Key Account Excellence Leader

Key Account Excellence LeaderDate: Aug 2, 2023Location:Atlanta, GA, US Overland Park, KS, US Houston, TX, US Chicago, IL, US USCompany: Black & Veatch Family of CompaniesTogether, we own our company, our future, and our shared success.As an employee-owned company, our people are Black & Veatch. We put them at the center of everything we do and empower them to grow, explore new possibilities and use their diverse talents and perspectives to solve humanity's biggest challenges in an ever-evolving world. With over 100 years of innovation in sustainable infrastructure and our expertise in engineering, procurement, consulting and construction, together we are building a world of difference.Company : Black & Veatch CorporationReq Id : 99473Opportunity Type : StaffRelocation eligible : YesFull time/Part time : Full-TimeProject Only Hire : NoVisa Sponsorship Available: NoJob SummaryAs a core member of Black & Veatch’s Enterprise Sales Leadership team, you will be responsible for developing and managing our key account strategy to expand market presence into new accounts and further penetrate existing accounts with new services while measurably increasing client satisfaction and other metrics for a successful long-term partnership. You’ll drive an enterprise-wide rigor, integrated tightly with other leaders (business, sales & marketing) on the segmentation strategy for all accounts, the key account selling methodology, training & coaching, analytics and reportingKey Responsibilities Leads and translates the strategic deployment of the business units’ growth plans into a comprehensive long-range planning and segmentation process to identify, validate and allocate key accounts by a selection of tiering and strategic fit to our growth initiatives and solutions capabilities Runs and operates the routine analytics, reporting, and the account planning rigor and captures insights and inputs for future collaboration Connect with BV’s solutions teams to foster additional insights and cross-selling opportunities (both established and new ideation sources) – works closely with 3rd party resources to optimize our strategic selling acumen and instill better practices Develops the processes and operational rigor, cadence and methodology that enables a collaborative cross-enterprise, approach to large (strategic and target) accounts - identifies, tracks and drives the progress to deliver execution on new opportunities and other key account milestones, updates and ranks on priorities and sets re-allocations as needed versus the annualized goals (fiscal and other KPIs) Delivers with support the specific resources, skills training, tools, coaching and insights both to the dedicated client account managers (CAMs) as well as their leadership with clear role definition and expectations backed by active coaching, scorecard insights and supporting insights Sets the periodic methodology with the business units (Sectors & Regions) to routinely inspect, validate and update their strategic plans for future growth with top established clients and must win target prospects Collaborates across the enterprise to develop specific incentivization plans for key account roles that drive a measurable penetration of cross-selling, new solution ideation, co-investment and other success factors versus an annualized target and compensation plan Work with enterprise marketing team to help drive relevant thought leadership, events, content and other needs for key account markets while providing a feedback loop on key areas of key account awareness regarding branding, value proposition, capabilities and program execution and quality; engages with marketing to develop where appropriate focused account based marketing activities including specific communications, events and other sources of programmatic engagement Owns and manages the routine surveying and scorecard analytics for client satisfaction and next-step insights for continuous improvements Work with peers in the Sales Operations team to align and drive metrics and reporting (e.g., funnel review, KPIs, etc.) Contribute to sales profiles and capability development, key account competency and talent development programs; routinely be a partner to the Sales Leadership regarding recruitment, selection, onboarding and sustained retention for all key account roles Drives the program management for the Client Experience Committee (CXC) charter - develop, host, evolve Client Advisory Board forum with a cross-functional teamManagement ResponsibilitiesPreferred Qualifications Strong industry knowledge and business acumen Ability to sense cross-sell and up-sell opportunities Ability to fully understand client business needs and drivers and translate into actionable value propositions and long-term networking strategies Highly analytical and adept at processing data at scale in order to baseline and track the progressive success of the key account management processes, strategies and investments Able to translate strategy into effective client segmentations with different levels of effort and prioritization required to deliver the enhanced, recurring relationships over practical timelines Ability to fully understand the external market forces and correlating the B&V offerings to show benefits to potential clients. Ability to forge relationships with senior executive clients, business partners, and other industry stakeholders Provides front-line visibility and thought leadership for BV to key clients Positively impact Market Sectors towards broader enterprise success Establish and maintain productive peer-to-peer relationships with customers and prospects. Ability to quickly judge and evaluate proposed opportunities, strategies and make appropriate recommendations. Ability to lead, guide, motivate, train, and mentor others while being a proactive communicator and self-starter Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; benchmarking state-of-the-art practices; participating in professional societies. Ability to think strategically and create persuasive messages Ability to meet deadlines and be flexible to multiple demands and shifting priorities. Miller Heiman (KF) expertise Salesforce / CRM experienceMinimum QualificationsBachelor's degree in a related field. . 15+ years experience in business development roles. 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.CertificationsWork Environment/Physical DemandsCompetenciesSalary PlanSAM: SalesJob Grade008Black & 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.Nearest Major Market: AtlantaJob Segment: Engineer, Engineering