Sales Director Principal Consultant - Infrastructure Advisory

At Black & Veatch, our employee-owners go beyond the project. For over a century, we have been breaking down social, economic and geographic barriers by making lifes critical resources accessible to all. Working with us, you will help provide critical expertise as we, along with our valued clients, deliver solutions that positively impact communities around the world. Our professionals are our greatest asset, and we believe nothing is more important than the health, happiness and professional growth of our employee-owners. With a focus on flexible work-life balance options, an expanding and diverse workforce, and limitless career growth opportunities, we will give you our best to help you give us your best, and together we can build a world of difference.

Req Id : 114111

Opportunity Type : Staff

Relocation eligible : No

Full time/Part time : Full-Time

Contract Hire Only for this Project : No

Visa Sponsorship Available: No

Job Summary

Work with across the region with our Market Sector and Sales Lead, Client Account Managers (CAMs), Client Segment Leaders, and Enterprise Evolution teams on Strategic account management, clarity on playbook and client zippering to improve client access to BV solutions. Build relationships with regional client leaders and BV segment leaders, establishing a meeting cadence to understand Regional/Subregional strategy in response to changing market/client needs. Partner with Enterprise Innovation and Regional Sales Managers to ensure investment in new/leading innovative solutions are targeted at our clients needs/planned growth areas

Key Responsibilities

• Lead IA client engagement activities from opportunity creation to business capture
• Generate and qualify business leads in the region
• Co-develop client strategy working with CAM, Market and Regional Leadership (segmentation, prioritization, identify key accounts, sales/GTM strategy)
• Co-develop marketing strategy in collaboration with Strategic Growth (thought leadership, industry exp, etc.)
• Accountable for client satisfaction
• Monitor industry trends to ensure competitive positioning in the market
• Provide region Account/Client Strategy and oversight
• Identify Strategic, Target and Opportunistic Accounts for the region
• Be the voice of the Account/Client within IA
• Conduct Account/Client Satisfaction Surveys for IA engagements
• Implement strategies that enable the IA to obtain new business sales
• Coordinate with other Market Sectors in pursuit of new business sales for the benefit of the entire company
• Develop and implement the strategic go-to-market framework
• Develop and execute Large Account Management Process (Gold Sheet) for Strategic Accounts/Clients
• Lead and guide Strategic Account Team
• Lead the "Zippering" process for IA professionals and their counterparts inside the Account/Client organization, creating opportunities for sales and operations contacts within the Account/Clients organization
  
  

Management Responsibilities
Preferred Qualifications

• 12-15+ years in a business/consulting and consultative sales environment
• 4+ years of experience in business development and sales experience in consulting, especially in asset management solutions
• Sales and BD Acumen (Proven ability break into new accounts and expand service offerings; develop a sales lead from start to finish including opportunity development and contract negotiation; client management)
• Strategic development/implementation
• Bachelors degree or relevant work experience regionally
• Contributor or leader to acquire new engagements
  
  

Minimum Qualifications

Bachelors Degree or relevant work experience. Has managed significant engagements. 10+ 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
BandV Office Environment or Client Site - Travel up to 100%

Competencies
Action oriented

Customer focus

Interpersonal savvy

Salary Plan
CST: Consulting

Job Grade
018

BVH, Inc., 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.

Black & Veatch is committed to being an employer of choice by creating a valuable work experience that keeps our people engaged, productive, safe and healthy. We offer professionals an array of health and welfare benefits that vary based on their geographic region and employment status. This may include health, life accident and disability insurances, paid time off, financial programs and more. Professionals may also be eligible for a performance-based bonus program.

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.

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