Job Description

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Take Your Business Development and Marketing Career to the Next Level
Kleinfelder's business development and marketing professionals help communicate innovative solutions. From identifying opportunities to developing winning strategies, they know how to leverage relationships, build new ones, and collaborate across areas, service lines, and markets. Are you interested in the opportunity to lead large-scale project opportunities? Join Kleinfelder and be part of our dynamic team!
Step Into Your New Role
Kleinfelder is seeking a dynamic and entrepreneurial minded business development leader to drive sustained double-digit (net) sales growth, year over year, for our Northern California & Pacific Area [NCP]. The ideal candidate will be a "practice builder" responsible for driving one market sector (Water) as well as an inspirational leader providing guidance to market leaders in three additional market sectors [Power, Transportation, and Federal].
While the initial emphasis will be to drive sustained organic growth with key clients across 4 markets in the Northern California geography, the candidate should anticipate expanding their efforts to support multiple service line growth in the Pacific region [Hawaii, Guam] and Northern Nevada within 12-18 months.
KEY RESPONSIBILITIES
Responsible for assessing the 4 market sectors including opportunities and risks that lead to the development and implementation of strategies that support NCP's penetration of each market sector.
Key performance metrics:

• In partnership with Area Leadership, drive the annual Business Development Plan for Net Sales which includes measuring progress against annual (net) sales goals monthly.
• Identify top clients by market with a focus on cross-selling services.
• Assure that capture plans are developed and implemented for all "targeted" and "must win" opportunities.
• Provide oversight of all Go/No-Go decisions for "targeted" and "must win" opportunities.
• Senior advisor to the Area Manager (AM); serves as "acting" Area Manager upon request.

FOCUS AREAS
Primary Focus: Water Market Development

• Lead the strategic growth of Kleinfelder's Water market in the NCP with initial specific focus on 2-3 large multi-million-dollar pursuits in Northern California
• In partnership with others, build and maintain strong client relationships for all Kleinfelder Key/Growth Clients in the NCP
• Position Kleinfelder as a key player in future major infrastructure projects [e.g. Delta Conveyance Project].
• Act as a market developer with full autonomy to shape and grow the business line to meet the needs of the industry [e.g. PFAS] and our clients.
• Cross-sell Kleinfelder's full suite of services - Geotechnical, Construction Services (to include PM/CM), CoMET and Environmental (EP&P and Remediation).
• Work closely with operations and technical leadership teams to identify and plan for future resource needs.

Secondary Focus: Area Market Management

• Is the evangelist for BD policy, procedure and best practices throughout the organization, in accordance with the Kleinfelder Marketing System [KMS].
• Analyze local Market drivers and identify unique new business opportunities for high growth
• Leverage existing service contracts to establish and build client trust and expand Water opportunities in the Federal, State and Local markets
• Support backlog development and opportunity capture across the NCP in coordination with other Kleinfelder Areas and Divisional/Corporate Market Leads.
• Ensure Area Market Leads and Kleinfelder [client] Reps maintain accurate and relevant client information in CRM with support from the Area Administrative Manager [AAM] and Area Business Manager [ABM] teams.
• On behalf of the AM, negotiate complex, comprehensive long-term agreements [teaming, Joint Venture, contractual] with Key/Growth clients.

EXPERIENCE & ACADEMIC REQUIREMENTS

• Bachelor's degree required. Master's degree or equivalent desired.
• 15+ years of related experience and proven prior success in growing a client account as a Major Accounts Manager (20+ years preferred).
• 10 years of direct client interaction in designated market and knowledge of applicable laws and regulations required (15 years preferred)
• 6 years of management experience required
• CPSM, MBA or the equivalent preferred
• Professional certification/registrations (AICP, JD, LEED, RG, PE, PG) desired
• Superior leadership and personnel management skills
• Client interview skills and in-depth knowledge of company offerings and operations required

Move Forward with Kleinfelder
Kleinfelder has been connecting great people to the best work since 1961. We are engineers, scientists, and construction professionals providing solutions that improve our clients' transportation, water, energy, and other private infrastructure. As a responsive, cross-disciplinary team of bright, curious, and innovative problem-solvers, we are dedicated to doing the right thing, every day, on every project from over 110 offices in the US, Canada, and Australia. Connecting great people to the best work is our purpose - together, we deliver.
Progress with an Employer that Values You
Kleinfelder is an inclusive organization free from discrimination. We are a stronger organization when we are a diverse workforce and believe that through diversity, equity, and inclusion comes creativity, innovation, and unity. We are proud to offer the following:
Benefits: Kleinfelder offers an excellent compensation and benefits package, including: medical, dental, vision, life insurance, 401(k) plan, and paid holidays. The expected salary range for the position is displayed in accordance with the California Pay Transparency Law. Final agreed upon compensation is based upon individual qualifications and experience. Salary range: $149,843 - 250,058.
Career Development: We are committed to investing in the professional development of our staff, offering each employee every opportunity to grow, develop, and take control of their career paths. We support these efforts through reimbursements for continuing education as well as many of the expenses associated with trainings and certifications, and opportunities for career development through our internal Mentoring Program.
Equal Opportunity: Kleinfelder is an Equal Opportunity Employer - Minorities/Women/Disabled/Veterans. (Compliant with the new VEVRAA and Section 503 rules)
NOTICE TO THIRD PARTY AGENCIES
Please note that Kleinfelder does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Fee Agreement, Kleinfelder will not consider or agree to payment for any referral compensation or recruiter fee. In the event a recruiter or agency submits a resume or candidate without a previously signed agreement, Kleinfelder explicitly reserves the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency. Any unsolicited resume, including those submitted to hiring managers, are deemed to be the property of Kleinfelder.
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