Senior Client Account Manager
The Senior Client Account Manager is a representative of the Company responsible for executing the strategy of the business unit to achieve sales goals; as well as managing key client(s) during the life cycle of the relationship. Responsibilities:
Participates in development of the business unit annual business plan and understands business unit strategy and direction.
Achieves the annual gross margin sales target established during the annual business plan process
With consultation and guidance from Business Unit Leader and/or National Sales Manager develops and executes a BD plan for the applicable Customer, to align with the business unit's strategy including:
Expected prospect number and hit ratio
Consistent interaction with the Customer to fully understand their requirements, expectations, hot buttons, and schedules for procurement actions. Use industry intelligence to determine client preferred methods of contracting.
Based on Customer and industry intelligence, formulate the right team to pursue major programs and projects.
Using contacts, architects, Federal budgets, client visits, and other venues identify opportunities and screen them before they show up in FBO.
Maintains individual CRM regularly and accurately
Work closely with Business Unit Operations to vet opportunities, develop strategies, identify the right project staff and conduct pre-RFP activities to ensure we are well positioned to respond to the RFP.
In coordination with Business Unit Operations, meet with teaming partners and develop basis for teaming agreements that will meet client/solicitation requirements and keep pricing competitive.
Build and maintain Capture Plans for key federal clients (e.g. NAVFAC, USCG, Savannah USACE), new market entries and for large strategic pursuits >$100M in size.
Lead the go/no-go process for pursuits, including preparation for and attending Level 2 and Level 3 reviews.
Develops the pursuit budget and monitors spend accordingly.
Take responsibility for winning a bid/proposal opportunity. Lead the capture effort from lead status to award and client debrief.
Take the lead in proposal preparation including writing key sections, performing red team reviews and developing technical approaches with operations and designers.
Assist in pricing strategy with good information on the local market.
Lead the BAFO process and interview (if required by the Customer).
Upon winning, pass the project to Operations in accordance with company policies to ensure a successful start on good project performance.
Monitor projects won, meet with the Customer to understand and resolve performance disputes and maintain awareness of customer satisfaction during contract performance.
Serves as the face of Gilbane at trade shows and industry events. Qualifications:
BS or MS degree in Architecture, Engineering or Construction Management
10-15 years' experience in construction industry, US Federal experience preferred
Or equivalent combination of education and experience
KNOWLEDGE, SKILLS & ABILITIES
Strong technical writing and communication skills are critical
Ability to work in a team environment
Leadership and management skills
Knowledge of Microsoft Office
Gilbane offers an excellent total compensation package which includes competitive health and welfare benefits and a generous profit-sharing/401k plan. We invest in our employees' education and have built Gilbane University into a top training organization in the construction industry. Qualified applicants who are offered a position must pass a pre-employment substance abuse test. Gilbane is not accepting unsolicited resumes from third party recruiters at this time.
Gilbane is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to age, color, national origin, race, religion, sex, sexual orientation, gender identity, protected veteran status, or disability status.
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