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Company

Brown and Caldwell · 7 hours ago

Director of Client Relations and Development

United States

Full-time

Remote

Director/Executive

$225K/yr - $275K/yr

10+ years exp

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Construction

Growth Opportunities

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Responsibilities

Maintain a CSM development and advancement program designed to improve client relations and accelerate growth. Assure program content is market relevant, coordinated with other BC talent development programs, and tailored to BCs business needs. Maintain screening and qualification requirements for participants and mentors.

Monitor top BC client growth and business performance in each business unit (BU). Support BU Leaders, BU Growth Leaders and CSTs to accelerate performance and identify / disseminate best practices. Maintain periodic engagement with operational leaders to coordinate business performance priorities and CSM communications.

Own and maintain the relevancy of key templates used to drive client engagement and growth – such as the Client Growth and Development Plan while partnering with operational leaders to improve the utility of company-level system reporting and KPIs needed to achieve idealized client engagement.

Coordinate Client Growth and Business Plan development / maintenance with BU Growth Leaders in conjunction with BC’s Business planning cycles. Prepare enterprise summary report for executive leadership describing key accomplishments, issues, opportunities for top client plans (~50-60% of BC’s business / ~75-100 largest clients)

Develop a client health program, including a process for periodic wellness checks – as well as a means of leveraging feedback to improve CSM/CST engagement and performance.

Partner with peers within the Growth Leadership Team, including the Director of Sales & Marketing to develop and maintain client and CSM growth and performance standards commensurate with BC long-term needs including:

Client Growth and Business Plans – content and construct

CSM job descriptions and responsibilities

CST construct and responsibilities

Client and CSM performance reporting – individual and roll up to profit/loss centers (BU and enterprise)

Maintain a CSM network for sharing market developments, BC strategy, technical innovation and internal / external communications

Maintain a personal network of executive client leaders to advance BC while also leveraging to calibrate BC investments and strategies plus maintain an annual personal utilization goal of 25%.

Partner with Growth Leadership Team peers, including the Director of Sales & Marketing and the Director of Strategy to advance a shared vision for BC’s growth and understand discrete and shared responsibilities amongst the group.

Work with Technical Practice Leaders to develop context for technical solutions and enterprise/ regional application

Coordinate with strategic investment leaders to help identify best opportunities to advance strategies and develop content to inform CSM/CST groups.

Coordinate client development activities with BU Growth Leaders and identify enterprise / regional market trends and business opportunities.

Qualification

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Environmental engineeringMarketingBusiness developmentClient service managementClient health program developmentStrategic planningConsulting services market acumenPortfolio managementSolutions developmentProblem identification

Required

Ten or more years’ experience in the environmental engineering and consulting industry with progressive responsibilities including marketing and business development

Progressive experience effectively communicating with individuals and large diverse groups to garner alignment.

Demonstrated problem identification and solutions development skills

Successfully building and managing client service teams with budgets in excess of $10M annual

Delivering successful business results on a diverse portfolio of services and clients of over $5M per year

Bachelor’s degree in a related science, engineering or business field

Preferred

Advanced degree in business management or related field

PE or PG license or related professional registration

Successfully scoping new business opportunities for consulting services, including: Identifying opportunities, Making critical decisions on whether to pursue opportunities with applicable business leaders, Developing and executing strategic plans to win pursuits, Identifying the best teaming partners

Successfully discerning new markets for consulting services from emerging client needs and develop plans for securing work in these areas, including: Understanding required skills to serve clients successfully, Comparing skills needed with current organizational capabilities, Identifying personnel to recruit and help capture these markets, Motivating and leading teams to implement business plans, Acting as Sales Leader for key proposals