Sr. Reg General Mgr - Energy
Virtual-US
Req#: 19181BR
Date published: 31-Jul-2014
Opportunity: Experienced Hire
Business Line: Energy
Business Plan:
Level:
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.
EOE - M/D/V/F
Senior Regional General Manager is accountable for the success of business development and sales efforts within a region for the B&V Energy Business. The Senior 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 Senior RGM will be focused on a select number of strategic and target clients. Actively focuses on a specific client or geographical territory which is viewed as an important strategic initiative for Black & Veatch. Focuses on key strategic Client initiatives that are judged to be critical to market or business line expansion.
Principal Duties and Responsibilities:
Develop and execute growth strategies for Energy EPC Clients in targeted territory that result in sales order successes.
Build and lead virtual enterprise sales teams to serve key clients and achieve broad, value driven business relationships resulting in profitable revenue growth.
Cultivate and maintain long-term influential relationships across all levels of key Client organizations and within B&V.
Reinforce and build upon strategic relationships.
Develop an extensive understanding of assigned Client businesses and effectively tailor B&V solutions and value propositions to their business drivers.
Effectively interface with and represent multiple B&V business lines in support of Client organizations.
Identify and qualify new business opportunities to achieve growth objectives.
Lead strategic sales activities for broad scope opportunities with high impact to the business. Manage the sales process from opportunity identification through qualification, strategic pursuit and to award.
Lead or support effective sales presentations and contract negotiations.
Maintain knowledge of industry trends, territory business trends, Client initiatives, relevant competitor activities, and B&V strategies and solutions.
Participate in interface activities such as trade shows, conferences and events to foster relationships.
Perform surveys of key Client personnel to support customer satisfaction goals.
Manage business development budgets and business development events in the territory.
Actively use B&V eCRM system for Client interaction, prospect, and opportunity reporting to support business planning.
Implement appropriate B&V screening / qualification process for new business opportunities.
Develop proactive client account plans.
Acts as principal client activist for assigned clients and represents the voice of the client within internal B&V meetings.
Minimum Qualifications:
15+ years progressive Energy/EPC industry experience, knowledgeable of business lines, progressive experience in direct selling, marketing, or proposal management. Bachelor’s Degree in Engineering or related degree (technical degree preferred).
Preferred Job Qualifications:
Strong pc skills including proficiency with MS Word, Powerpoint, Excel
Demonstrated high energy and the ability to energize others. Strong sales traits, including tenacity, competitiveness, persuasiveness and overall people skills. Excellent business acumen and executive presence. Strong oral and written communication skills. Conducts all dealings with clients, external and internal, with professionalism, integrity and high ethical standards.
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