As a Market Growth Director (Market GD) you report to your assigned Executive Director of Sales (EDS). You are responsible for the development of a market strategy (Transportation, Water or Cities & Places) working closely with your EDS. You will also be responsible for working collaboratively on that strategy to include input and create alignment with the Lead Account Strategist (LAS), the Director of Operations (DO) aligned to your market, and Market Solutions Leadership assigned to your geography. You will then be accountable to your EDS to lead the successful execution of that strategy to achieve established growth targets and performance metrics.
Working closely with your EDS, you will establish a sales budget and goals (gross margin sold, and others) for your market and for CAMs aligned to that market. You will then work with the EDS to drive consistent accountability across the team of market aligned CAMs for the achievement of all established goals for your market.
As Market GD you will have shared accountability for the success of your market’s strategy, along with the LAS, Market Aligned DO, and Market Solutions Leadership. Through the execution of the market strategy, you will work with these geographic partners to lead teams of Jacobs professionals to enhance client satisfaction through strong delivery, leveraging our global delivery capabilities, recruiting key talent, and maintaining strong employee retention – all within a culture of belonging aligned with our Jacobs Core Values. You will also lead the implementation of a strategy that elevates Jacobs’ brand as a top-tier solutions provider, through conference and professional society participation, community engagement, and social media visibility.
Through your active engagement within your Americas “Market Council”, you will work collaboratively with your counterpart Market GDs in other geographies (as well as other members of the Council) to ensure that there is strong collaboration and the sharing of best practices. You will also work to make geographic market strategies complimentary to one another across the Americas and aligned with global market strategies. The Market Councils are intended to bolster the deployment of market strategies and cutting-edge solutions from across our global business within each of America’s geographies to differentiate Jacobs’ capabilities within your market.
You will also be asked to work in the capacity of a CAM on selected accounts deemed critical to your market. In that capacity, you will handle the development of strong relationships, the development of a strong opportunity pipeline, as well as effective stewardship of that account per the job description of Client Account Manager.
• Demonstration of clear leadership in Beyond Zero ensuring health, safety & wellbeing is at the heart of everything we do - through visible leadership, standard setting, active engagement, and communication – both internally and externally.
• Technical degree and/or requisite experience in the aligned market
• Strong people leadership in alignment with Jacobs’s core values and leadership philosophy
• Proven track record of:
o Achieving sales goals through strong strategy execution and client relationships
o Successful budget management
o Development and successful execution of strategy within a specific market portfolio of clients
o The utilization of our Client Success Platform (CSP) and strong data hygiene practices
o Determining and countering competitor strategies
o Coaching and mentoring sellers to effectively advocate for their clients.
• Experience working with operations and sales teams in the effective utilization of our “Client Expectation” and “Client Satisfaction Survey” process, and other lessons-learned processes, to create an environment of continual improvement, and strategy refinement.
• Ability to lead, coach, and mentor staff, ensuring that they operate within their job description and are given reasonable opportunities and support to succeed. However, also being proficient in the application of Jacobs’ performance management and disciplinary processes.
• Proficient in leading processes within a team that complies with our Relationships Sales Process (RBS) as well as the Americas’ Sales Work Instructions, including but not limited to:
o Following prescribed RBS guidance for effective Opening, Middle and End Game
o Working with Account Strategists (if assigned) to develop effective opening game strategies and account planning that yield the identification and development of robust pipelines of opportunities and productive middle game activities that position us to win.
o Actively contribute to Go/No Go, Bid/No Bid decision at the appropriate timing
Critical Partnerships:
• Client Account Managers (CAMs)
• Director of Operations (DO)
• Lead Account Strategist (LAS)
• Market Solutions Leader (MSL)
• Strategic Sales
o Strategic Sales Operations (SSO)
o Strategic Pursuit Leaders (SPLs)
o Sales Enablement
o Sales Analytics
• Global Market Directors
• Finance Director(s)
