Black & Veatch Client Account Manager - Transporation & Logistics (CC&I) in Overland Park, Kansas
Client Account Manager - Transporation & Logistics (CC&I)
Date: May 27, 2023
Company: Black & Veatch Family of Companies
At Black & Veatch, our employee-owners go beyond the project. For over a century, we have been breaking down social, economic and geographic barriers by making life's critical resources accessible to all. Working with us, you will help provide critical expertise as we, along with our valued clients, deliver solutions that positively impact communities around the world. Our professionals are our greatest asset, and we believe nothing is more important than the health, happiness and professional growth of our employee-owners. With a focus on flexible work-life balance options, an expanding and diverse workforce, and limitless career growth opportunities, we will give you our best to help yougive us your best, and together we can build a world of difference.
Req Id : 97479
Opportunity Type : Staff
Relocation eligible : No
Full time/Part time : Full-Time
Contract Hire Only for this Project : No
Black and Veatch is looking for a Client Account Manager for the Connectivity & Commercial business segment. The CAM will report to the Segment Leader within the Transportation and Logistics industry,and will work in a matrix organization that aligns the goals of Business Lines and Regional and Sector Profit/Loss centers. In this role, you will have the opportunity to:
Generate new business from both existing customers and new accounts within the Transportation, Logistics, EV (electric vehicle) and fleet electrification markets.. This includesbut is not limited to:support and participation in identifying new business opportunities, booking of new work, developing client account plans, building and maintainingstrategicrelationships, and participating in interface activities such as trade shows, conferences and events to foster relationships.
Championthe proposal effort, prepareand givetargeted sales presentations, workwith project managers to ensure client satisfaction, and participatein Client Satisfaction Program surveys.
Focus on a select number of targets, groups of clients, andstrategicclients in a certain geographic region with medium to large complexity and medium to large scope.
Develops winning strategies and participates in the preparation of proposals for prospective new business.
Actively becomes engaged and provides sales leadership in closing new business opportunities. Implements strategies that enable the Region to obtain needed new business.
Develops and coordinates appropriate relationship with clients in accordance with an account management program.
Monitors, develops, and pursues new business opportunities in the region.
Manages business development budgets and business development events in the region.
Coordinates with other business units in the pursuit of business for the benefit of the entire company.
Conducts all dealings with clients, external and internal, with professionalism, integrity and high ethical standards.
Provides prospect reporting, forecasts, client feedback and other information necessary to support business unit and company business planning.
Actively uses Black and Veatch Electronic Client Management (eCRM) system.
Develops proactive client account plans and winning opportunity strategies as appropriate.
Acts as principal client activist for assigned clients and represents the voice of the client within internal Black and Veatch meetings.
Implements appropriate Black and Veatch screening for new business opportunities.
Does not have management responsibility for the people to whom they provide work direction
Positions receiving direction: Regional Marketing Representatives, Proposal Managers
Bachelor's Degree in Engineering or related degree (technical degree preferred but not required).
10+ years experience in direct selling, marketing, or proposal management.
All applicants must be able to complete pre-employment onboarding requirements (if selected) which may include any/all of the following: criminal/civil background check, drug screen, and motor vehicle records search, in compliance with any applicable laws and regulations.
Knowledge and overall understanding of Commercial & Industrial areas specifically related to the electrification of vehicles, EV, and fleet electrification; knowledge of industry business drivers and motivators.
Previous industry experience conducting commercial negotiations.
Preferred Skills: Strong sales traits, including tenacity, competitiveness, persuasiveness and overall people skills.
Highly task oriented to focus on winning new business and achieving sales targets.
Exhibits high ethical standards in business and in work; maintains a reputation of integrity among clients
Understanding of financial metrics including Profit Gross Margin, revenue, overhead costs, Profit and Loss, and Project Financials.
Excellent communications/human relations skills (written, verbal, client service); ability to maintain key relationships. Team player .
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.
Strong leadership skills.
Multi-tasking ability (prioritize, organize, schedule work).
Training: Formal sales training for effective selling techniques.
Problem solving skills (identify, analyze, research, evaluate, resolve).
Work Environment/Physical Demands
Overtime required, Domestic travel, Keyboarding, SittingNormal office environment
Black & Veatch Holding Company, its subsidiaries and its affiliated companies, complies with all Equal Employment Opportunity (EEO) affirmative action laws and regulations. Black & Veatch does not discriminate on the basis of age, race, religion, color, sex, national origin, marital status, genetic information, sexual orientation, gender Identity and expression, disability, veteran status, pregnancy status or other status protected by law.
Black & Veatch is committed to being an employer of choice by creating a valuable work experience that keeps our people engaged, productive, safe and healthy. We offer professionals an array of health and welfare benefits that vary based on their geographic region and employment status. This may include health, life accident and disability insurances, paid time off, financial programs and more. Professionals may also be eligible for a performance-based bonus program.
By valuing diverse voices and perspectives, we cultivate an authentically inclusive environment for professionals and are able to provide innovative and effective solutions for clients.
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