Description
Kleinfelder (Company) is actively seeking a National Power Market Manager to drive strategic growth of the business and sales of engineering design, geotechnical engineering, environmental, construction/program management, and construction materials engineering & inspection services to Power market clients across the United States. This is a senior leadership position within the Company's Strategy & Growth Team, based at any reasonable location within the US, that will work with our operational areas to develop and execute the growth strategy of the Company's Power business. This is an exciting leadership opportunity in a profitable and growing company to shape the vision and deliver results for its national Power business.
This position will work with clients, teaming partners, Company operational leaders, and Client Account Managers in setting strategy, recruiting key personnel, engaging with key clients, and growing the Company's business in the Power market. Kleinfelder’s Power market comprises electric and gas utilities across the United States, as well as renewable energy developers and owners. Given Kleinfelder’s existing strong presence and revenue with gas utilities, the ideal candidate will have significant experience with electric transmission & distribution and substations to be particularly well positioned to drive double digit growth with electric utilities (given the tremendous upside represented by the electrical side of the market).
Desired Attributes:
National Stature/Recognition - engagement/leadership in national technical/trade organizations in the Power market; recognition among clients, teaming partners, industry groups, and peers
Electrical Knowledge – strong technical understanding of electric transmission & distribution and substations infrastructure, electric utility needs, and professional services to address such infrastructure needs
Leadership - track record of building business/operations/programs (>$75M annually)
Strategic - experience in developing and executing growth strategies
Client Partnership - ongoing engagement with clients in understanding their strategic needs and guiding internal teams to partner with clients to meet such needs, and
Account Development and Key Pursuits - experience in developing major accounts and mentoring CAMs; ability to prioritize one's time to meaningfully engage in key pursuits
Responsibilities:
Develop and implement National Market strategies/plans
Provide input on business development priorities, budget planning, and expenditures for the Power market
Anticipate opportunities and trends in the market, communicate those opportunities and trends across the organization, and support strategies to position the Company to take advantage of those opportunities
Work with other market leaders in operations to ensure strategic business growth across the national platform
Build strong relationships and interact regularly with clients, teaming partners, industry groups, and other stakeholders linked to the market
Serve as an ambassador for the Company in the market
Support and develop Client Account Management teams
Development and endorsement of major pursuits and provide oversight of capture plans that align with the business development strategy and technical capabilities
Draw in technical expertise from across the organization (and external partner network) to support pursuits
Negotiate favorable contract terms and conditions, and guide achievement of cost of sales, gross margin, backlog, and other related financial and business goals
Support the identification and mitigation of risks and commercial terms during the pursuit process
Engage with clients assuring satisfaction with Company services and interacting with project delivery personnel to ensure any service issues are identified and addressed in a proactive manner
Reinforce collaboration and team building, ensure client focus, demonstrate commitment to excellence and innovation, and motivate others to ensure positive morale and engagement
Coordinate with technical Communities of Practice to align skills with market trends and to drive strategic technical leadership hires
Requirements
Minimum Requirements
B.S. degree in Engineering or related field required. Master's/MBA degree or equivalent preferred.
Preferred Qualifications
Experience: >10 years of comparable business development experience, of a total of >20 years of professional and project management experience in consulting engineering firm or related service
Experience at senior management level in a company of similar or larger size.
Professional registration
Superior communication and influencing skills.
Agile response to fast paced, multi-disciplinary work environment
Proven business development experience in Power infrastructure (electric transmission & distribution, substations, gas pipelines and associated infrastructure) with a design consulting firm
Extensive knowledge of electric and gas utilities, how they operate, and how they procure services
Business acumen related to project and company financials and risk management
Understanding of sales pipeline health, weighted soft backlog, book-to-burn, and backlog growth
