Black & Veatch
National Pursuit Strategist
Black & Veatch, Washington, District Of Columbia, United States, 20001
National Pursuit Strategist
The National Pursuit Strategist will report to the Pursuits Leader of the Governments & Communities Water Solutions Portfolio. They will be responsible for collaboration with client-facing teams to plan and execute sales and pursuits strategies to drive business growth in markets across the United States. The National Pursuit Strategist will support large and highly complex competitive pursuits and market initiatives, including but not limited to driving positioning strategy and ensuring that value propositions resonate with our clients and elevate our team's competitive standing. The National Pursuit Strategist will increase probability for new business capture by using sales process and tools to ensure best practices and leveraging support resources to develop best-in-class proposal and interview responses. Working closely with the Water Solutions Portfolio Leader, they will aid in guiding winning strategies including client/market plans and identification and support of key pursuits. They will be actively engaged in Go/No-Go decisions and help to drive the highest ROI for the business segment. They will collaborate with department and regional leadership, account teams, solutions and capabilities leaders as well as marketing and the pursuits team to develop strategic plans and compelling selling messages from identification to outcome including meeting facilitation, resource allocation and direction, best practice advisement, interview coaching, and debrief. Black & Veatch's Governments & Communities focuses on specific infrastructure needs of municipalities, state and local governments, and specialized physical and digital infrastructure solutions for government and federal agencies. By joining our market sector, you will be able to provide infrastructure for community benefit. Key Responsibilities
Support Water Solutions Group Leader with identifying, tracking and pursuing mega/major pursuits. Support Water Solutions Group Leader in conducting review meetings with solution and pursuit leaders for mega/major pursuits. Perform special projects assigned by Water Solutions Group Leader or Sales and Pursuits Leader such as conference strategy, solutions meetings and presentations, and sales operations data support and reporting. Collaborate with solution leadership and client-facing teams to identify and pursue new business targets. Lead strategy for winning opportunities from prepositioning through client interview. Work collaboratively with the company's resources to define the approach and strategy for achieving client requirements. Partner with relevant team members to create compelling proposals. Review and ensure integrity of sales pipeline using automated customer relationship management tools (e.g. Salesforce.) including opportunity and dashboard maintenance. Gain and share understanding of prospect's organization, processes, business strategies, product or service offerings and decision-making structures. Develop effective internal partnerships that align with the business strategy for specific solutions. Use in-depth knowledge and insight of key competitors to create compelling reasons for prospective clients to engage with the company. Regularly communicate the status of opportunities, clearly articulate next steps and discuss potential risks with the wider sales and account management team. Preferred Qualifications
Strong sales and pursuits skills including meeting facilitation, development of compelling selling messages, and Miller Heiman/Korn Ferry or other sales methodologies. Strong knowledge and understanding of the water industry; knowledge of industry business drivers and motivators. Highly collaborative and able to derive and distill needed information to build consensus among multiple stakeholders in driving strategy to win work. Preferred Skills: Ability to sell; strong negotiating and persuasive skills. Knowledge of industry business drivers and motivators. Exhibits high ethical standards in business and in work; maintains a reputation of integrity among clients. Understanding of financial metrics including PGM, revenue, overhead costs, profit & loss, and project financials. Excellent communications/human relations skills (written, verbal, client service); ability to maintain key relationships. Self-motivated. Ability to think quickly and anticipate questions when interfacing with clients. Ability to interface with diverse personalities. Ability to think strategically. Strong leadership skills. Multi-tasking ability (prioritize, organize, schedule work). Good problem solving skills (identify, analyze, research, evaluate, resolve.) Minimum Qualifications
Bachelor's degree in related field or equivalent experience. 15+ years experience in business development roles. 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. Work Environment/Physical Demands
Hybrid or flexible work options may be offered after the first 90 days of employment based upon manager discretion, job performance and work assignments. #LI-Hybrid Keyboarding Sitting Travel
The National Pursuit Strategist will report to the Pursuits Leader of the Governments & Communities Water Solutions Portfolio. They will be responsible for collaboration with client-facing teams to plan and execute sales and pursuits strategies to drive business growth in markets across the United States. The National Pursuit Strategist will support large and highly complex competitive pursuits and market initiatives, including but not limited to driving positioning strategy and ensuring that value propositions resonate with our clients and elevate our team's competitive standing. The National Pursuit Strategist will increase probability for new business capture by using sales process and tools to ensure best practices and leveraging support resources to develop best-in-class proposal and interview responses. Working closely with the Water Solutions Portfolio Leader, they will aid in guiding winning strategies including client/market plans and identification and support of key pursuits. They will be actively engaged in Go/No-Go decisions and help to drive the highest ROI for the business segment. They will collaborate with department and regional leadership, account teams, solutions and capabilities leaders as well as marketing and the pursuits team to develop strategic plans and compelling selling messages from identification to outcome including meeting facilitation, resource allocation and direction, best practice advisement, interview coaching, and debrief. Black & Veatch's Governments & Communities focuses on specific infrastructure needs of municipalities, state and local governments, and specialized physical and digital infrastructure solutions for government and federal agencies. By joining our market sector, you will be able to provide infrastructure for community benefit. Key Responsibilities
Support Water Solutions Group Leader with identifying, tracking and pursuing mega/major pursuits. Support Water Solutions Group Leader in conducting review meetings with solution and pursuit leaders for mega/major pursuits. Perform special projects assigned by Water Solutions Group Leader or Sales and Pursuits Leader such as conference strategy, solutions meetings and presentations, and sales operations data support and reporting. Collaborate with solution leadership and client-facing teams to identify and pursue new business targets. Lead strategy for winning opportunities from prepositioning through client interview. Work collaboratively with the company's resources to define the approach and strategy for achieving client requirements. Partner with relevant team members to create compelling proposals. Review and ensure integrity of sales pipeline using automated customer relationship management tools (e.g. Salesforce.) including opportunity and dashboard maintenance. Gain and share understanding of prospect's organization, processes, business strategies, product or service offerings and decision-making structures. Develop effective internal partnerships that align with the business strategy for specific solutions. Use in-depth knowledge and insight of key competitors to create compelling reasons for prospective clients to engage with the company. Regularly communicate the status of opportunities, clearly articulate next steps and discuss potential risks with the wider sales and account management team. Preferred Qualifications
Strong sales and pursuits skills including meeting facilitation, development of compelling selling messages, and Miller Heiman/Korn Ferry or other sales methodologies. Strong knowledge and understanding of the water industry; knowledge of industry business drivers and motivators. Highly collaborative and able to derive and distill needed information to build consensus among multiple stakeholders in driving strategy to win work. Preferred Skills: Ability to sell; strong negotiating and persuasive skills. Knowledge of industry business drivers and motivators. Exhibits high ethical standards in business and in work; maintains a reputation of integrity among clients. Understanding of financial metrics including PGM, revenue, overhead costs, profit & loss, and project financials. Excellent communications/human relations skills (written, verbal, client service); ability to maintain key relationships. Self-motivated. Ability to think quickly and anticipate questions when interfacing with clients. Ability to interface with diverse personalities. Ability to think strategically. Strong leadership skills. Multi-tasking ability (prioritize, organize, schedule work). Good problem solving skills (identify, analyze, research, evaluate, resolve.) Minimum Qualifications
Bachelor's degree in related field or equivalent experience. 15+ years experience in business development roles. 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. Work Environment/Physical Demands
Hybrid or flexible work options may be offered after the first 90 days of employment based upon manager discretion, job performance and work assignments. #LI-Hybrid Keyboarding Sitting Travel