East Division Market Manager

Job Description

Take Your Career to the Next Level

Kleinfelder is a family of engineers, scientists, architects and construction professionals providing solutions that improve our clients' water, transportation, facilities, energy, and other private infrastructure. As a responsive, cross-disciplinary team of bright, curious, and innovative problem-solvers, we are dedicated to doing the right thing, every day, on every project from over 100 offices in the US, Canada and Australia.

Built on a foundation of excellence, Kleinfelder is committed to client-focused solutions. Through our depth of experience and thorough understanding of environmental, regulatory, economic, and civic conditions, we identify and address challenges with innovation and common-sense. Kleinfelder's integrated, award-winning experts collaborate with clients to meet their objectives - from project inception through design and execution. Connecting great people to the best work is our purpose - together, we deliver.

Step into Your New Role

Kleinfelder's East Division is growing and seeking a Market Manager to lead the Division's overall strategy and growth program, including managing the discipline-specific sector leads across Water/Wastewater, Energy, Power, Transportation, Industrial/Commercial, and Federal sectors to support continued growth. We are seeking an energetic, dynamic professional with a business development and engineering/construction background, broad knowledge of the markets served across the East Division, and the ability to guide individual sector leads within their areas of specialization. The successful candidate will align market strategies across disciplines, assess economic drivers, market conditions, and the competitive landscape, and work with the Operations areas to implement the growth plan by leveraging Kleinfelder's capabilities to grow lasting relationships and expand business with existing and prospective clients.

This role can be based in any of our East Division Offices.

GENERAL CAPABILITY:

• Provide Divisional leadership and strategic direction to discipline-specific sector leads, ensuring their individual market plans are coordinated with the Division's overall growth objectives.
• Builds strong partnerships with Area leadership and uses influence, collaboration, and market insight to align sector strategies, investments, and execution priorities with each Area's growth opportunities, objectives, and goals.
• Identify target clients, regulatory and economically driven opportunities, and aid the Divisional leadership team, Area leadership teams, client account managers, and seller/doers to build a team capable of positioning and winning projects.
• Define and communicate Kleinfelder's position within a market sector, establishing criteria for sound Go/No-Go decisions and identifying subject matter experts critical to success in the sector.
• Demonstrates competency in leading assigned staff and discipline-specific market managers, setting expectations, coordinating priorities, and supporting effective execution. Works independently or in conjunction with senior management and executive staff.
• Uses knowledge of industry and/or professional guidelines and protocols to accomplish goals and objectives and solve abstract problems/difficult matters.
• Ability to train and mentor Sector Leads and Division-wide Business Development personnel in the client development process to maximize sales with existing clients.

RESPONSIBILITIES:

• Leads and develops sector leads for Water/Wastewater, Energy, Power, Transportation, Industrial/Commercial, and Federal markets, providing direction, coaching, coordination, and accountability for performance within their respective sectors.
• Tracks and manages, through Sector leaders, business development efforts Division wide to meet or exceed Market plan objectives for Sales, Revenue, and Cost of Sales
• Audits and maintains East Division CRM data to ensure data quality for planning and managing performance against Market plan objectives.
• Work across all Areas to establish annual divisional market growth goals and budgets and works with discipline-specific sector leads to develop aligned plans, priorities, and performance objectives for their respective markets, business units, and teams.
• Influences and aligns Area leadership around priority growth areas, market goals, resource needs, and coordinated actions required to achieve Division and Area growth objectives.
• Maintains a broad understanding of the Division's markets, analyzes cross-market drivers and trends, and identifies new business opportunities with strong growth and profitability potential. Uses Stage Gate methods and works with discipline-specific sector leads and Division leadership to develop those opportunities into successful businesses.
• Makes significant contributions to all Company-wide planning efforts, such as periodic Strategic Planning, annual tactical planning, new business incubation gatekeeping, and development or revision of policies and procedures.
• Works with Area teams and Sector Leads to identify and track all related conferences and other OH expenses needed to accomplish goals.
• Assists Divisional personnel to evaluate prospective clients and opportunities, reinforcing sound business decision-making.
• Engages in Proposal teams, Red Team reviews and Mock interviews for major pursuits to ensure we have developed sound client value propositions.
• Aids the Divisional Business Controller with the annual Business Development Plan
• Mentor specific sellers/doers and client account managers in the market to improve their BD skills and activities.
• Manages client BD and delivery teams, as assigned.
• Engages in the recruiting, mentorship, coaching, and performance review of employees operating within the Market sector.
• Engage in national and local organizations and conferences is important to our clients and the markets. Usually sits on planning committees and gives presentations at events, not just attend.

