of new professionals, coaching/mentoring, retaining and development of business development and engineering professionals in the East Area.  Provide an engaging and exciting workplace for our professionals to innovate, grow, and thrive.  This includes guidance for all levels of professionals within the Client Director’s sphere of influence including client engagement, pursuit/proposal/interview development, business management (financial, risk, operations) project execution, and personal well-being.

Key Responsibilities

• Develop strategic growth plans and strategies for assigned markets and clients.
• Prepare and implement Client Development Plans and strategies for assigned new or existing clients.  Coordinate any efforts with established clients with Client Directors and Sales Directors.
• Manage multiple clients and /or opportunities and actively engage in client development and community activities supporting growth and promoting Black & Veatch
• Develop and maintain personal relationships with assigned clients, business partners, and competitors
• Deliver expected volume of New Business and Earned PGM from assigned project portfolio
• Promote the full range of Black & Veatch solutions offerings
• Business development activities include leading team efforts for marketing, client/pursuit strategy development, prospect identification, proposal development and preparation, client presentations, project budgeting and contractor for successful opportunities
• Coordinate with Area Execution Leads and Client Project Directors for making Go/No-Go decision and assist with preparation of approval documents
• Project execution responsibilities include oversight of project managers and engineering professionals; development of project performance goals; accountability for implementation; active involvement with internal project team and client representatives; support performance and commercial management of projects including budgeting, invoicing, and payments as necessary.
• Up to 50% travel is possible

The position will be evaluated on success in the following areas:

• New Business PGM for East Area
• Earned PGM for East Area
• New Business PGM from assigned client portfolio or opportunities
• Earned PGM from assigned client portfolio or opportunities
• EBT from assigned client portfolio
• Business Development Ratio

Management Responsibilities

Preferred Qualifications

• Technical experience in water and wastewater treatment and linear infrastructure planning and design; stormwater and water resources; planning & asset management; utility management solutions, and other key elements of our client’s diverse water needs
• Business development and client engagement experience;
• Bachelor’s Degree in technical discipline preferred
• Strong technical understanding of Water markets, including drivers and general trends
• Strong sales traits, including tenacity, competitiveness
• Overall people skills including collaboration, respect, inclusion
• Highly task oriented to focus on winning new business and achieving sales targets
• Ability to work in a team environment and influence others
• Excellent verbal and written communication skills; inter-personal skills; presentations skills
• Ability to interface with diverse personalities,
• Ability to think strategically and create persuasive message,
• Contract negotiating skills which includes knowledge of terms, risks, pricing, and payment terms,
• Ability to sell; strong negotiating and persuasive skills,
• Understanding of budgets and financial metrics,
• Self-starter and ability to make decisions independently,
• Ability to meet deadlines and be flexible to multiple demands of project teams and shifting priorities,
• Problem solving skills, Leadership skills

Minimum Qualifications

• Bachelor’s degree or equivalent 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.

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.
• Typical office environment, typical construction environment, extreme weather conditions, high noise level, safety hazards (electric currents, working on scaffolding and high places, exposure to chemicals), atmospheric conditions (fumes, odors, dusts, mists, gases, poor ventilation).  Sitting, walking, talking, hearing, reading, writing, keyboarding, driving, filing, reaching, stooping, crouching, bending, standing for extended periods of time, lifting or carrying up to 40 pounds.

Salary Plan

Job Grade