Air Force Client Account Manager

Black & Veatch Family of Companies•Orlando, FL

7d•Hybrid

About The Position

The Air Force Key Account Manager is accountable for sales within their defined client segment, supporting Region leadership for developing and implement growth strategies and working closely with BV Federal sales and marketing teams. Oversees and directs overall sales operations in assigned regions through planning and forecasting. Primary responsibilities include development new business with the U.S. Air Force client, interfacing with the client, communicating goals and strategies, and team collaboration. Develops sales business objectives to implement throughout the organization on which to measure success and productivity. This is a Hybrid position at one of our US Regional Offices.

Requirements

Bachelor's degree, related field or technical discipline
5+ years consultative and/ or management experience
10-12 years engineering/ construction industry experience including 5+ years U.S. government contracting industry experience and/or outside contintental US experience.
Complete understanding of capture, proposal, and solution development including contract cost and pricing principles for acquiring new and follow-on business.
Candidate must be a U.S. Citizen.

Nice To Haves

Strong knowledge and overall understanding of U.S. Air Force contracting industry; knowledge of Federal and/or outside continental US budgeting, industry business drivers and motivators.
Proven management track record and ability to influence and manage teams
Previous proven external, customer sales success
Thorough knowledge of market penetration and development techniques
Sales and Marketing campaign development skills
Experience leading strategy and marketing for Federal acquisitions; demonstrated experience in working with cross-functional teams and a variety of stakeholders, and in developing and executing strategies to deliver business results
Understanding of financial metrics including EBIT, New Business and Earned Revenue, overhead costs, profit & loss, and project financials.
Leads and manages through delegation, clear communication, and organization.
Ability to sell; strong negotiating and persuasive skills.
Strong business acumen and leadership skills.
Ability to interface with diverse personalities and promote teamwork.
Multi-tasking ability (prioritize, organize, schedule work).
Highly motivated self-starter.
Action oriented and results driven.
Excellent customer service and client focus skills.
Shows strength, strong decision making skills, and success in the face of ambiguity or obstacles.
Innovative and strategic in sales and client relationship building.

Responsibilities

Reports to the Managing Director, Business Development.
Provides mentoring and professional development to Sales Managers and to clients within his/her defined client segment.
Responsible for supporting the Managing Director, Business Development in strategic planning, and development of tactics to grow market share within the Air Force account to meet Business objectives.
Responsible for leading the planning and execution of sales strategies for the Air Force account.
Oversight of the development and cultivation of a well-qualified sales pipeline using automated customer relationship management tools (e.g. Microsoft CRM)
Gain and share understanding of the Air Forces organization, budgets, priorities and strategies, processes, and decision-making structures
Effectively negotiate with multiple levels of executive management within the Air Force and teaming partner organizations
Ability to organize and execute effective public speaking and written media with practice related organizations within the industry.
Use in-depth knowledge and insight of key competitors to create compelling reasons for 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 meetings.