Managing Director, Digital CustomerDate: Apr 15, 2024Location:USCompany: Black & Veatch Family of CompaniesAt Black & Veatch, our employee-owners go beyond the project. For over a century, we have been breaking down social, economic and geographic barriers by making life's critical resources accessible to all. Working with us, you will help provide critical expertise as we, along with our valued clients, deliver solutions that positively impact communities around the world. Our professionals are our greatest asset, and we believe nothing is more important than the health, happiness and professional growth of our employee-owners. With a focus on flexible work-life balance options, an expanding and diverse workforce, and limitless career growth opportunities, we will give you our best to help yougive us your best, and together we can build a world of difference.Req Id : 103222Opportunity Type : StaffRelocation eligible : NoFull time/Part time : Full-TimeContract Hire Only for this Project : NoWhy Black and VeatchRecognized by Glassdoor as a 2023 Top 100 place to work, Black & Veatch allows you to lend your talent and perspective to humanity’s 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 1.The OpportunityBlack & Veatch is seeking an experienced Managing Director that can drive sales and further develop the Digital Customer Offering. The successful candidate will have demonstrated experience driving sales on energy and utility transition projects and will expand B&V’s client base for Customer Service and Billing, Customer Experience and Advanced Metering service offerings. The candidate will be responsible for developing client and pursuit strategies, relationship management, leading business development activities, and ensuring client satisfaction.Directors are client-facing and expected to sell and lead projects and programs working across project teams and utility organizations. Travel as needed to various client sites. #LI-NK1 #LI-HybridKey Responsibilities
Responsible for selling value-driven digital customer offerings to clients
Responsible for maintaining and nurturing client and industry contacts to aid in connecting with clients and selling services
Participate in developing and evolving the Digital Customer strategy and offerings
Prepare and implement client development plans for assigned clients
Develop client and pursuit strategies
Serve as a sales leader and provide guidance to project and pursuit teams
Meet new business and earnings financial goals
Identify key client interests and drivers on projects and pursuits and communicate with team members
Lead and support business development and sales activities including delivering sales presentations promoting the company’s Digital Customer capabilities and the value of such capabilities
Develop and manage client relationships and when required challenge client’s current strategy and direction through persuasive argument
Effectively negotiate with multiple levels of executive management within prospective client organizations
Use in-depth knowledge and insight of key competitors to create compelling reasons for prospective clients to engage with B&V
Knowledge Capability:
Proven ability to break into new accounts and expand service offerings
Strong knowledge and understanding of the markets we serve including energy utilities and national commercial accounts, knowledge of industry business drivers and motivators, and transformation drivers and impacts
Understanding of the trends in the Customer Service & Billing, Customer Experience and Advanced Metering space
Understanding of financial metrics including profitability, revenue, overhead costs and project financials
Proven ability to develop a sales lead from start to finish including opportunity development and contract negotiation
Minimum Qualifications
Bachelor's degree or relevant work experience.
Has successfully managed multiple engagements simultaneously.
Contributor or leader to acquire new engagements.
12-15+ years in a business/consulting environment. All applicants must be able to complete pre-employment onboarding requirements (if selected) which may include any/all of the following: criminal/civil background check, drug screen, and motor vehicle records search, in compliance with any applicable laws and regulations.
Preferred Qualifications
10+ years of experience focused on Utility Customer Experience, Customer Service and Billing, AMI, and/or Operational Technologies capabilities
Experience conducting readiness assessments, evaluate results and present findings
Expertise developing a set of actionable and targeted project plans
Proven experience delivering customer projects through all phases of the engagement – analyses, design, build, test, run
Experience in the full lifecycle of utility customer engagement, spanning customer empowerment, supporting technologies, and how consumer behavior plays a role in policy and decarbonization efforts from both a sales and delivery perspective
Work Environment/Physical Demands
Virtual position based in the United States with the ability to travel up to 50%
CompetenciesInterpersonal savvyAction orientedCustomer focusSalary PlanCST: ConsultingJob Grade006Black & Veatch Holding Company, its subsidiaries and its affiliated companies, complies with all Equal Employment Opportunity (EEO) affirmative action laws and regulations. Black & Veatch does not discriminate on the basis of age, race, religion, color, sex, national origin, marital status, genetic information, sexual orientation, gender Identity and expression, disability, veteran status, pregnancy status or other status protected by law.Black & Veatch is committed to being an employer of choice by creating a valuable work experience that keeps our people engaged, productive, safe and healthy. We offer professionals an array of health and welfare benefits that vary based on their geographic region and employment status. This may include health, life accident and disability insurances, paid time off, financial programs and more. Professionals may also be eligible for a performance-based bonus program.By valuing diverse voices and perspectives, we cultivate an authentically inclusive environment for professionals and are able to provide innovative and effective solutions for clients.