Client Services Manager - Distribution Market Sector

Brown and Caldwell•,

47d•$117,000 - $191,000•Hybrid

About The Position

The Industrial Design Client Services Manager – Distribution is responsible for driving growth by identifying, shaping, and winning major capital projects across the retail, solid waste, and transportation market sectors. This role leads strategic pursuits, builds executive-level client relationships, and aligns Brown and Caldwell’s multidisciplinary capabilities to support client investments in industrial water, and facility infrastructure through traditional and alternative design and delivery methods, including design-bid-build, design-build, and collaborative delivery models, while advancing long-term account growth and market presence. The Client Services Manager role is a mid-level client leader who demonstrates consistent success in growing client relationships, advancing strategic positioning, and delivering measurable business outcomes. A Client Services Manager has progressed beyond relationship maintenance and is actively shaping client strategy, leading coordinated account growth, and driving profitable portfolio performance. This role requires demonstrated capability in relationship expansion, pursuit leadership, and cross-functional team alignment. The Client Services Manager develops and executes client growth strategies while continuing to contribute to project delivery excellence. A Client Services Manager typically: Serves as CSM for one Type II client, Serves as a core CST member for one Type I client, Maintains approximately 60% utilization, with remaining capacity focused on client and business development, Spends a minimum of 20% of time in direct client engagement (billable or non-billable).

Requirements

Proficiency in managing client portfolios to achieve revenue, margin, and growth outcomes.
Advanced professional acumen in balancing project oversight with strategic client leadership.
Demonstrated ability to identify, evaluate, and scope new business opportunities in coordination with business leaders.
Proficiency in go/no-go decision support and development of effective pursuit win strategies.
Experience serving as Sales Leader for key proposals.
Ability to identify and engage appropriate teaming partners to strengthen competitive positioning.
Advanced proficiency in developing, expanding, and leveraging client relationships across multiple organizational levels.
Strong ability to research and translate client business drivers into actionable growth strategies.
Capability to identify emerging client needs and align BC capabilities to capture new market opportunities.
Demonstrated ability to motivate and align multidisciplinary teams to execute business plans.
Advanced facilitation, interview, and executive communication skills (written and oral).
Working proficiency in risk identification, mitigation, and performance management.
Familiarity with governance principles, decision-support models, and change leadership practices.
Proficiency in leveraging digital tools, data systems, and AI-enabled platforms to support client and business performance.
Advanced leadership skills with the capability to inspire and guide a team.
Typically, a minimum of 10 years of experience in environmental engineering and consulting industry with progressive responsibilities including marketing and business development.
A bachelor’s degree in engineering, science, business, sales, or equivalent experience is required

Nice To Haves

Proven success in business development and capture strategy for large capital projects within the private sector, preferably in retail, solid waste or transportation.
Experience with traditional and collaborative delivery approaches, including design-bid-build, design-build, progressive design-build, EPC, and IPD.
Strong understanding of private sector operations, regulatory drivers, and industrial water, and infrastructure challenges.
Professional licensure such as PE, or relevant certifications such as DBIA or PMP, preferred.

Responsibilities

Own and execute a multi-year client growth strategy aligned with BC and client business objectives.
Develop and advance the client business case, including revenue targets, service expansion, and positioning milestones.
Secure and deliver profitable work while managing risk exposure.
Lead the performance of the full client portfolio (projects and pursuits) to achieve revenue, margin, and backlog targets.
Maintain utilization aligned with portfolio expectations.
Provide regular performance calibration with Business Unit and Area/Market leadership.
Build and lead an engaged, high-performing Client Service Team (CST) with clear accountability.
Coordinate resources across business lines and engage SMEs to expand service breadth.
Mentor developing team members and model effective client leadership.
Expand relationships across client functional areas and leadership levels.
Translate client insights and market intelligence into actionable growth strategies.
Execute structured client engagement plans (minimum 20% client-facing time).
Serve as Sales Leader on key pursuits; evaluate opportunities and develop win strategies.
Maintain accurate client data and apply governance between CSM and PM roles to ensure unified client messaging and delivery alignment.
Flexibility to adapt and execute various additional assignments based on evolving needs.
May provide mentorship, guidance, support, and knowledge-sharing to help less experienced team members develop their skills and grow within their roles.