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Company : Black & Veatch Corporation
Req Id : 5245
Job Title : Client Account Manager - Global Distributed Energy
Location : KCP, USVRTL
Business Unit Sector : COR-POWER-SALES & MARKETING
Opportunity Type : Staff
Relocation eligible : Yes
Full time/Part time : Full-Time
Project Only Hire : No
The Client Account Manager (CAM) is accountable for the success of business development and sales efforts within a region for the Black & Veatch Energy Business. The CAM will work for the Regional Account Executive and will work in a matrix organization that aligns the goals of Business Lines and Regional Profit/Loss centers. The CAM will be focused on a select number of targets and potentially strategic clients.
This position is responsible for business development and sales for Distributed Energy products and services. The Client Account Manager reports to the Distributed Energy Account Executive and is responsible for management of sales campaigns, contributing to the distributed energy prospect pipeline, coordination with Regional Account Executives, and the Distributed Energy Marketing Manager. Specific responsibilities include:
+ Building and maintaining strong relationships with Strategic and Target Clients in the commercial & industrial sector with the potential for programmatic, long-term relationships
+ Understand business drivers, key sustainability concepts, and distributed energy technology and offerings
+ Ability to work collaboratively as a team with other regional sales professionals, business unit professionals, and GDE Business Unit professionals to generate leads, win new business, and maintain Client relationships throughout project execution
+ Monitoring market and Client trends and providing input to updating the distributed energy strategy
+ Responsible for developing Account Management strategies with strategic/target accounts. This may include coordination with Regional Sales Professionals on specific accounts or ensuring existing account leadership is representing and developing distributed energy business.
+ Leading Go/No-Go decisions and providing input from the perspective of Client relationship, competitive positioning, and strategies to win
+ Leading proposal strategy definition for strategic prospects and key accounts. Responsible for working closely with proposal teams to ensure effective communication of value propositions, understanding of market price, and understanding of key Client project drivers.
+ Participation in development of the Distributed Energy Event Calendar and the process to get the event calendar updated and event participation approved by GDE Management
+ Provide input to the annual GDE Content Calendar and Thought Leadership Plan
+ Responsible for input to updating marketing and sales collateral
+ Participation in development of business development forecasts and pipeline analysis
+ Does not have management responsibility for the people to whom they provide work direction
+ Positions receiving direction: Regional Marketing Representatives, Proposal Managers
Acts in capacity of a "lead person." Does not have management responsibility for the people to whom they provide work direction.
+ Formal sales training for effective selling techniques
+ Strong sales traits, including tenacity, competitiveness, persuasiveness and overall people skills
+ Highly task oriented to focus on winning new business and achieving sales targets
+ Knowledge and overall understanding of Energy industry; knowledge of industry business drivers and motivators
+ Team player . Exhibits high ethical standards in business and in work; maintains a reputation of integrity among clients
+ Understanding of financial metrics including PGM, revenue, overhead costs, Profit and Loss, and Project Financials
+ Excellent communications/human relations skills (written, verbal, client service); ability to maintain key relationships
+ Ability to think quickly and anticipate questions when interfacing with clients
+ Ability to sell; strong negotiating and persuasive skills
+ Ability to interface with diverse personalities
+ Ability to think strategically
+ Ability to forecast
+ Strong leadership skills
+ Multi-tasking ability (prioritize, organize, schedule work)
+ Good problem solving skills (identify, analyze, research, evaluate, resolve)
Bachelor's Degree in Engineering or related degree (technical degree preferred).10+ years experience in direct selling, marketing, or proposal management.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
Domestic Travel, Keyboarding, SittingNormal office environment and environments associated with extensive travel demands
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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.
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Nearest Major Market:Kansas City Job Segment: Engineer, Engineering