at Black & Veatch in Montpelier, Vermont, United States
Key Account Manager – Navy Account
Date: Feb 10, 2022
Company: Black & Veatch Family of Companies
We believe real value is powered by the unique skills and experiences of our professionals. The interchange of ideas from a diverse group of people gives our teams an expanded perspective and the ability to find better solutions for our clients.
Company : B&V Special Projects Corp.
Req Id : 60801
Job Title : Key Account Manager – Navy Account
Location : USVRTL
Business Unit Sector : SPC-GMGNE-FED RESOURCES
Opportunity Type : Staff
Relocation eligible : No
Full time/Part time : Full-Time
Project Only Hire : No
Visa Sponsorship Available: No
The Navy Key Account Manager is accountable for sales within their defined client segment, supporting Region leadership for developing and implement growth strategies and working closely with BV Federal sales and marketing teams. Oversees and directs overall sales operations in assigned regions through planning and forecasting. Primary responsibilities include development new business with the U.S. Navy client, interfacing with the client, communicating goals and strategies, and team collaboration. Develops sales business objectives to implement throughout the organization on which to measure success and productivity.
+ Reports to the Managing Director, Business Development.
+ Provides mentoring and professional development to Sales Managers and to clients within his/her defined client segment.
+ Responsible for supporting the Managing Director, Business Development in strategic planning, and development of tactics to grow market share within the Navy account to meet Business objectives.
+ Responsible for leading the planning and execution of sales strategies for the Navy account.
+ Oversight of the development and cultivation of a well-qualified sales pipeline using automated customer relationship management tools (e.g. Microsoft CRM)
+ Gain and share understanding of the Navy’s organization, budgets, priorities and strategies, processes, and decision-making structures
+ Effectively negotiate with multiple levels of executive management within the Navy and teaming partner organizations
+ Ability to organize and execute effective public speaking and written media with practice related organizations within the industry.
+ Use in-depth knowledge and insight of key competitors to create compelling reasons for clients to engage with the company.
+ Communicate the status of opportunities, clearly articulate next steps and discuss potential risks with the wider sales and account management team in meetings.
+ Proven management track record and ability to influence and manage teams
+ Previous proven external, customer sales success
+ Thorough knowledge of market penetration and development techniques
+ Sales and Marketing campaign development skills
+ Strong knowledge and overall understanding of U.S. Navy contracting industry; knowledge of Federal and/or outside continental US budgeting, industry business drivers and motivators.
+ Experience leading strategy and marketing for Federal acquisitions; demonstrated experience in working with cross-functional teams and a variety of stakeholders, and in developing and executing strategies to deliver business results
+ Understanding of financial metrics including EBIT, New Business and Earned Revenue, overhead costs, profit & loss, and project financials.
+ Leads and manages through delegation, clear communication, and organization.
+ Ability to sell; strong negotiating and persuasive skills.
+ Strong business acumen and leadership skills.
+ Ability to interface with diverse personalities and promote teamwork.
+ Multi-tasking ability (prioritize, organize, schedule work).
+ Highly motivated self-starter.
+ Action oriented and results driven.
+ Excellent customer service and client focus skills.
+ Shows strength, strong decision making skills, and success in the face of ambiguity or obstacles.
+ Innovative and strategic in sales and client relationship building.
Executive Order 14042, associated federal safety protocols for federal contractors, issued on September 24, 2021, requires covered contractors and subcontractors who work with the federal government to ensure their employees are fully vaccinated for COVID-19 by an FDA approved or authorized COVID-19 vaccine, or are approved for a medical or religious accommodation by January 18, 2022. Black & Veatch may be subject to these legal requirements. This role will require proof of full vaccination or approval for a medical or religious accommodation prior to start date.
Bachelor’s degree, related field or technical discipline.
5+ years consultative and/ or management experience 10-12 years engineering/ construction industry experience including 5+ years U.S. government contracting industry experience and/or outside contintental US experience.
Complete understanding of capture, proposal, and solution development including contract cost and pricing principles for acquiring new and follow-on business.
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.
Work Environment/Physical Demands
Remote working environment. Domestic and/or international travel required.
Black & Veatch endeavors to makeaccessible to any and all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process because of a disability, please contact the Employee Relations Department at +1-913-359-1622 or via our. This contact information is for disability accommodation requests only; you may not use this contact information to inquire about the status of applications. General inquiries about the status of applications will not be returned.
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 company’s 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.
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, m