Business Development/Marketing/Sales, Design-Builder
The Black & Veatch (BV) Water Design-Build group is seeking a Director of Business Development to expand its water and wastewater market presence in the Western US, with a focus on the Northern and Southern California markets.
The Director of Business Development, Design-Build for Water will be directly responsible for project development from prospect identification, prepositioning, proposal strategy, and supporting contract negotiations and project kick off. Maintaining and strengthening positive client relationships throughout the project life is critical. The Director will also support risk management, governance, practice/procedure/tool development, and professional development for the design-build business. Ultimately, the candidate will be expected to contribute to the growth and success of BV Water’s design-build business. Experience in providing a broad range of services to water utilities, municipal clients and related industries as well as strong managerial capabilities are critical for this role.
Principal Duties and Responsibilities:
Contributing to overall growth strategy, business model advancement, innovative offerings and practice expansion and creation as well as execution.
Supporting the full project development lifecycle; this includes marketing, project identification, pre-positioning, strategy development, estimating support, proposal development, and customer relationship management as required to assure a quality outcome and repeat business.
Responsible for business development including leading team efforts for marketing, strategy development, prospect identification, proposal development, proposal preparation, client presentations, project budgeting and contracting for successful opportunities.
Support development of the overall market business plan, market strategies, client engagement strategies and leverage other Black & Veatch technical and management resources to advance Black & Veatch’s market footprint.
Participate in continuous improvement of customer service, quality, safety and financial performance.
Shape, sponsor and personally invest in the development of BV Professionals, including workforce planning, recruiting, resource sharing across BV, training and development.
Coordinate with other sales teams within the company to obtain leads and develop coordinated sales strategies for the suite of business offerings.
Develop relationships in the market and expand the recognition of Company Brand and capabilities.
Preposition and assess opportunities to ensure the Company is pursuing the right opportunities and the right sales strategy and teams are presented for those opportunities.
Work closely with the execution teams to ensure all sales can be executed profitably.
Develop and maintain the sales funnel/pipeline for use in company forecasting and tracking.
Participation and leadership roles in industry organizations such as the Design-Build Institute of American and others as applicable.
Travel to engage with potential and current clients.
Bachelor of Science Degree.
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 applicable laws and regulations.
15+ years of progressive leadership in EPC/design-build business environment. Should include experience in sales of construction projects, project management and senior leadership roles.
Solid project management practices within USA union and open shop environments.
Track record of selling and providing a wide range of design-build/EPC offerings in the Water sector in the US. Global experience is a plus.
Has successfully managed multiple Design-Build engagements in the Water sector, which includes a leadership role in construction projects.
Commercial and risk management experience.
Graduate Degree in Engineering, Construction Management/Sciences or related field.
Ability to travel up to 80%.
Strong water utility industry relationships and presence, preferably in the Western US as well as relationships with construction companies and regulatory commissions
Ability to successfully collaborate across other business areas withing Water and Black and Veatch
Experience assembling joint ventures
Experience with customer relation management tools.
Direct construction field experience.
Outstanding oral and written communication skills.
Demonstrated ability to lead sales teams.
Design-Build Institute of America Accreditation.
Telecommuting is allowed.
About Black & Veatch
Building a World of Difference®
Black & Veatch is an employee-owned engineering, procurement, consulting and construction company with a 100-year legacy of innovations in sustainable infrastructure. With innovative thinkers.
How we do it:
Trusted advisors who deliver excellence – and define commitment – to our clients. Individuals with the expertise to continually transform today’s technology into tomorrow’s safe, long-lasting infrastructure.
What we do:
We go beyond the project. We break down social, economic and geographic barriers by making life’s critical resources accessible to all. Our work empowers our clients with the knowledge, ownership and confidence they need to make meaningful differences.
Why we do it
Sustainable infrastructure advances lives, lifts communities, protects the planet and enables global prosperity.