Business Development Executive - Management Consulting
Virtual-US
Req#: 20470BR
Date published: 6-Nov-2014
Opportunity: Experienced Hire
Business Line: Management Consulting
Business Plan: SAM
Level: 008
The Management Consulting (MC) group supports the Black & Veatch mission of Building a World of Difference by helping our critical human infrastructure clients solve technological, operational and financial challenges. MC collaborates with all Black & Veatch groups to integrate the full range of Black & Veatch capabilities and deliver uniquely effective solutions.
As a Business Development Executive within Management Consulting, will deliver innovative operational technology services and solutions to new and existing clients and be responsible for planning and executing sales strategies to drive business growth. Works with Practice Management and Consulting to ensure client satisfaction, participates and monitors Client Satisfaction Program.
Principal Duties and Responsibilities:
•Prospect for potential leads within target accounts and uncover operational technology service needs within those prospects.
•Partner with relevant team members to create winning proposals
•Coordinate opportunities from prospect through to engagement
•Development and cultivation of a well-qualified sales pipeline
•Gain and share understanding of prospect’s organization, processes, business strategies, product or service offerings and decision-making structures
•Work collaboratively with the company’s resources to define the approach and strategy for achieving client requirements
•Effectively negotiate with multiple levels of executive management within prospective client organizations
•Use in-depth knowledge and insight of key competitors to create compelling reasons for prospective 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 weekly meeting
Minimum Qualifications:
15+ years' experience, including 5+ years energy and utilities experience.
Preferred Job Qualifications:
•Previous proven sales success in excess of $6-8 million preferred.
•Experience in consulting, services and sales into energy and utilities preferred. 5+ years supervisory experience preferred. Sales and Marketing campaign development skills
•Business Acumen
•Strategic Agility
•Development of Direct Reports
•Strong knowledge and understanding of utilities industry; knowledge of industry business drivers and motivators
•Team player
•Exhibits high ethical standards in business and in work
•Maintains a reputation of integrity among clients.
•Understanding of financial metrics including PGM, revenue, overhead costs, Profit & Loss, and Project Financials
•Proposal and contract negotiating skills which includes knowledge of terms, risks, pricing, and payment terms
•Excellent communications/human relations presentation skills (written, verbal, client service); ability to develop and maintain key relationships
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