Client Account Manager Subsegment Leader - Advanced Manufacturing

Black & Veatch Family of Companies

2d•Hybrid

About The Position

As the Client Account Manager - Advanced Manufacturing, you will have the opportunity to drive new business growth and maintain relationships with a focus on target accounts in the Industrial Segment. You will contribute to the Industrial Segment strategy and collaborate with BV offered solutions and services to solve client's complex challenges and needs. This role involves setting and communicating account strategies, pursuit capture strategies, and guiding proposal/project teams during pursuits. You will manage client relationships and maintain a client-focused connection during the execution of key projects and programs. Additionally, you will work closely with sales and marketing teams to ensure client needs are met and BV is positioned effectively in the marketplace, while also promoting the voice of the client internally.

Requirements

Typically 15-20 years of experience within the EPC industry, including 10 years in sales or project execution.
Minimum of 10 years of relevant experience required.
Experience developing, maintaining and executing strategic sales plans.
History of successful pursuits with complex buying processes and multiple decision makers.
Firm 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.
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 identified in BV corporate strategy.
Responsible for new client acquisition and expanding existing client base.