Black & Veatch Sales Manager, NextGen Ag in Des Moines, Iowa
Sales Manager, NextGen Ag
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.
Req Id : 41041
Job Title : Sales Manager, NextGen Ag
Business Unit Sector : COR-GROWTH ACCELERATOR
Work Location : USVRTL, KCP
Opportunity Type : Staff
Relocation eligible : No
Full time/Part time : Full-Time
Contract Hire Only for this Project : No
The future of food, beverage, and agriculture has never been more exciting, challenging, and promising. Consumers’ preferences and demands are rapidly evolving alongside major leaps forward in food technologies like alternative proteins, aquaculture and vertical farming. These trends are reshaping our food systems, driving innovation to solve global food security and create more sustainable products and facilities.
We have an exciting new leadership position in our fast-growing NextGen Ag team. We are commercializing disruptive technologies in the food and agricultural fields. We’re pros in optimizing existing facilities, designing and building new ones, and collaborating to bring emerging, new-to-world food, beverage and agricultural innovations to market. From vertical farming to cell-based meats, we help our clients bridge the gap between science, research and development, engineering, and commercialization.
Reshaping our food system will require massive change. If you are passionate about this opportunity and the potential to make a massive difference, we are looking for you!
Black & Veatch is Building a WORLD of Difference.
It's time for better. NextGen Ag: Better Food, Better Planet
Prove the capability to generate new business from both existing customers and new accounts in the food and agriculture space. This includes, but is not limited to, support and participation in the booking of new work, developing client account plans, building and maintaining strategic relationships, participating in interface activities such as trade shows, conferences and events to foster relationships. Championing the proposal effort, preparing and giving targeted sales presentations, working with project managers to ensure client satisfaction and participating in the Client Satisfaction Program surveys. Focus on a select number of targets, groups of clients and potentially strategic clients in a certain geographic region with medium to large complexity and medium to large scope.
Develops strategic account plans for targeted clients focused on key clients, select number of targets, groups of clients and potentially strategic clients in certain geographic regions to meet or exceed desired Project Gross Margin (PGM). Determines personnel within client organization to cultivate relationships to obtain new business or maintenance of existing relationship. Makes recommendations to determine projects to pursue to meet and/or exceed client needs.
Understands the process required to initiate, maintain, and cultivate key internal and external relationships with medium to large complexity and scope.
In conjunction with management and colleagues, learns the coordination of client interface activities and successfully executes the strategic account plans.
Initiates and follows leads for new projects and increased scope of work for existing projects.
This includes client-focused presentations, attending trade shows, conferences, and special events to foster relationships.
Communicates to management what clients to target and personnel within organization to contact at events.
Understands the proposal effort in conjunction by assisting in the evaluation and pricing process to obtain business opportunities.
Participates in proposal development and management.
Participates on proposal presentations for management and review board(s).
Provides key differentiators to use regarding services offered to client.
Works with project managers and staff to learn customer satisfaction methodology on current projects, including follow-ups with clients to address concerns or issues and communicates those to management.
Learns the interface with project manager and client required to address significant changes to contract and/or scope of services.
Participates in the Client Satisfaction Program including a review of which clients to survey for useful feedback based on client relationships.
Identifies personnel within client organization to involve in survey, participating in survey process with project managers by interviewing/surveying clients, ensuring survey results are communicated to appropriate B&V management and following-up on necessary improvements or changes based on survey results.
Maintains and drives action items from Client Satisfaction Feedback sessions.
Reviews the assessment process to determine the success of strategic account plans and the revision process to ensure PGM targets are met.
Updates and tracks clients in client database.
Monitors, develops, and pursues new business opportunities in the region.
Conducts all dealings with clients, external and internal, with professionalism, integrity and high ethical standards.
Provides prospect reporting, forecasts, client feedback and other information necessary to support business unit and company business planning.
Actively uses B&V Electronic Client Management (eCRM) system.
Assists in the development of marketing plans, marketing collateral, and strategic planning for the NextGen Ag team.
Strong sales traits, including tenacity, competitiveness, persuasiveness and overall people skills.
Highly task oriented to focus on winning new business and achieving sales targets.
Knowledge and overall understanding of the food and beverage industry; knowledge of industry business drivers and motivators.
Team player Exhibits high ethical standards in business and in work; maintains a reputation of integrity among clients.
Generalunderstanding of client business and financial drivers and B&V financial metrics (PGM, revenue, overhead costs, profit & loss and project financials).
Excellent communications/human relations skills (written, verbal, client service); ability to maintain key relationships.
Self-motivated Ability to think quickly and anticipate questions when interfacing with clients.
Ability to sell; strong negotiating and persuasive skills.
Ability to interface with diverse personalities.
Ability to think strategically.
Ability to learn B&V sales training curriculum.
Strong leadership skills.
Multi-tasking ability (prioritize, organize, schedule work).
Good problem solving skills (identify, analyze, research, evaluate, resolve).
Education: Bachelor’s Degree (Engineering related preferred). Ability to learn technical concepts is mandatory.
Expeirence: 7 years’ experience in the food/agriculture industry. Preferred experience in direct selling, marketing or proposal management as well.
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 and environments associated with extensive travel demands.
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.
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.
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