Business Development Manager
KS-Overland Park
Req#: 20066BR
Date published: 12-Sep-2014
Opportunity: Experienced Hire
Business Line: Energy
Business Plan: SAM
Level: 005
SII defines and develops market-leading solutions that combine physical infrastructure, intelligent technologies and data analytics to create new sources of client value. Solution sets include: Smart Analytics Solutions, which help Power Generation, Electric Grid and Water utilities improve asset and financial performance, reduce operational risk and make more effective planning decisions by transforming data into actionable intelligence; and Integrated Infrastructure Solutions, which combine disruptive technologies such as Electric Vehicles, Energy Storage and M2M communications with other physical and digital infrastructure to create system-wide synergies. The Business Development Manager will be based in the Energy Group but with goals determined by the cross-divisional SII leadership team. The role will require a high degree of coordination with the Power Generation Services team and Energy Regional General Managers.
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:
A Business Development Manager is being sought to join the Black & Veatch Smart Integrated Infrastructure (SII) team to promote Black & Veatch Smart Analytics solutions in the Power Generation market, including traditional generation, distributed generation and energy storage analytics. Candidates for this position must have a strong sales background, solid business acumen, and a focus on building exceptional client relations. The successful candidate will be able to leverage these skills to implementing Business development programs that result in Smart Analytics sales and strengthening of the Black & Veatch brand. The candidate will educate and work with Client Managers within the Energy Business Unit to ensure that Smart Analytics offerings are integrated into broader sales efforts, and will collaborate with industry partners, clients, and prospects to ensure sales efforts are infused with the voice of the customer.
Minimum Qualifications:
Minimum of 10 years sales experience with at least 5 years of experience selling software-based solutions in the Energy industry.
Preferred Job Qualifications:
Preferred Qualifications: The Business Development Manager will develop and execute client account strategies to generate new business for Black & Veatch’s Smart Analytics solutions in the power generation market. Black & Veatch’s ASSET360™ software platform forms the foundation for our suite of Operational Intelligence and Adaptive Planning analytics. Combining software and domain expertise these solutions help owners and operators of power plants and fleets monitor the performance of their generating assets, diagnose equipment and performance issues, optimize operations, and perform asset management, integrated planning and scenario forecasting activities. The Business Development Manager will be integral to the SII go-to-market team, and will act as a liaison between the Energy group, the cross-divisional Smart Integrated Infrastructure Group (SII) and other sales resources within Black & Veatch. Responsibilities include lead generation, opportunity identification and nurturing, project proposal development and presentation, deal development, overall client relationship management, and internal alignment. The individual must be capable of representing power plant generation and performance needs (e.g. fuels, plant operations and maintenance processes) and related software products in cooperation with Black & Veatch subject matter experts. The successful candidate will be a strong team player and collaborator with excellent communication skills and a solid understanding of sales and business processes. Preferred Experience: At least 10 years of overall experience with established relationships in the power industry. Experience in sales of complex engineering and software products and services - Minimum of 10 years sales experience - Minimum five years of experience selling software-based solutions in the Energy industry - Bachelor’s Degree - Solid understanding of power generation industry and processes - Ability to represent clear value propositions for complex engineering and software so
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