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Strategic Sales Professional/Client Account Partner

at Jacobs

Posted: 3/20/2020
Job Reference #: BI%2000091J
Categories: Sales
Keywords: sales

Job Description

The Buildings & Infrastructure Line of Business is a global network of employees, which serves both the private and public sector.   Our employees work to shape the communities we live in by creating world-class projects that transform the future development patterns of those communities.  We provide our clients award-winning planning, engineering, architectural and interior design, construction and program management, and design-build project delivery.    The Jacobs business model allows us to successfully service our clients, leverage our integrated services, and provide our employees with growth opportunities while delivering global solutions to our client's local programs.
We consistently receive high rankings from Engineering News-Record (ENR) in many classifications, including the categories of Top Design Firms, Top Contractors, Top Green Buildings Design Firms, and Top Transportation Companies.
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Strategic Sales Professional/Client Account Partner
Our People & Places Solutions line of business is a global network of employees which serves the buildings and infrastructure needs of both the private and public sector. Our employees work to shape the communities we live in by creating world-class projects that transform the future development patterns of those communities. We provide our clients award-winning planning, engineering, architectural and interior design, construction and program management, and design-build project delivery. The Jacobs business model allows us to successfully service our clients, leverage our integrated services, and provide our employees with growth opportunities while delivering global solutions to our client's local programs.
We consistently receive high rankings from Engineering News-Record (ENR) in many classifications, including the categories of Top Design Firms, Top Contractors, Top Green Buildings Design Firms and Top Transportation Companies.
Position Summary
The Strategic Sales Professional/Client Account Partner positions us to win work and supports the growth of our business, in partnership with our Client Account Managers, Client Service Leaders, Operations Leaders and other Sales Operations staff. In this position, s/he will drive disciplined application of our Relationship Based Sales (RBS) Process.
Our ideal candidate brings a strong background in infrastructure pursuits specifically in the water/wastewater and transportation/transit markets. S/he is an exceptional facilitator, challenger, communicator and writer; recognizes the importance of diverse teams and excels in leading them; has strong yet empathetic management skills; is capable of driving consensus; gets along with others and has a great sense of humor; and believes all problems are solvable. Some travel will be required, mostly within the Midwest and Northeast.
Key responsibilities include:
For client accounts, partner with and support Client Account Managers and operations in key research activities, e.g. client, competitor and market research, development of documented Core Client Strategies, participation in 10:1s, development of executive summaries and white papers. 
For key pursuits, prior to the RFP, work with sales leaders and operations to develop and implement positioning action plans, e.g. develop win plan and project brief, facilitate competitor analyses, write executive summaries, conduct Go/No Go and strategy reviews, identify project teams. 
Organize, direct and motivate a multidiscipline team to develop strategic sales deliverables. 
Translate win strategies into key themes and produce compelling sales documents utilizing storyboards and other means to articulate our differentiated value proposition through benefits statements, graphics and proofs. 
Work with sales leaders and operations to develop innovative solutions and leverage corporate network to identify existing capabilities that respond to client challenges and create distinctive competitive advantages. 
For key pursuits, in response to the RFP, plan, organize and direct all elements of proposal preparation, e.g. analyze RFP, develop response plans (response team, compliance check-list, response outline, schedule); initiate/facilitate Bid/No Bid decisions; conduct kick-off meetings; manage and work with teams to develop proposals, refine win themes, conduct in-progress reviews and schedule pricing reviews; and ensure compliant and on-time delivery of proposals. Coach and mentor proposal managers and proposal coordinators.
Coach teams to prepare for interviews and presentations; oversee the development of presentation materials.
Assist with maintaining accurate and robust documentation of sales strategies and pipeline in Jacobs' Salesforce-based CRM.


Bachelor's degree from an accredited university in marketing, journalism, engineering, construction, or other similar field related to our industry preferred.
At least 7 years of sales and marketing experience within the AEC (Architecture, Engineering, Construction) industry. 
Experience in water/wastewater is highly desirable.
Ability to look at the big picture, think strategically and have excellent planning skills. 
Strong leader with ability to mobilize resources (people, material, support), solve problems, and work collaboratively with a team in a fast-paced environment; ability to handle multiple simultaneous projects and work under strict deadlines required. 
Strong sales acumen and ability to drive innovative solutions and identify existing capabilities that respond to client challenges and create distinctive competitive advantage. 
Excellent verbal and written communication skills including writing and speaking succinctly in a variety of communication settings and styles; can get messages across that have the desired effect; effective in a variety of presentation settings (one-on-one, small and large groups with peers, direct reports and managers).
Flexibility and ability to travel preferred. 
Location is flexible for the right candidate. Sales teams are in Chicago, Cincinnati, Milwaukee and St. Louis. 
At Jacobs, we help prepare people for new opportunities and challenges. With positions at every level, openings in multiple disciplines, expertise in a range of markets and offices around the globe, we create an environment where you can learn, grow, and thrive. From our competitive benefits program to our Health and Safety initiative of Beyond Zero workplace injuries, we believe that you'll find a flourishing career here at Jacobs.


Qualifications

Jacobs is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status or other characteristics protected by law. Learn more about your rights under Federal EEO laws and supplemental language.