Your impact
In this role, you will:
- Represent Jacobs to our Water clients in a positive, caring, solutions-oriented approach.
- Identify, charter, and lead client account teams comprised of regional business leaders, project managers and technical leads to capture new work.
- Facilitate the creation of deep, personal, valuable client relationships between Jacobs personnel and client personnel.
- Achieve established annual sales targets, promoting a full array of Jacobs capabilities.
- Drive higher levels of client engagement and facilitate C-Suite engagement.
- Develop trust and credibility with clients by engaging in business discussions to formulate winning and portfolio diversification solutions.
- Deliver new contracts and projects by developing, maintaining and advancing client relationships through direct contact and by winning proposals.
- Develop opportunity win plans by engaging with project teams to identify the right approach and team structure.
- Craft winning proposals and presentations working closely with Operations and Sales Operations.
- Work closely with Operations as the project is delivered; provides meaningful feedback on how the team is doing in delivering client expectations. In some cases you may serve as the Principal-in-Charge on an account for a given client and work on projects in this capacity.
- Track and share client relationship developments through call reports and sales database entries, and actively manage the sales pipeline in the Jacobs Customer Relationship Management (CRM) platform.
- Coordinate and facilitate Go/No Go and Bid/No Bid decisions, and develop required sales costs aligned with the opportunity potential and return on investment objectives.
- Advance diversity and inclusion across client account teams.
- Attract key staff to continue building our resources.
Here's what you'll need
- A passion for the Water Business coupled with the innate ability to understand and influence the decision-making process associated with successful sales efforts.
- Substantial professional years of experience in, engineering, architecture, planning, consulting, project & construction management and/or related disciplines associated with the Water market sector.
- Direct experience with and contributions to winning work across a broad range of project types and sizes with Water Infrastructure clients in Virginia.
- Proven client and project development skills and the ability to develop strong relationships withclients and stakeholders.
- An inclusive leadership mindset with respect to building and coordinating teams consisting of operations, sales, sales operations, and Market Solutions Technical experts.
- Engagement and/or leadership on local Water market networking and business boards.
- Sales knowledge of how to develop client account plans and win strategies, identify contracts well in advance, respond to RFPs/solicitations, interview and win new work.
- Ability to lead and motivate account teams, set a vision and strategy, reach across Jacobs to offer best-in-class solutions, manage commercial and legal negotiations, and close deals.
- Successful track record of being innovative and bringing differentiated value to clients.
- Strong business acumen coupled with effective communication skills.
- Analytical skills to develop pricing proposals and comply with sales budgets.
- A Bachelor’s degree in a relevant technical or business-related discipline, or equivalent related work experience in lieu of a degree.