COMPETENCY REQUIREMENTS:

Acting Strategically

• Aligns day-to-day activities around broader organizational goals and objectives.
• Prioritizes resources based on the strategic objectives of the organization.
• Recognizes and rewards people based on how their actions support the broader needs of the company.

Demonstrating Tenacity and Perseverance

• Maintains high levels of energy and enthusiasm over an extended amount of time.
• Does not give up when faced with challenging obstacles.
• Completes what he/she starts.
• See projects through to the end.

Driving for Results

• Aggressively pursues challenging goals and objectives.
• Will to put in considerable time and effort to accomplish objectives.
• Takes a highly focused, goal driven approach toward work.

Making Accurate Judgments and Decisions

• Bases decisions on a systematic review of relevant facts and information.
• Avoid making assumptions or rushing to judgment.
• Provides clear rationale for decisions.

Setting a Strategic Vision

• Identifies and articulates the Division's overall market strategy and aligns the goals and direction of each discipline-specific market with that strategy.
• Builds alignment and commitment among Area leaders and sector leads by clearly connecting market priorities and growth initiatives to shared Division and Area goals.
• Establishes connections between short-term goals and long-term objectives and directions.

Academic Requirement:

Education: B.S. degree in Engineering or related field required. Master's/MBA degree or equivalent preferred.

Experience:

• Demonstrated experience leading market leaders or managers across multiple disciplines, with sufficient knowledge of the Division's overall markets to assess priorities, connect opportunities, and guide specialists in their respective markets.
• 15 or more years of related experience, 8 or more years of professional and project management experience in consulting engineering business and knowledge of applicable laws and regulations required.
• 5 or more years' experience at management level.
• Certification/Registration: Professional registration preferred.

Other Knowledge and Skills:

• Superior communication skills and in-depth knowledge of company service and products.
• Effective understanding and skills in using Customer Relationship Management software.

Following an offer, candidates will be required to satisfactorily complete employment reference checks, verification of professional licensure and/or educational credentials, a motor vehicle report (MVR), and a comprehensive background check.

Move Forward with KleinfelderKleinfelder has been connecting great people to the best work since 1961. We are engineers, scientists, and construction professionals providing solutions that improve our clients'' transportation, water, energy, and other private infrastructure. As a responsive, cross-disciplinary team of bright, curious, and innovative problem-solvers, we are dedicated to doing the right thing, every day, on every project from over 85 offices in the US, Canada, and Australia. Connecting great people to the best work is our purpose - together, we deliver. Progress with an Employer that Values YouKleinfelder is an inclusive organization free from discrimination. We are a stronger organization when we are a diverse workforce and believe that through diversity, equity, and inclusion comes creativity, innovation, and unity. We are proud to offer the following: Benefits: Kleinfelder offers an excellent compensation and benefits package, including: medical, dental, vision, life insurance, 401(k) plan, and paid holidays. The expected salary range for the position is displayed in accordance with the Colorado Equal Pay for Equal Work Act.  Final agreed upon compensation is based upon individual qualifications and experience. Salary range: $130,000 - $215,000. Career Development: We are committed to investing in the professional development of our staff, offering each employee every opportunity to grow, develop, and take control of their career paths. We support these efforts through reimbursements for continuing education as well as many of the expenses associated with trainings and certifications, and opportunities for career development through our internal Mentoring Program. Equal Opportunity: Kleinfelder is an Equal Opportunity Employer - Minorities/Women/Disabled/Veterans. (Compliant with the new VEVRAA and Section 503 rules) NOTICE TO THIRD PARTY AGENCIES Please note that Kleinfelder does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Fee Agreement, Kleinfelder will not consider or agree to payment for any referral compensation or recruiter fee. In the event a recruiter or agency submits a resume or candidate without a previously signed agreement, Kleinfelder explicitly reserves the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency. Any unsolicited resume, including those submitted to hiring managers, are deemed to be the property of Kleinfelder.