Senior Sales / Business Development Manager

　　Date: Feb 2, 2024

　　Location:

　　Metro Manila, Philippines, PH

　　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.

　　Req Id : 101717

　　Opportunity Type : Staff

　　Relocation eligible : No

　　Full time/Part time : Full-Time

　　Contract Hire Only for this Project : No

　　Job Summary

　　Prove the capability to generate new business from both existing customers and new accounts. 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.

　　Sales Manager is accountable for the success of business development and sales efforts within The Philippines for the Black & Veatch Business. The Sales Manager will work with the Business Director and will work in a matrix organization that aligns the goals of Business Lines and Asia Regional Profit/Loss center. The Sales Manager will be responsible to identify the sales opportunities in The Philippines, define the sales strategies, lead and drive the internal organization in capturing the orders.

　　Key Responsibilities

　　. 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 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 Black and Veatch 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 Black and Veatch Electronic Client Management (eCRM) system

　　This position is responsible for business development and sales for Power (Conventional Generation, Transmission, Distributed Energy, and Renewable Energy), Oil&Gas (LNG/FLNG). The Senior Sales Manager reports to the Business Director- SEA I and is responsible for defining sales opportunity strategies, leading the internal business line, support functions throughout the opportunity capturing process and managing sales campaigns.

　　Management Responsibilities

　　Preferred Qualifications

　　Engineering related Bachelor's degree preferred

　　Preferred experience in direct selling, marketing or proposal management

　　Preferred Skills: . 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 Energy 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 . General

　　understanding of client business and financial drivers and Black and Veatch financial metrics (PGM, revenue, overhead costs, profit

　　and

　　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 Black and Veatch sales training curriculum . Strong leadership skills . Multi-tasking ability (prioritize, organize, schedule work) . Good problem solving skills (identify, analyze, research, evaluate, resolve)

　　Minimum Qualifications

　　Bachelor's Degree. Ability to learn technical concepts is mandatory. 7 years experience in the energy industry. Complete all training requirements throughout the program. 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

　　Normal office environment and environments associated with extensive travel demands.

　　Competencies

　　Salary Plan

　　SAM: Sales

　　Job Grade

　　006

　　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.

　　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. We offer professionals an array of health and welfare benefits that vary based on their geographic region and employment status. This may include health, life accident and disability insurances, paid time off, financial programs and more. Professionals may also be eligible for a performance-based bonus program.

　　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.

　　Job Segment: Engineer, Engineering