Client Account Manager - Advanced Manufacturing
About The Position
Together, we own our company, our future, and our shared success. As an employee-owned company, our people are Black & Veatch. We put them at the center of everything we do and empower them to grow, explore new possibilities and use their diverse talents and perspectives to solve humanity's biggest challenges in an ever-evolving world. With over 100 years of innovation in sustainable infrastructure and our expertise in engineering, procurement, consulting and construction, together we are building a world of difference. 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. 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.
Requirements
- 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.
- 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.
Nice To Haves
- 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.
- Experience using Salesforce is preferred.
- Preferred (or equivalent): National Association of Sales Professionals (NASP) Certified Professional Sales Person®, or SAMA® Certified Strategic Account Manager (CSAM) Program Certification
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.
Benefits
- competitive compensation
- 401K match
- benefits that start day one
- comprehensive benefits portfolio
- health care benefits including but not limited to medical, dental and vision insurances
- disability
- robust wellness program
- flexible work schedules
- paid vacation
- holiday time
- sick time
- dependent sick time
- company matched 401k plan
- adoption reimbursement
- vendor discounts
- employment referral program
- AD&D insurance
- pre-taxed accounts
- voluntary legal plan
- B&V Credit Union
- performance-based bonus program
- 100 percent ESOP-owned company
- stock ownership
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What This Job Offers
Job Type
Full-time
Career Level
Senior
