Account management, known as OG, is focused on building and reinforcing client relationships to achieve client satisfaction with our work and fully leverage our relationships to benefit our clients and Jacobs. As such, you’ll partner with Client Account Managers (CAM), Client Service Lead (CSL), and/or sales leads to help maintain strong account health within your assigned client portfolio. While the CAM or CSL is ultimately responsible for client service, you’ll facilitate and often lead efforts to develop, maintain, and execute strategic client account plans to optimize our business development investment and market share growth.
As teams prepare to respond to Requests for Qualifications/Proposals (RFQ/RFP), you’ll help build the pursuit team and debrief the assigned proposal manager on MG intelligence and the opportunity win plan to ensure the pursuit strategy is executed during proposal development, which is known as the EG phase. The proposal manager has overall responsibility for managing EG; depending on the scale and significance of the effort, you may attend color reviews, take writing assignments, and/or provide strategic oversight and decision making on must-win opportunities. If shortlisted, you will often lead presentation development, including coaching interview teams, with support from the proposal manager and broader team.
Responsibilities include (but are not limited to) the following:
- Fully align with Jacobs Core Values and act as an inclusive leader
- Work collaboratively with CAM/CSLs and others to develop client account plans and drive the account strategy, including budget management, investment decisions, and alignment with geographic/market priorities
- Help develop new, strategically significant client accounts
- Lead opportunity analysis and win plan/strategy development to position for strategic opportunities
- Serve as a challenger or healthy skeptic to identify risks and recognize opportunities that influence the strategy
- Attend client, partner, or stakeholder-facing meetings, industry events, professional societies, and other external marketplace engagements as relevant to advance strategy
- Champion and adhere to Jacobs’ branding and editing standards, data management best practices, RBS sales process, as well as other standard tools and processes
- Be a capable and compliant user of Jacobs’ Client Success Platform (CSP)
- Other account-centered, strategic efforts to help achieve the sales goals of the geography/market
- Seven or more years of sales, marketing, or business development experience within the architectural, engineering, and construction (AEC) industry, preferably water experience
- Experience with relationship-based sales with an emphasis on developing winning strategies and differentiating value propositions
- Ability to thrive in a fast-paced and high-pressure environment
- Strong business acumen including financial literacy, strategic thinking, market awareness, problem-solving, decision-making, and leadership
- Excellent written and verbal communication skills, including interview skills
- Team player with the ability to develop, nurture, and maintain relationships across the company
- Desire to be an integral part of creating change by embracing our industry leading company culture focused on inclusion, diversity, and environmental change
Ideally, You'll also have:
- Bachelor’s degree in a technical field such as Business, Marketing, Communications/rhetoric, Journalism, English, or related technical field
- Experience working with public sector clients
- Relationships with clients and/or teaming partners in aligned Accounts
- Proficiency in using SalesForce for account planning and opportunity management
- Active external industry engagement
- Ability to travel (minimal)
