Black & Veatch Managing Director, Global Advisory Sales in Overland Park, Kansas
Managing Director, Global Advisory Sales
Date: Mar 4, 2023
US AZ, US WY, US MT, US OR, US NM, US NV, US UT, US ID, US
Company: Black & Veatch Family of Companies
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 life's 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 yougive us your best, and together we can build a world of difference.
Req Id : 94981
Opportunity Type : Staff
Relocation eligible : No
Full time/Part time : Full-Time
Contract Hire Only for this Project : No
You are a growth minded business development professional who has successfully demonstrated a track record of satisfied clients and year-over-year business expansion at assigned accounts. You are familiar with all phases of a sales lifecycle, including qualification, sales pursuit and close. You have developed relationships with key buyers and decision-makers at new and existing clients. You started your consulting career delivering and executing projects understanding all the stages of a project lifecycle. You established yourself as a leader and go-to resource on your engagements. As your career matured, you transitioned to a seller-doer role. You stayed involved in project delivery enough to seek out new business opportunities for follow-on work or new projects in different parts of the organization. You are organizational savvy. As your entrepreneurial spirit fueled your excitement towards chasing and capturing new business, you transitioned to a full-time sales and business development role. You are a trusted advisor who solves client business and technical opportunities by bringing them Black & Veatch’s end-to-end portfolio solution of strategic and digital advisory services. You understand that engagement with clients and teams is critical to business development, and you are ready to partner at client sites. You are accountable for growing the business, maintaining client satisfaction, and contributing to the success of Black & Veatch. You will drive the process to acquire new clients and engagements, to grow existing clients, and maintain a strong relationship with senior executives at assigned accounts. You identify, sell, and direct innovative solutions from our services portfolio addressing complex utility problems and market trends targeting electric, gas, and water utilities. You will be assigned a number of accounts to support across industry segments. You will collaborate and partner with Global Advisory Offerings and Services teams and as well as the broader Black & Veatch Engineering & EPC teams to provide comprehensive solutions to the energy and utilities markets.
Generate new and add-on business, including new contracts, contract extensions, renewals and increased scope with focus on industries and clients along the integrated utility value chain.
Consistently meet sales bookings goals
Interacts with senior management levels at clients and within Black & Veatch, determines pursuit strategies, develops client messaging plans and relationship maps
Responsible for key account development leadership and senior executive relationship management effectively developing and articulating value proposition of service offerings to clients
Prospect for potential leads within key accounts and uncover management consulting service needs within those prospects.
Partner with relevant team members to create account plans, sales meetings, and winning proposals Work with executive leadership, legal and other involved parties on contract development and negotiations Coordinate opportunities from prospect through engagement
Development and cultivation of a well-qualified sales pipeline
Gain and share a deep understanding of clients' and assigned key account's organization, processes, business strategies, product or service offerings and decision-making structures
Drive market awareness and pull for new and integrated solution offerings to existing and/or new clients
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
Coordinates with other business units in the pursuit of business for the benefit of the entire company.
Conducts all dealings with clients, external and internal, with professionalism, integrity and high ethical standards.
Provides prospect reporting, forecasts, client feedback and other information necessary to support business unit and company business planning.
Actively uses Black & Veatch Electronic Client Management (eCRM) system.
Develops proactive client account plans and winning opportunity strategies as appropriate.
Master's degree preferred
5+ years of experience in business development and/or sales of management consulting services to the energy and utilities industry
3+ experience being directly responsible for meeting and delivering an individual annual sales quota
7+ years of project delivery experience in the energy and utilities industry (power, gas and/or oil and water)
Proven ability to expand service offerings within an existing accountProven management consulting services sales success of at least $10 million annually over consecutive multiple years
Preferred Skills: Extensive knowledge in the area of specialization(s). Advanced business development capability. Accomplished project management skills. Business and consulting management skills. People management skills including recruiting, evaluation, and mentoring. Advanced knowledge in all aspects of consulting processes. Extensive client management and negotiation skills. Advanced knowledge of the marketplace. Advanced interpersonal skills
Preferred Consultant Skills: Business Acumen. Comfort Around Higher Management.Dealing with Ambiguity.Learning on the Fly
Bachelor's degree or relevant work experience. Has successfully managed multiple engagements simultaneously. Contributor or leader to acquire new engagements. 12-15+ 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 related to area of expertise, where applicable preferred.
Work Environment/Physical Demands
B&V Office Environment or Client Site - Travel up to 50-75%
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.
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.
Job Segment: Engineer, Engineering