Reporting to the Navy Portfolio Sales Director, this Senior Client Account Manager (CAM) position has the principal focus of participating in the refinement of our growth and sales strategy for our Department of Navy clientele, primarily the Naval Facilities Engineering Systems Command (NAVFAC) , and implementing the same. This business development position will serve our client’s requirements and missions, with an emphasis in environmental compliance, investigation, and remediation. The position may also require occasional engagement in the areas of facilities and infrastructure (professional services supporting the military construction (MILCON) and sustainment, restoration, and modernization (SR/M) programs) and civil works. Specific client assignment will depend on the candidate’s existing client base and relationships, areas of expertise, and/or location.
In this strategic role you will:
- Represent Jacobs to the client in a positive, relationship-oriented, solutions-delivery approach by leveraging the depth and breadth of Jacobs’ capabilities.
- Advocate on the client's behalf by actively engaging the firm to address client needs and recommend strategic actions to optimize our investment and market growth.
- Facilitate creation of deep, personal, valuable client relationships between Jacobs personnel and client personnel (management, technical, functional, delivery) to facilitate positive working atmospheres, and to broaden the firm’s understanding of underlying client objectives at the appropriate levels.
- Develop trust and credibility with clients by engaging in business discussions to understand key drivers to best align our solutions with client’s needs.
- Identify and prioritize business opportunities that lead to consistent growth for the Firm.
- Assess project and program requirements, while developing and recommending a sound approach to meet the needs of the project and client.
- Actively engage with capture teams to influence sales process discipline, win strategy, and value proposition for proposal development, interviews, and presentations.
- Coordinating with subcontractors and other teaming partners, identifying and engaging with new companies, and creating the best teams to improve client support and strengthen our commercial position.
- Coordinate and facilitate Go/No Go decisions and help develop required sales costs aligned with opportunity potential and return on investment objectives.
- Identify, coordinate, and lead capture teams and actively manage and shape proposal development for Federal contracts.
- Lead the development of opportunity fee proposals and coordinate with discipline leadership for input.
- Participate in negotiations with the client.
- Secure management commitment and influence/attract key staff for pursuits.
- Partner with Operations Teams to ensure successful execution and delivery to the client. This informal client feedback and working with delivery teams to ensure client requirements for work product, value, and SB goals are met and to create strong Trusted Advisor relationship.
- Represent Jacobs at conferences, symposiums, seminars, and workshops to actively engage with the client.
- Develop a deep understanding of the competition for this client market.
- Identify higher levels of client engagement for executive sponsors.
- Develop and deliver on client specific strategy, business plan and KPIs.
- Bachelor of Science or Engineering or equivalent
- United States Citizenship
- 15+ years of relevant DOD/NAVFAC business development and/or project delivery and program management experience, with an emphasis in environmental services
- Existing relationships across the Department of Navy client portfolios
- Working knowledge of DOD design and construction requirements and standards is preferred, but not required
- Existing security clearance is preferred, but not required
