Careers

Sales Director - East Coast

NJ-Paramus

Req#: 18551BR

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.

Principal Duties and Responsibilities:
Primary focus of this position is to continue to grow and develop relationships with one primary client.
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.
Champions the proposal effort in conjunction with management and colleagues by assisting in the evaluation and pricing process to win new business opportunities; 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.
Participates in Client Satisfaction Program which includes, recommending which clients to survey for useful feedback based on client relationships, identifying personnel within client organization to involve in survey, participating in survey process with Project Managers by interviewing/surveying clients, ensuring survey results are communicated to appropriate B&V management, following up on improvements or changes needed based on survey results, as requested. Maintains and drives action items from Client Satisfaction Feedback sessions.
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.

This is a virtual position, and candidate could be located anywhere in the US. Previous proven Sales success in excess of 4-6 million preferred.

EOE – M/D/V/F

Minimum Qualifications:
15 years experience including 5 years telecommunications industry experience

Preferred Job Qualifications:
Experience in deployment, services and B2B sales into carriers, I.E. Verizon, etc and OEMs(East Coast Tower Companies) preferred.