Regional Sales Manager - Utility Automation
Req#: 18823BR
Date published: 31-Jul-2014
Opportunity: Experienced Hire
Business Line: Telecom
Business Plan:
Level:
The Telecommunications Division delivers telecommunication infrastructure solutions to utilities, local and state government agencies and the commercial wireless industry. Through a unique combination of experience, expert resources and innovative solutions, Black & Veatch supports the entire range of both legacy and emerging technologies used in today’s wireless and wireline networks, voice, video, Internet and data systems and utility automation.
Overall experience with established relationships in the utility T&D/automation industry. 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:
Responsible for the Business Development efforts in the Utility Automation/Transmission & Distribution Automation group. Develops strategic account plans for targeted clients to meet or exceed desired Project Gross Margin (PGM); determines personnel within client organization to cultivate relationships with to win new business or maintain existing relationship; makes recommendations as to what projects to pursue based on client needs. Initiates, maintains, and cultivates strategic relationships relative to the sector’s client base. In conjunction with management and colleagues, coordinates client interface activities to ensure sales efforts are carried out to execute the strategic account plans leading to new projects and increased scope of work for existing projects. This includes client-focused presentations, attending trade shows, conferences, and special events to foster relationships; communicates to management what clients to target and personnel within organization to contact at events. Develops winning strategies and participates in the preparation of proposals for prospective new services and major projects, participates on team to present proposals to division management and the Proposal Review Board; provides input as to what differentiators to use regarding services offered to client besides price. Works with Project Managers and division staff to ensure customer satisfaction on current projects; follows up with clients to address concerns or issues and communicates those to management. Acts as interface with Project Manager and client to address significant changes to contract and/or scope of services. Assesses the success of strategic account plans on a quarterly basis and revises as needed to ensure PGM targets are met. Updates and tracks clients in client database, Electronic Client Resource Management System (eCRM). Manages marketing budget allotted for travel, attending trade shows, conferences, and events. Individual contributor with no subordinates.
Minimum Qualifications:
15 years experience within the utility T&D industry, with Utility Automation experience; Bachelor’s Degree in Management/Marketing or related field Work Experience: Business Development, Sales, Utility Engineering in Water Utility Industry; specific knowledge in SCADA/Automation, AMI or Smart Grid Applications. Ability to understand and sell Engineering and Construction programs.
Preferred Job Qualifications:
Strong knowledge and overall understanding of Utility automation; 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 and presentation 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)
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