Business Development Manager - Environmental Permitting Services
CA-San Francisco
Req#: 20616BR
Date published: 8-Nov-2014
Opportunity: Experienced Hire
Business Line: Energy
Business Plan: SAM
Level: 005
Black & Veatch provides engineering, technology, consulting and construction solutions that span the life cycle of projects in the power generation, power delivery and hydrocarbon process industries. Our services encompass planning, design, procurement, construction, startup, optimization and maintenance.
EOE – M/D/V/F
Prove the capability to generate new business from both existing customers and new accounts. This includes, but is not limited to, support and participation in the booking of new work, developing client account plans, building and maintaining strategic relationships, participating in interface activities such as trade shows, conferences and events to foster relationships. Championing the proposal effort, preparing and giving targeted sales presentations, working with project managers to ensure client satisfaction and participating in the Client Satisfaction Program surveys.
Principal Duties and Responsibilities:
The Sales Manager will develop and execute business capture strategies for Black & Veatch’s Power Generation Services (PGS) Environmental Services Business Area. Client base includes private and public utilities, private developers, equity firms, state and local governments, and variety of industrial companies. Primary project work involves environmental consulting, permitting and project management, in association with and support of engineering and construction services.
The Sales Manager will be integral to the Environmental Services group, and coordinate with other sales resources within Black & Veatch PGS and Energy Division.
Responsibilities include:
•Business opportunity identification and prospect lead generation
•Project proposal development and presentation
•Commercial deal development
•Development of client relationships and management of accounts
•Leading development of strategic marketing and business capture planning
•Mentoring professional staff in development of sales and presentation skills
•Managing budgets for proposal and marketing activities
The Sales Manager will be responsible for generating new business from both existing customers and new accounts. This includes, but not limited to, support and participation in booking new work, developing client account plans, determining optimal personnel within client organization to cultivate relationships with to win new business or maintain existing strategic relationships, arranging and participating in interface activities such as conferences and workshops. Travel outside of the office up to 50% of time to meet in person with existing and prospective clients and participate in presentations and conferences.
The Sales Manager will support the Environmental Services Director in developing an effective seller-doer approach to capture targeted environmental consulting business. This will include training staff in preparation and management of proposal efforts, preparing and giving targeted sales presentations, and practices for follow-up communications with customers and prospects to address concerns, maintain trust relationships and ensure client satisfaction. The Sales Manager will also be personally responsible for follow-up with clients to address concerns or issues and communicate these to management.
The Sales Manager will support and champion proposal efforts in conjunction with management and colleagues. This will include assisting in the evaluation and pricing process, identifying and characterizing key differentiators to use regarding services offered, coordinating efforts with proposal production staff, and participation in proposal presentations for management and review boards. The Sales Manager will also maintain working relationships with other Energy Division business development professionals and Regional General Managers, and actively track and update clients and opportunities in the B&V Client Resource Management (CRM) system.
The individual must be capable of representing power generation environmental consulting and related engineering service offerings in cooperation with Black & Veatch resident experts. The successful candidate will be a strong team player and collaborator with excellent communication skills and an understanding of sales and business processes.
Minimum Qualifications:
At least 3 years of overall management experience and demonstrated success in sales and business development with established relationships in the power industry. Experience in sales of environmental consulting, permitting and related engineering services. Bachelor’s Degree. Ability to learn technical concepts is mandatory.
Preferred Job Qualifications:
Strong knowledge and overall understanding of energy industry; knowledge of industry business drivers and motivators Proven ability to work in a team environment General understanding of client business and financial drivers and B&V financial metrics (PGM, revenue, overhead costs, profit & loss and project financials) Proposal and contract negotiating skills to include knowledge of terms, risks, pricing, and payment terms Excellent verbal and written communication skills; inter-personal skills; presentations skills Self-motivated Multi-tasking ability (prioritize, organize, schedule work) Good problem-solving skills (identify, analyze, research, evaluate, resolve) Exhibits computer proficiency. Ability to complete B&V sales training curriculum Sales traits, including tenacity, competitiveness Task oriented to focus on winning new business and achieving sales targets Ability to think strategically and create persuasive message Leadership skills
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