Careers

Global Key Account Executive - Automakers

KS-Overland Park

Req#: 20792BR

Date published: 28-Nov-2014

Opportunity: Experienced Hire

Business Line: Telecom

Business Plan: SAM

Level: 007

Black & Veatch is a leading global engineering, consulting and construction company specializing in infrastructure development in energy, water, telecommunications, and management consulting, federal and environmental markets. Founded in 1915, Black & Veatch develops tailored infrastructure solutions that meet clients’ needs and provide sustainable benefits. Solutions are provided from the broad line of service expertise available within Black & Veatch, including conceptual and preliminary engineering services, engineering design, procurement, construction, financial management, asset management, program management, construction management, environmental, security design and consulting, management consulting and infrastructure planning. With $3.6 billion in revenue, the employee-owned company has more than 110 offices worldwide and has completed projects in more than 100 countries on six continents. Headquartered in Overland Park, KS, Black & Veatch is ranked on the Forbes “500 Largest Private Companies in the United States” listing. Black & Veatch is focused on reaching our 2020 Strategic and Financial Objectives. This includes delivering profitable double-digit percentage annual growth with revenues exceeding $7 billion.

Principal Duties and Responsibilities:
This is a newly created role will report to the President and Executive Director. This role will lead B&V enterprise business development with specific key global client(s) in the Automaker marketplace in support of our 2020 strategic intent and beyond. The Global Key Account Executive will be responsible for establishing and implementing robust and leading edge strategic business development strategies and sales efforts for the assigned accounts across all businesses globally. This role will be responsible for leading business capture and maintaining/expanding ongoing relations with existing contacts, identify and meet with key client personnel and decision makers, and establish and encourage relationships between Clients and B&V operating personnel. This role will work with management to identify resources needed to secure work from clients, maintain good understanding of client business needs and upcoming global projects from our business lines, and maintain pulse of industry business cycles and prioritize sales efforts toward high potential projects. This role will also serve to coordinate between business development, the business lines, the Country leadership teams, and Corporate (based in Overland Park, KS). This role represents an exciting opportunity to join an organization that is continually growing and evolving.

• Provide overall leadership of the Client Development & Sales function within assigned key account(s) to maximize the strategic sales effort across all B&V business lines.
• Responsible for the execution of Business Development efforts within assigned key accounts across all countries and provide leadership through effective objective setting, and communication.
• Partner with Business Line Leadership and country leaders based in the Americas, EMEA and APAC to ensure consistency in the delivery of business development efforts around the world with key assigned account(s) within B&V
• Develop integrated Business Development planning/sales models to ensure integrated approach to key account(s)

Minimum Qualifications:
• Minimum of 10 years of Business Development in the Engineering/Construction or an adjacent industry with an international organization; with an emphasis on establishing and growing key accounts and cross selling across business lines/offerings to those key accounts.
• Experience in infrastructure development with global automakers
• Solid business background and experienced change agent; prior experience working with a Multinational company, preferably with a US headquarters.
• Excellent written and verbal communication skills.
• Experience collaborating with multiple internal and external stakeholders.
• Able to work in a dynamic, fast-moving organization and thrives in a complex matrix organization environment.
• Aware of and adaptive to cultural differences.
• Dynamic and practical hands-on person with a strategic mindset and experience in relationship management.
• Willing to accept new challenges, deal with ambiguity and focus on results.
• High level of business, contracting, risk and commercial acumen.
• Detail orientated and self-motivated with strong analytical skills.
• Able to work independently as well as to influence and collaborate with others.
• Excellent communication, influencing and interpersonal skills.
• Customer-oriented and collaborative team player with the ability to work independently and to tight deadlines.
• University degree required. MBA or equivalent preferred.

Preferred Job Qualifications:
The successful candidate will differentiate themselves through the below selected mission critical leadership characteristics:

Global Business Knowledge

• Understands business on a global scale
• Understands what’s different from country to country
• Understands global differences in customers
• Knows how capital flows and operates internationally
• Understands that different laws and regulations govern global business
• Is learning agile
• Understands that different approaches work in different places

Customer (Client) Focus
• Is dedicated to meeting the expectations and requirements of internal and external customers
• Gets first-hand customer information and uses it for improvements in products and services
• Acts with customers in mind
• Establishes and maintains effective relationships with customers and gains their trust and respect

Strategic Agility
• Sees ahead clearly
• Can anticipate future consequences and trends accurately
• Has broad knowledge and perspective
• Is future oriented
• Can articulately paint credible pictures and visions of possibilities and likelihoods
• Can create competitive and breakthrough strategies and plans

Innovation management
• Is good at bringing the creative ideas of others to market
• Has good judgment about which creative ideas and suggestions will work
• Has a sense about managing the creative process of others
• Can facilitate effective brainstorming
• Can project how potential ideas may play out in the marketplace

Perseverance
• Pursues everything with energy, drive, and a need to finish
• Seldom gives up before finishing, especially in the face of resistance or setbacks

Business Acumen
• Knows how businesses work
• Knowledgeable in current and possible future policies, practices, trends, technology, and information affecting his/her business and organization
• Knows the competition
• Is aware of how strategies and tactics work in the marketplace

Dealing with Ambiguity
• Can effectively cope with change
• Can shift gears comfortably
• Can decide and act without having the total picture
• Isn’t upset when things are up in the air
• Doesn’t have to finish things before moving on
• Can comfortably handle risk and uncertainty

Perspective
• Looks toward the broadest possible view of an issue/challenge
• Has broad-ranging personal and business interests and pursuits
• Can easily pose future scenarios
• Can think globally
• Can discuss multiple aspects and impacts of issues and project them into the future

Drive for Results
• Can be counted on to exceed goals successfully
• Is constantly and consistently one of the top performers
• Very bottom-line oriented
• Steadfastly pushes self and others for results

Managing Vision and Purpose
• Communicates a compelling and inspired vision or sense of core purpose
• Talks beyond today
• Talks about possibilities
• Is optimistic
• Creates mileposts and symbols to rally support behind the vision
• Makes the vision sharable by everyone
• Can inspire and motivate entire units or organizations