Western Washington Water Market Growth Leader

Job description

As a Market Growth leader, you will be responsible for top-line business growth, client account and relationship management, client service team development and management, and overall client satisfaction across the Puget Sound/Western Washington Market. This role will principally address the Water Market but will seek to grow overall market share with clients in this portfolio by leveraging all of Jacobs’ solutions. Additionally, you will collaborate with our project delivery teams to ensure that Jacobs has a thorough understanding of our client’s needs and is seen as their best advocate for accomplishing their goals.

This role is supported by a team of dedicated internal resources to enable you and your client service teams to be successful. Bring your energy and desire to take your career to the next level in this position by leading the following activities: External Engagement

• Representing Jacobs to the client in a positive, caring, solutions-oriented approach by engaging broader firm resources
• Facilitating the creation of deep, personal, valuable client relationships between Jacobs’ personnel and client personnel (management, technical, functional, delivery) to weave a fabric of broad-based relationships between our firm, client service and delivery teams, and our clients
• Developing trust and credibility with clients by engaging in business discussions to formulate winning solutions
• Identifying teaming partners and evaluating competitors for comparative strengths, weaknesses, opportunities, and threats
• Through relationships and external engagement with client service teams, developing a broad and extensive future pipeline of project opportunities that represent a mix of Jacobs’ potential offerings to clients

Internal Leadership

• Identifying, chartering, and leading client service teams comprised of multi-disciplinary project managers, subject matter experts, and regional practice leaders around common vision of success
• Facilitating Go/No Go decisions and developing required sales costs aligned with opportunity potential and return on investment objectives
• Securing management commitment of key staff for pursuits
• Actively engaging the firm to address client needs and recommend strategic actions to optimize our business development investment and market share growth
• Identifying higher levels of client engagement by Jacobs executive sponsors
• Actively engaging with internal partners and client service teams by leading them through the disciplined sales process including developing the win strategy, proposal document, interviews and presentations
• Oversee internal contract review and approval processes and participate in negotiation strategies regarding terms and conditions of professional services agreements and pricing our value propositions
• Facilitate the engagement of Jacobs in regional external associations, programs and committees that align with the company’s values and interests
• Mentoring and developing Jacobs’ personnel in business development and sales acumen
• Leading a project team in the delivery of a key project, where appropriate

Data Management

• Developing a broad and extensive future pipeline of project opportunities that represent a mix of Jacobs’ potential offerings to clients
• Using Jacobs’ client relationship management data platforms to track opportunities, investment, and overall pipeline development
• Updating Salesforce database of opportunities to keep track of pipeline activity, plan resources for Statement of Qualifications or Proposal development, track project financials, record bookings to meet quarterly and annual targets #LI-KS6
• Bachelor’s degree in a technical field related to water or natural sciences, engineering, or business management or related work experience in lieu of a degree
• Progressive experience in science, architecture, engineering, construction and/or related disciplines associated with water infrastructure
• Proven track record (10+ years) of coordinating teams and winning work with municipal or state government clients, tribal entities, contractors, or private sector clients, preferably in Western Washington
• Sales knowledge on how to identify clients and opportunities well in advance, respond to RFPs/solicitations, interview and win new work
• Strong business acumen and negotiations experience Ideally, you’ll also have:
• Ability to lead and motivate teams, set a vision and strategy, coach/mentor, reach within Jacobs to offer best-in-class solutions, and manage commercial and legal negotiations
• Existing professional relationships with clients and other consulting firms in the Puget Sound/Western Washington area.
• Technical background/experience in delivering or managing large infrastructure projects or programs is considered a positive, especially including multi-disciplinary delivery. Jacobs is an Equal Opportunity/Affirmative Action Employer.

All qualified applicants will receive consideration for employment without regard to race, religion, creed, color, national origin, ancestry, sex (including pregnancy, childbirth, breastfeeding, or medical conditions related to pregnancy, childbirth, or breastfeeding), age, medical condition, marital or domestic partner status, sexual orientation, gender, gender identity, gender expression and transgender status, mental disability or physical disability, genetic information, military or veteran status, citizenship, low-income status or any other status or characteristic protected by applicable law.

Learn more about your rights under Federal EEO laws and supplemental language.