General Manager – Power Delivery (Business Development)
AZ-Phoenix, CA-San Diego, CA-San Francisco, Virtual-US
Req#: 20598BR
Date published: 7-Nov-2014
Opportunity: Experienced Hire
Business Line: Energy
Business Plan: SAM
Level: 007
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.
Regional General Manager (RGM) is accountable for the success of business development and sales efforts within a region for the B&V Energy Business. The RGM will work for the Sales Director, and will work in a matrix organization that aligns the goals of Business Lines and Regional Profit/Loss centers. The RGM will be focused on a select number of targets and potentially strategic clients.
Principal Duties and Responsibilities:
Develops winning strategies and participates in the preparation of proposals for prospective new business.
Actively becomes engaged and provides sales leadership in closing new business opportunities.
Implements strategies that enable the Region to obtain needed new business.
Develops and coordinates appropriate relationship with clients in accordance with an account management program.
Monitors, develops, and pursues new business opportunities in the region.
Manages business development budgets and business development events in the region.
Coordinates with other business units in the pursuit of business for the benefit of the entire company.
Conducts all dealings with clients, external and internal, with professionalism, integrity and high ethical standards.
Provides prospect reporting, forecasts, client feedback and other information necessary to support business unit and company business planning.
Actively uses B&V Electronic Client Management (eCRM) system.
Develops proactive client account plans and winning opportunity strategies as appropriate.
Acts as principal client activist for assigned clients and represents the voice of the client within internal B&V meetings.
Implements appropriate B&V screening for new business opportunities ; Acts in capacity of a “lead person”.
Does not have management responsibility for the people to whom they provide work direction.
List positions receiving direction: Regional Marketing Representatives Proposal Managers
Minimum Qualifications:
10+ years experience in direct selling, marketing, or proposal management; Bachelor’s Degree in Engineering or related degree (technical degree preferred)
Preferred Job Qualifications:
Strong sales traits, including tenacity, competitiveness, persuasiveness and overall people skills
Highly task oriented to focus on winning new business and achieving sales targets
Knowledge and overall understanding of Energy 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
Excellent communications/human relations skills (written, verbal, client service); ability to maintain key relationships
Self-motivated Ability to think quickly and anticipate questions when interfacing with clients
Ability to sell; strong negotiating and persuasive skills
Ability to interface with diverse personalities
Ability to think strategically
Ability to forecast Strong leadership skills
Multi-tasking ability (prioritize, organize, schedule work)
Good problem solving skills (identify, analyze, research, evaluate, resolve)
B&V Experience with Pushkar Deshpande
B&V Experience with Atul Karde
B&V Experience with Tony Koodie