Client Advisory Partner, Electric & Gas Utilities - Northern California

Black & Veatch Family of Companies•Walnut Creek, CA

6d•Hybrid

About The Position

As the Client Advisory Partner of Electric & Gas Utilities in Northern California (and broader region if interested), you will have the opportunity to work with CAMs, Client Segment Leaders, and Enterprise Evolution on strategic account management, clarity on playbook and client zippering to avoid redundancy and friction with CAMS & Client Segment Leads. You will build relationships with regional leaders and segment leaders, establishing a meeting cadence to understand Regional/Subregional strategy in response to changing market/client needs. You will also partner with Enterprise Innovation to ensure investment in new/leading innovative solutions are targeted at our clients' needs/planned growth areas. The role involves developing long-term, profitable business relationships with Tier 1 and Tier 2 Accounts. You will act internally as a specialist of this account and transparently share necessary information to develop account strategy and value propositions with cross-functional teams to serve the client. You will collaborate with BV offered solutions to solve client's complex challenges and needs, and work closely with Enterprise Evolution team sales and marketing teams to position BV effectively in the marketplace. Collaboration to measurably strengthen overall client engagement and bring the voice of the client internally to improve long-term client loyalty is key.

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.
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

Bachelors degree preferred, with technical or business focus. Relevant experience in lieu of degree may be accepted.
Sales and BD Acumen (Proven ability to break into new accounts and expand service offerings; develop a sales lead from start to finish including opportunity development and contract negotiation; client mgmt)
Strategic development/implementation
Experience using Salesforce is preferred.
B2B sales experience.
Industry expertise within the EPC arena

Responsibilities

Lead IA client engagement activities from opportunity creation to business capture
Generate and qualify business leads in the region
Co-develop client strategy working with CAM (segmentation, prioritization, identify key accounts, sales/GTM strategy)
Co-develop marketing strategy in collaboration with Strategic Growth (thought leadership, industry exp, etc.)
Accountable for client satisfaction
Manage profit and loss for the region
Monitor industry trends to ensure competitive positioning in the market
Provide region Account/Client Strategy and oversight
Identify Strategic, Target and Opportunistic Accounts for the region
Be the voice of the Account/Client within IA
Conduct Account/Client Satisfaction Surveys for IA engagements
Implement strategies that enable the IA to obtain new business sales
Coordinate with other Market Sectors in pursuit of new business sales for the benefit of the entire company
Develop and implement the strategic go-to-market framework
Develop and execute Large Account Management Process (Gold Sheet) for Strategic Accounts/Clients
Lead and guide Strategic Account Team
Lead the "Zippering" process for IA professionals and their counterparts inside the Account/Client organization, creating opportunities for sales and operations contacts within the Account/Client's organization