Black & Veatch Area Director-Central Region in Des Moines, Iowa
Area Director-Central Region
Date: Sep 16, 2022
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.
Company : Black & Veatch Corporation
Req Id : 86060
Opportunity Type : Staff
Relocation eligible : Yes
Full time/Part time : Full-Time
Project Only Hire : No
Visa Sponsorship Available: No
This professional will provide business management of assigned areas within their respective region, working closely with the Managing Director and Client Directors in strategic planning, business development, and execution resulting in profitable business growth; and acquiring new clients and engagements while maintaining our base operations. Provides oversight of business development, financial management, engineering, operations and other functions consistent with the Regions goals. Provides strong directional leadership of teams in making pursuit decisions related to our position in the marketplace to drive win results. Accountable for specific new business and earnings objectives including earned Value Contribution (VC) goals, strategic planning, business development and client engagement, effective pursuit planning and leading strategic pursuit teams, and strong financial management to include top line and bottom-line growth. Supports effective project execution to drive earnings and manage risk including complex contract negotiations with appropriate client management. Supports professional hiring, retention, and development including identifying/driving strategic hiring needs, and coaching/mentoring of professionals. Manages risks for professional services projects including traditional and design-build contracts with varying contracting approaches, technologies, and clients.
The overall objectives are to contribute to significant business growth by supporting the development of new & existing clients and capturing significant market share for all business lines. Financial requirements will be measured based on business volume including new business Project Gross Margin (PGM), VC, and Overhead Rate.
Initiates, maintains, and cultivates strategic relationships within the assigned area.
Creates and leverages productive relationships with board members and senior level management within client organizations. Maintains key relationships with targeted clients. Develop and maintain personal relationships with key business partners and competitors.
Prepares and implements Client Development Plans for assigned clients and ensures CRM is updated and maintained to accurately reflect market potential.
Uses experience in business development to actively drive business results developing or reviewing key pursuit strategy and positioning, and leading or supporting proposal development. Drives good Go / No-Go decisions and recommendations. Assists with Proposal Review Board (PRB) documentation development. Apply market pricing to ensure that each pursuit is competitive.
Assigns and leads positioning of client account teams.
Searches for new opportunities with existing or new clients and promotes and partners with business lines to offer full range of service offerings to our clients and staff.
Meets or exceeds financial and productivity goals. Delivers expected volume of New Business and Earned VC and manages assigned overhead budgets.
Responsible for financial management, budgeting, and forecasting; ensures assigned area meets monthly and quarterly financial performance expectations.
Identifies and addresses critical success factors for complex engagements. o Assists in the negotiation of contracts; ensures review process and appropriate level of scrutiny of scopes & fees are completed.
Oversee the development of processes and techniques to improve operations and develop marketable service offerings and Influences region-wide costs, productivity, and competitiveness.
Oversee execution of professional service projects and directly manages assigned strategic projects to meet or exceed expectations for safety, quality, schedule, and budget.
Actively manages performance of assigned staff and projects; and lead accountability within the assigned area.
Provides input on the strategic plans for the assigned area to support profitable growth and align with the Region and overall Water strategies.
Utilize capabilities exhibiting thought leadership and supports the Managing Director in strategic planning for the Region contributing to the development of the strategic direction and objectives. o Influence recruitment and staffing strategy , manage staff which includes hiring, succession planning, performance management, and promotions.
Supervise and mentor assigned leadership professionals and promote proactive mentoring and coaching to support professional development and retention.
This position will be evaluated on success in the following areas: • New Business PGM • Earned VC • Assigned Business Development Budget • Business Development Ratio • Cash Flow • Personal and assigned productivity
Supervises work of others. Responsible for hiring, discipline, and pay administration of their subordinates.
15+ years sales & marketing experience; technical experience and background is recommended.
Bachelor’s Degree in technical discipline preferred; Master’s Degree a plus
Strong technical understanding of Water markets, including drivers and general trends; Strong sales traits, including tenacity, competitiveness; Overall people skills; Highly task oriented to focus on winning new business and achieving sales targets; Ability to work in a team environment and support other leaders; Excellent verbal and written communication skills; inter-personal skills; presentations skills; Ability to interface with diverse personalities; Ability to think strategically and create persuasive message; Contract negotiating skills which includes knowledge of terms, risks, pricing, and payment terms; Ability to sell; Understanding of budgets and financial metrics and ability to manage a business to budget; Self-starter and ability to make decisions independently; Ability to meet deadlines and be flexible to multiple demands of project teams and shifting priorities; Problem solving skills; Leadership skills
Bachelor’s Degree in Business or technical discipline required, such as engineering. 12+ years progressive management experience in areas such as engineering, project management, and/or operations 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.
Work Environment/Physical Demands
Normal office environment
Domestic and International Travel
GMT: General Management
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, marital status, genetic information, sexual orientation, gender Identity and expression, disability, veteran status, pregnancy status or other status protected by law.
For our EEO Policy Statement, please click. If you’d like more information on your EEO rights under the law, please clickand.
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.
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