Client Advisory Partner, Electric & Gas Utilities - Northern California

Together, we own our company, our future, and our shared success.

As an employee-owned company, our people are Black & Veatch. We put them at the center of everything we do and empower them to grow, explore new possibilities and use their diverse talents and perspectives to solve humanitys biggest challenges in an ever-evolving world. With over 100 years of innovation in sustainable infrastructure and our expertise in engineering, procurement, consulting and construction, together we are building a world of difference.

Company : Black & Veatch Corporation

Req Id : 117176

Opportunity Type : Staff

Relocation eligible : No

Full time/Part time : Full-Time

Project Only Hire : No

Visa Sponsorship Available: No

Why Black & Veatch?

At Black & Veatch, you'll be part of work that matters-designing, creating, and building the infrastructure communities rely on every day, from concept through execution.

We care about how the work gets done as much as what we build. Safety is built into every decision, and people look out for each other-speaking up, collaborating, and doing the right thing because it affects real lives.

You'll work alongside teams solving complex challenges and turning ideas into solutions that perform in the real world-gaining hands-on experience across projects, technologies, and disciplines.

Ownership shows up in how we work. We take responsibility for outcomes, follow through on commitments, and take pride in what we deliver. As a 100% employee-owned company, employees share in the long-term success we build together.

With flexible ways of working and meaningful development opportunities, you'll build a career you can be proud to stand behind.

Why Black & Veatch

Black & Veatch allows you to lend your talent and perspective to humanity's biggest challenges in a flexible environment where you are empowered to grow and explore new possibilities. We offer competitive compensation; 401K match and benefits that start day 1.

Our hybrid environment allows you to balance your work and personal life. At Black & Veatch, you own your career with purpose and meaning. You are empowered to grow and explore new possibilities at every step of your career journey. Bring your big ideas knowing you are safe to be who you are and speak up with concerns or questions and put your diverse talents and perspectives to use.

The Opportunity

As the Client Advisory Partner of Electric & Gas Utilities in Northern California (and broader region if interested), you will have the opportunity to:

• Work with CAMs, Client Segment Leaders, and Enterprise Evolution on Strategic account management, clarity on playbook and client zippering to avoid redundancy and friction with CAMS & Client Segment Leads
• Build relationships with regional leaders and segment leaders, establishing a meeting cadence to understand Regional/Subregional strategy in response to changing market/client needs
• Partner with Enterprise Innovation to ensure investment in new/leading innovative solutions are targeted at our clients needs/planned growth areas

Develop long-term, profitable business relationships with Tier 1 and Tier 2 Accounts. Act internally as specialist of this account and transparently share necessary information to develop account strategy and value propositions with cross-functional teams to serve the client. Collaborate with BV offered solutions to solve clients complex challenges and needs. Work closely with Enterprise Evolution team sales and marketing teams to position BV effectively in the marketplace. Collaborate to measurably strengthen overall client engagement and bring the voice of the client internally to improve long-term client loyalty.

Key Responsibilities

• Lead IA client engagement activities from opportunity creation to business capture
• Generate and qualify business leads in the region
• Co-develop client strategy working with CAM (segmentation, prioritization, identify key accounts, sales/GTM strategy)
• Co-develop marketing strategy in collaboration with Strategic Growth (thought leadership, industry exp, etc.)
• Accountable for client satisfaction Manage profit and loss for the region
• Monitor industry trends to ensure competitive positioning in the market
• Provide region Account/Client Strategy and oversight
• Identify Strategic, Target and Opportunistic Accounts for the region
• Be the voice of the Account/Client within IA
• Conduct Account/Client Satisfaction Surveys for IA engagements
• Implement strategies that enable the IA to obtain new business sales
• Coordinate with other Market Sectors in pursuit of new business sales for the benefit of the entire company
• Develop and implement the strategic go-to-market framework
• Develop and execute Large Account Management Process (Gold Sheet) for Strategic Accounts/Clients
• Lead and guide Strategic Account Team
• Lead the "Zippering" process for IA professionals and their counterparts inside the Account/Client organization, creating opportunities for sales and operations contacts within the Account/Clients organizatio
• Industry expertise within the EPC arena

Management Responsibilities

Acts in capacity of a "lead person." Does not have management responsibility for the people to whom they provide work direction.

Preferred Qualifications

Bachelors degree preferred, with technical or business focus. Relevant experience in lieu of degree may be accepted.

• Sales and BD Acumen (Proven ability to break into new accounts and expand service offerings; develop a sales lead from start to finish including opportunity development and contract negotiation; client mgmt)
• Strategic development/implementation
• Experience using Salesforce is preferred.
• B2B sales experience.

Minimum Qualifications

• Typically 15-20 years of experience within the EPC industry, including 10 years in sales or project execution. Minimum of 10 years of relevant experience required.
• Experience developing, maintaining and executing strategic sales plans.
• History of successful pursuits with complex buying processes and mulitple decision makers
• Firm understanding of competition and differentiators.
• Demonstrated ability to communicate complex concepts concisely and clearly, and to convert technical or complex information and concepts into easily understandable content.

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.

Certifications

Work Environment/Physical Demands

Office/Remote. Travel and various work environments required to achieve Sales goals.

Competencies

Salary Plan

SAM: Sales

Job Grade

019

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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.

Our comprehensive benefits portfolio is a key component of this commitment and offers an array of health care benefits including but not limited to medical, dental and vision insurances along with disability and a robust wellness program.

To support a healthy work-life balance, we offer flexible work schedules, paid vacation and holiday time, sick time, and dependent sick time.

A variety of additional benefits are available to our professionals, including a company-matched 401k plan, adoption reimbursement, tuition reimbursement, vendor discounts, an employment referral program, AD&D insurance, pre-taxed accounts, voluntary legal plan and the B&V Credit Union. Professionals may also be eligible for a performance-based bonus program.

We are proud to be a 100 percent ESOP-owned company. As employee-owners, our professionals are empowered to drive not only their personal growth, but the companys long-term achievements - and they share in the financial rewards of the success through stock ownership.

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.

BVH, Inc., its subsidiaries and its affiliated companies, complies with all Equal Employment Opportunity (EEO) 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.

Notice to External Search Firms: Black & Veatch does not accept unsolicited resumes and will not be obligated to pay a placement fee for unsolicited resumes. Black & Veatch Talent Acquisition engages with search firms directly for hiring needs.