Client Account Manager - Advanced Manufacturing

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 one. 

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. #LI-KG1

The Opportunity

Drive new business growth and maintain relationships with focus on target accounts in the Industrial Segment. Contribute to Industrial Segment strategy and collaborate with BV offered solutions and services to solve client's complex challenges and needs. Set and communicate account strategies, pursuit capture strategies, and guide proposal/project teams during pursuits. Manage client relationships and maintain client-focused connection during execution of key projects and programs. Work closely with sales and marketing teams to ensure that the needs of accounts are met and BV is positioned effectively in the marketplace. Promote the voice of the client internally.

Key Responsibilities

• Lead client engagement activities from identification and opportunity creation to business capture
• Keep the Client Relationship Management tool updated and aligned with governance to ensure accurate tracking and management of client relationships.
• Account management (build & maintain client relationships; develop and follow sector-led key account plans)
• Generate and qualify sales leads
• Develop client strategy (segmentation, prioritization, identify key accounts, sales/Go-To-Market strategy)
• Co-develop marketing strategy in collaboration with Enterprise Strategy (thought leadership, industry experience, etc.)
• Accountable for overall client satisfaction and facilitate client satisfaction surveys.
• Engage as advocate for client relationships during the execution of key projects and programs.
• Full responsibilities for this position will vary by Sector or Region.
• Ability to grasp highlights of the deal; including margins, risks, terms & conditions, etc.
• Maintain and convey understanding of the industry and the needs of our clients
• Develop and manage a pipeline of opportunities aligned with strategic initiatives identify in BV corporate strategy.
• Responsible for new client acquisition and expanding existing client base.

Management Responsibilities

Individual Contributor

Preferred Qualifications

• Preferred Industrial Segment Experience: Aerospace, Defense, and/or Energy Equipment Manufacturing.
• Bachelors degree preferred, with technical or business focus. Relevant experience in lieu of degree may be accepted.

Minimum Qualifications

• Typically 10-15 years of experience within the EPC industry, including 5-10 years in sales or project execution. Minimum of 7 years of relevant experience required.
• Experience developing, maintaining and executing strategic sales plans.
• History of successful pursuits with complex buying processes and mulitple decision makers
• Strong understanding of competition and differentiators.
• Demonstrated ability to communicate complex concepts concisely and clearly, and to convert technical or complex information and concepts into easily understandable content.
• Experience using Salesforce is preferred.
• B2B sales 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.

Certifications

• Preferred (or equivalent): National Association of Sales Professionals (NASP) Certified Professional Sales Person®, or SAMA® Certified Strategic Account Manager (CSAM) Program Certification

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.
• Moderate travel and various work environments required to achieve sales goals.