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Black & Veatch · 22 hours ago

Air Force Client Account Manager

Overland Park, KS

Full-time

Hybrid

Senior Level, Lead/Staff

10+ years exp

Black & Veatch is an employee-owned company that focuses on sustainable infrastructure and engineering solutions. The Air Force Client Account Manager is responsible for sales within the U.S. Air Force client segment, developing growth strategies, and overseeing sales operations in assigned regions.

ConstructionConsultingIndustrial EngineeringInfrastructure

No H1B

U.S. Citizen Only

Responsibilities

Reports to the Managing Director, Business Development

Provides mentoring and professional development to Sales Managers and to clients within his/her defined client segment

Responsible for supporting the Managing Director, Business Development in strategic planning, and development of tactics to grow market share within the Air Force account to meet Business objectives

Responsible for leading the planning and execution of sales strategies for the Air Force account

Oversight of the development and cultivation of a well-qualified sales pipeline using automated customer relationship management tools (e.g. Microsoft CRM)

Gain and share understanding of the Air Forces organization, budgets, priorities and strategies, processes, and decision-making structures

Effectively negotiate with multiple levels of executive management within the Air Force and teaming partner organizations

Ability to organize and execute effective public speaking and written media with practice related organizations within the industry

Use in-depth knowledge and insight of key competitors to create compelling reasons for clients to engage with the company

Communicate the status of opportunities, clearly articulate next steps and discuss potential risks with the wider sales and account management team in meetings

Qualification

U.S. Air Force contractingSales strategy developmentBusiness developmentCustomer relationship managementMarket penetration techniquesFinancial metrics understandingPublic speakingCustomer service focusMulti-tasking abilityInnovative thinkingNegotiation skillsLeadership skillsTeam collaborationSelf-starterDecision making

Required

Bachelor's degree, related field or technical discipline

5+ years consultative and/or management experience

10-12 years engineering/construction industry experience including 5+ years U.S. government contracting industry experience and/or outside continental US experience

Complete understanding of capture, proposal, and solution development including contract cost and pricing principles for acquiring new and follow-on business

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

Strong knowledge and overall understanding of U.S. Air Force contracting industry; knowledge of Federal and/or outside continental US budgeting, industry business drivers and motivators

Proven management track record and ability to influence and manage teams

Previous proven external, customer sales success

Thorough knowledge of market penetration and development techniques

Sales and Marketing campaign development skills

Experience leading strategy and marketing for Federal acquisitions; demonstrated experience in working with cross-functional teams and a variety of stakeholders, and in developing and executing strategies to deliver business results

Understanding of financial metrics including EBIT, New Business and Earned Revenue, overhead costs, profit & loss, and project financials

Leads and manages through delegation, clear communication, and organization

Ability to sell; strong negotiating and persuasive skills

Strong business acumen and leadership skills

Ability to interface with diverse personalities and promote teamwork

Multi-tasking ability (prioritize, organize, schedule work)

Highly motivated self-starter

Action oriented and results driven

Excellent customer service and client focus skills

Shows strength, strong decision making skills, and success in the face of ambiguity or obstacles

Innovative and strategic in sales and client relationship building

Domestic and/or international travel required