Careers

Sales Director West/South region

Virtual-US

Req#: 20369BR

Date published: 23-Oct-2014

Opportunity: Experienced Hire

Business Line: Telecom

Business Plan: SAM

Level: 007

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 focusing on opportunities in the Western and Southern Regions of the US. * Develop strategic account plans for targeted client to meet or exceed desired Project Gross Margin (PGM); determine personnel within client organization to cultivate relationships with to win new business or maintain existing relationship; make recommendations as to what projects to pursue based on client needs and strengths of B&V product delivery. * In conjunction with management and colleagues, coordinate 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 identifying the buying decision makers in markets where B&V solutions experience match well with client’s organization. * Develop relationships with the decision makers to obtain incremental new business opportunities. * Be involved with the execution of new business with the objective of proving to the client B&V’s value proposition and developing an increased level of awarded work. * Champion 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; provide input as to what differentiators to use regarding services offered to client besides price. * Work with Project Managers and division staff to ensure customer satisfaction on current projects; follow up with clients to address concerns or issues and communicates those to management. * Act as interface with Project Manager and client to address significant changes to contract and/or scope of services. * Participate 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. * Asses the success of strategic account plans on a quarterly basis and revises as needed to ensure PGM targets are met. * Update and track clients in client database, Electronic Client Resource Management System (eCRM). * Manage marketing budget allotted for travel, attending trade shows, conferences, and events. This is a virtual position, and candidate could be located anywhere in the Western or Southern US. * Previous proven Sales success in excess of 30-40 million preferred. EOE – M/D/V/F

Minimum Qualifications:
* 15 years of experience including 5 years telecommunications industry experience. * Bachelor’s Degree in Management/Marketing or related field

Preferred Job Qualifications:
Experience in telecom deployment, services and B2B sales into carriers, OEMs and Tower Companies preferred.