Jacobs Client Account Manager (CAM)/Business Development Manager - New England Water Market in Boston, Massachusetts
Our People & Places Solutions business – reinforces our drive to improve the lives of people everywhere and epitomizes the "why" of what we do – the tremendous positive impact and value our solutions bring to our communities and society as a whole. From facilities delivering life-saving therapies and ensuring clean water to enabling the connection of people through all modes of transportation and providing access to technology – we're integrating a multitude of these solution elements to build the smart environments of tomorrow.
Start your Jacobs career with a company that inspires and empowers you to deliver your best work so you can evolve, grow and succeed – today and into tomorrow.
As a Client Account Manager, you will have the opportunity to impact strategic business relationships to win work with new clients and sustain and grow new work with existing clients. This is a highly visible and critical leadership position within Jacobs. CAMs are responsible for the development and management of sales strategies, client relationships, pursuits, presentations, and intracompany business partnerships that directly support the growth of the Jacobs organization.
Your focus will be to drive growth around specific opportunities within the Water Market for clients including but not limited to MWRA, Boston Water & Sewer, etc. You’ll lead capture teams influencing their sales process discipline, and develop and deliver win strategies, proposals, interviews, and presentations. We’ll rely on you to make sure Jacobs is our client’s firm-of-choice, that our company has a thorough understanding of the client’s needs, and that Jacobs is seen as the client’s best advocate for accomplishing their goals.
In this role, you will:
Represent Jacobs to our Water clients in a positive, caring, solutions-oriented approach
Identify, charter, and lead client account teams comprised of regional business leaders, project managers and technical leads to capture new work
Facilitate the creation of deep, personal, valuable client relationships between Jacobs personnel and client personnel
Drive higher levels of client engagement and facilitate C-Suite engagement
Develop trust and credibility with clients by engaging in business discussions to formulate winning and portfolio diversification solutions
Deliver new contracts and projects by developing, maintaining and advancing client relationships through direct contact and by winning proposals
Develop opportunity win plans by engaging with project teams to identify the right approach and team structure.
Craft winning proposals and presentations working closely with Operations and Sales Operations.
Work closely with Operations as the project is delivered; provides meaningful feedback on how the team is doing in delivering client expectations
Track and shares client relationship developments through call reports and sales database entries, and actively manages the sales pipeline in the Jacobs Client Success Platform (CSP)
Coordinate and facilitate Go/No Go decisions, and develop required sales costs aligned with the opportunity potential and return on investment objectives
Advance diversity and inclusion across client account teams
Attract key staff to continue building our resources
At Jacobs, we’re partnering across the globe to create the best project outcomes by maximizing the design, digital technology, and support capabilities of our Global Integrated Delivery (GID) teammates. By joining Jacobs, you’ll commit to supporting and engaging with these teams, as we work to build a company like no other.
Jacobs health and welfare benefits are designed to invest in you, and in the things you care about. Your health. Your well-being. Your security. Your future. Eligible employees and their dependents may elect medical, dental, vision, and basic life insurance. Employees are able to enroll in our company’s 401k plan, and if eligible, a deferred compensation plan, and Executive Deferral Plan. We have an unlimited U.S. Personalized Paid Time Off (PPTO) policy for eligible full-time exempt employees, seven paid holidays, one floating holiday, and caregiver leave. Hired applicants will be able to purchase company stock and have the opportunity to receive a performance discretionary bonus.
Here’s what you’ll need :
A passion for the Water Business coupled with the innate ability to understand and influence the decision-making process associated with successful sales efforts
Substantial professional years of experience in, engineering, architecture, planning, consulting, project & construction management and/or related disciplines associated with the Water market sector
Direct experience with and contributions to winning work across a broad range of project types and sizes with Water Infrastructure clients in New England, and Massachusetts in particular
Proven client and project development skills and the ability to develop strong relationships with clients and stakeholders
An inclusive leadership mindset with respect to building and coordinating teams consisting of operations, sales, sales operations, and Market Solutions Technical experts
Engagement and/or leadership on local Water market networking and business boards* Sales knowledge of how to develop client account plans and win strategies, identify contracts well in advance, respond to RFPs/solicitations, interview and win new work
Ability to lead and motivate account teams, set a vision and strategy, reach across Jacobs to offer best-in-class solutions, manage commercial and legal negotiations, and close deals
Successful track record of being innovative and bringing differentiated value to clients
Strong business acumen coupled with effective communication skills
Analytical skills to develop pricing proposals and comply with sales budgets
A Bachelor’s degree in a relevant technical or business-related discipline, or equivalent related work experience in lieu of a degree
At Jacobs, we’re challenging today to reinvent tomorrow by solving the world’s most critical problems for thriving cities, resilient environments, mission-critical outcomes, operational advancement, scientific discovery and cutting-edge manufacturing, turning abstract ideas into realities that transform the world for good. With $15 billion in revenue and a talent force of more than 60,000, Jacobs provides a full spectrum of professional services including consulting, technical, scientific and project delivery for the government and private sector.
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.
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