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Transportation Sales Manager

at Black & Veatch in Dover, Delaware, United States

Job Description

Transportation Sales Manager

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 : Black & Veatch Corporation

Req Id : 39201

Job Title : Transportation Sales Manager

Location : USVRTL

Business Unit Sector : COR-GROWTH ACCELERATOR

Opportunity Type : Staff

Relocation eligible : No

Full time/Part time : Full-Time

Project Only Hire : No

Visa Sponsorship Available: No

Job Summary

Black & Veatch is currently seeking a Sales Manager to develop and implement a successful sales program within Black & Veatch’s Transportation business. The Sales Manager will be responsible for developing a base of clients among various business segments, specifically within Medium and Heavy-Duty Trucking industry or the aviation industry, whose focus is intended to support fleet decarbonization and transition to alternative modes such as EV and Hydrogen. The position will also work in coordination with other Black & Veatch business unit sales teams on joint prospects and opportunities among several markets across the company. The successful candidate must have a strong infrastructure/technology sales background and a passion for cutting edge solutions. The professional is expected to have demonstrated experience implementing successful sales programs with a focus on building exceptional client relationships which lead to repeat business. The successful candidate will be able to leverage these skills to work across Black & Veatch business units, implementing strategies that result in Transportation sector sales and strengthening of the Black & Veatch brand. The Sales Manager will generate new business from both existing customers and new accounts. As the industry leader, Black & Veatch offers a vertically integrated offering including planning, site acquisition, design, utility coordination, permitting, procurement, construction, commissioning and maintenance.

Key Responsibilities

The Sales Manager will be involved in establishing and implementing robust and leading-edge strategic business development strategies and sales efforts for the assigned accounts and prospects across the business. This role will be responsible for implementing go to market strategies, focused on leading business capture and maintaining/expanding ongoing relations with existing clients. The Sales Manager will identify and meet with key client personnel and decision makers and establish and encourage relationships between clients and B&V operating personnel. The Sales Manager will develop a great understanding of client business needs and upcoming projects and maintain the pulse of industry business cycles while prioritizing sales efforts toward high potential projects. The right candidate will support the entire sales cycle, including prospecting, campaigns, RFPs, and contract negotiations.

Additional responsibilities include:

+ Initiates, maintains, and cultivates strategic relationships relative to the sector’s client base.

+ Champions the proposal effort in conjunction with management and colleagues by assisting in the evaluation and pricing process to win new business opportunities; participates on team to present proposals to division management and the Proposal Review Board

+ Acts as interface with Project Manager and client to address significant changes to contract and/or scope of services.

+ Assesses the success of strategic account plans on a quarterly basis and revises as needed to ensure PGM targets are met.

+ Updates and tracks clients in client database, Electronic Client Resource Management System (eCRM).

+ Supports the business with continuous strategic planning, forecasting and reporting.

Management Responsibilities

Individual Contributor

Preferred Qualifications

+ Strong knowledge and overall understanding of transportation industry; knowledge of industry business drivers and motivators

+ 15 years prior sales experience within the transportation sector with significant existing contacts in the industry Interest in new technologies in the communications, transportation, and energy sectors a plus

+ Experience creating and closing multi-million-dollar deals with various financing arrangements

+ Strong business acumen Team player

+ Understanding of financial metrics including PGM, revenue, overhead costs, ProfitandLoss, and Project Financials Proposal and contract negotiating skills which includes knowledge of terms, risks, pricing, and payment terms

+ Excellent communications/human relations and presentation 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 forecast

+ Strong leadership skills

+ Multi-tasking ability (prioritize, organize, schedule work)

+ Good problem-solving skills (identify, analyze, research, evaluate, resolve)

+ Bachelor’s degree, MBA a plus

+ Exhibits high ethical standards in business and in work

+ Maintains a reputation of integrity among clients

Minimum Qualifications

Education: Bachelor’s Degree in Management/Marketing or related field.

Experience: 15+ years experience

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.

Certifications

Work Environment/Physical Demands

Overtime required, Domestic travel, Keyboarding, SittingNormal office environment

Competencies

Collaborates

Communicates effectively

Courage

Directs work

Instills trust

Interpersonal savvy

Organizational savvy

Salary Plan

SAM: Sales

Job Grade

007

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 (913) 458-2147. This contact information is fordisability 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 owner

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Job Posting: JC183723371

Posted On: May 15, 2021

Updated On: Sep 18, 2021