Client Account Manager - Food & Beverage

Together, 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 humanitys 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.

Black & Veatch allows you to lend your talent and perspective to humanitys biggest challenges in a flexible environment where you are empowered to grow and explore new possibilities. We offer competitive compensation; 401K match and benefits that start day one. Our hybrid environment allows you to balance your work and personal life. At Black & Veatch, you own your career with purpose and meaning. You are empowered to grow and explore new possibilities at every step of your career journey. Bring your big ideas knowing you are safe to be who you are and speak up with concerns or questions and put your diverse talents and perspectives to use.

The Opportunity

We have an exciting leadership opportunity in our fast-growing Industrial Manufacturing team. Were pros in optimizing and expanding existing facilities, designing and building new ones, and collaborating to bring emerging new-to-world food, beverage and agricultural innovations to market. If you are passionate about this opportunity and the potential to make a difference, we are looking for you! As the Client Account Manager for Food, Beverage and Agribusiness, you will have the opportunity to:

• Drive new business growth with new and existing accounts, develop and maintain client account plans, build and expand strategic relationships and partnerships, participate in interface activities such as trade shows, conferences and events to foster relationships.
• Champion proposal efforts, prepare and give targeted sales presentations highlighting all BV solutions. Work with project managers and solution architects to ensure client satisfaction and participate in the Client Satisfaction Program surveys.
• Identify target clients that align with strategic fit including target geographic regions with ability to sell multiple BV solutions.
• Determine personnel within client organization and cultivate relationships to obtain new business, or maintain existing relationships.
• Make recommendations and determine projects to pursue in order to meet and/or exceed client needs.
• You may also have the opportunity to support clients in Pharma, Life Sciences and Biotech.

This role will be designated in our business traveler work schedule. We are committed to providing a healthy, safe and flexible work environment for all professionals while helping them remain productive and connected. Our business traveler work schedule includes BV professionals who travel consistently 60% or more of their work schedule and provides flexibility around working from their home or office, on the road, or in a satellite location.

Days during the travel week that are not travel days may be worked in the office or at a remote location. During non-travel work weeks, business traveler professionals may work in a BV office location 3 days per week and in a remote location for the remaining 2 days of the week. All Black & Veatch professionals, including business travelers, are expected to be in the office for activities such as onboarding, training, client meetings, supervisory and team collaboration, as needed.

Key Responsibilities

Understand the process required to initiate, maintain, and cultivate key internal and external relationships with medium to large complexity and scope. Lead client engagement activities from identification and opportunity creation to business capture. In conjunction with management and colleagues, learn the coordination of client interface activities and successfully execute 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. Communicate to management what clients to target and personnel within organization to contact at events. Keep the Client Relationship Management tool updated and aligned with governance to ensure accurate tracking and management of client relationships. Provide prospect reporting, forecasts, client feedback and other information necessary to support business unit and company business planning. Actively use B&V Electronic Client Management (eCRM) system. Account management (build & maintain client relationships; develop and follow sector-led key account plans). Conducts all dealings with clients (external and internal), with professionalism, integrity and high ethical standards. Generate and qualify sales and marketing leads. Develop client strategy (segmentation, prioritization, identify key accounts, sales/Go-To-Market strategy). 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 clients. 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. Co-develop marketing strategy in collaboration with Enterprise Strategy for the Industrial Manufacturing Team. (thought leadership, industry experience, etc.) Accountable for overall client satisfaction and conducting client satisfaction surveys. Ability to grasp highlights of the deal; including margins, risks, terms & conditions, etc. Deep understanding of the industry and the needs of our clients. Develop and manage a pipeline of opportunities aligned with strategic initiatives from here up the expectation. Responsible for new client acquisition and expanding existing client base. Full responsibilities for this position will vary by Sector or Region.

Minimum Qualifications

Typically 10-15 years of experience within the EPC industry, including 5-10 years in sales or project execution. Minimum of 7 years of relevant experience required. Experience developing, maintaining and executing strategic sales plans. History of successful pursuits with complex buying processes and multiple decision makers. Firm understanding of competition and differentiators. Demonstrated ability to communicate complex concepts concisely and clearly, and to convert technical or complex information and concepts into easily understandable content. Experience using Salesforce is preferred. B2B sales experience.

Preferred Qualifications

Bachelors Degree, with technical or business focus. Relevant experience in lieu of degree may be accepted. Knowledge and overall understanding of the food and beverage industry; knowledge of industry business drivers and motivators. Excellent communications/human relations skills (written, verbal, client service); ability to maintain and expand key relationships. General understanding of client business and financial drivers and B&V financial metrics (PGM, revenue, overhead costs, profit & loss and project financials). Strong sales traits, including tenacity, competitiveness, persuasiveness and overall people skills. Ability to sell multiple solutions to clients. Strong negotiating skills. Strong Salesforce experience and skills. Team player with high ethical standards in business and in work; maintains a reputation of integrity among clients. Highly task-oriented to focus on winning new business and achieving sales targets. Multi-tasking ability (prioritize, organize, schedule work). Self-motivated with the ability to think quickly and anticipate questions when interfacing with clients. Good problem-solving skills (identify, analyze, research, evaluate, resolve).

Management Responsibilities

Individual Contributor

Work Environment/Physical Demands

Office/Remote. Travel and various work environments required to achieve Sales goals.

Competencies

Builds networks Business insight Instills trust Interpersonal savvy Cultivates innovation

Salary Plan

SAM: Sales

Job Grade

007