East Division Market Manager

About the Role

Kleinfelder's East Division is seeking a Market Manager to lead the Division's overall strategy and growth program, including managing discipline-specific sector leads across Water/Wastewater, Energy, Power, Transportation, Industrial/Commercial, and Federal sectors. The successful candidate will align market strategies across disciplines, assess economic drivers, market conditions, and the competitive landscape, and work with Operations areas to implement the growth plan by leveraging Kleinfelder's capabilities to grow lasting relationships and expand business with existing and prospective clients. This role can be based in any of our East Division Offices.

General Capability

• Provide Divisional leadership and strategic direction to discipline-specific sector leads, ensuring their individual market plans are coordinated with the Division's overall growth objectives
• Build strong partnerships with Area leadership and use influence, collaboration, and market insight to align sector strategies, investments, and execution priorities with each Area's growth opportunities, objectives, and goals
• Identify target clients, regulatory and economically driven opportunities, and aid the Divisional leadership team, Area leadership teams, client account managers, and seller/doers to build a team capable of positioning and winning projects
• Define and communicate Kleinfelder's position within a market sector, establishing criteria for sound Go/No-Go decisions and identifying subject matter experts critical to success in the sector
• Demonstrate competency in leading assigned staff and discipline-specific market managers, setting expectations, coordinating priorities, and supporting effective execution
• Work independently or in conjunction with senior management and executive staff
• Use knowledge of industry and/or professional guidelines and protocols to accomplish goals and objectives and solve abstract problems/difficult matters
• Ability to train and mentor Sector Leads and Division-wide Business Development personnel in the client development process to maximize sales with existing clients

Responsibilities

• Lead and develop sector leads for Water/Wastewater, Energy, Power, Transportation, Industrial/Commercial, and Federal markets, providing direction, coaching, coordination, and accountability for performance within their respective sectors
• Track and manage, through Sector leaders, business development efforts Division-wide to meet or exceed Market plan objectives for Sales, Revenue, and Cost of Sales
• Audit and maintain East Division CRM data to ensure data quality for planning and managing performance against Market plan objectives
• Work across all Areas to establish annual divisional market growth goals and budgets and work with discipline-specific sector leads to develop aligned plans, priorities, and performance objectives for their respective markets, business units, and teams
• Influence and align Area leadership around priority growth areas, market goals, resource needs, and coordinated actions required to achieve Division and Area growth objectives
• Maintain a broad understanding of the Division's markets, analyze cross-market drivers and trends, and identify new business opportunities with strong growth and profitability potential
• Use Stage Gate methods and work with discipline-specific sector leads and Division leadership to develop those opportunities into successful businesses
• Make significant contributions to all Company-wide planning efforts, such as periodic Strategic Planning, annual tactical planning, new business incubation gatekeeping, and development or revision of policies and procedures
• Work with Area teams and Sector Leads to identify and track all related conferences and other OH expenses needed to accomplish goals
• Assist Divisional personnel to evaluate prospective clients and opportunities, reinforcing sound business decision-making
• Engage in Proposal teams, Red Team reviews and Mock interviews for major pursuits to ensure we have developed sound client value propositions
• Aid the Divisional Business Controller with the annual Business Development Plan
• Mentor specific sellers/doers and client account managers in the market to improve their BD skills and activities
• Manage client BD and delivery teams, as assigned
• Engage in the recruiting, mentorship, coaching, and performance review of employees operating within the Market sector
• Engage in national and local organizations and conferences important to our clients and the markets; usually sits on planning committees and gives presentations at events, not just attend

Competency Requirements

• Acting Strategically: Aligns day-to-day activities around broader organizational goals and objectives. Prioritizes resources based on the strategic objectives of the organization. Recognizes and rewards people based on how their actions support the broader needs of the company.
• Demonstrating Tenacity and Perseverance: Maintains high levels of energy and enthusiasm over an extended amount of time. Does not give up when faced with challenging obstacles. Completes what he/she starts. Sees projects through to the end.
• Driving for Results: Aggressively pursues challenging goals and objectives. Will to put in considerable time and effort to accomplish objectives. Takes a highly focused, goal driven approach toward work.
• Making Accurate Judgments and Decisions: Bases decisions on a systematic review of relevant facts and information. Avoid making assumptions or rushing to judgment. Provides clear rationale for decisions.
• Setting a Strategic Vision: Identifies and articulates the Division's overall market strategy and aligns the goals and direction of each discipline-specific market with that strategy. Builds alignment and commitment among Area leaders and sector leads by clearly connecting market priorities and growth initiatives to shared Division and Area goals. Establishes connections between short-term goals and long-term objectives and directions.

Qualifications

• Education: B.S. degree in Engineering or related field required. Master's/MBA degree or equivalent preferred.
• Experience: Demonstrated experience leading market leaders or managers across multiple disciplines, with sufficient knowledge of the Division's overall markets to assess priorities, connect opportunities, and guide specialists in their respective markets. 15 or more years of related experience, 8 or more years of professional and project management experience in consulting engineering business and knowledge of applicable laws and regulations required. 5 or more years' experience at management level.
• Certification/Registration: Professional registration preferred.
• Other Knowledge and Skills: Superior communication skills and in-depth knowledge of company service and products. Effective understanding and skills in using Customer Relationship Management software.

Benefits

• Medical, dental, vision, and life insurance
• 401(k) plan
• Paid holidays
• Reimbursements for continuing education and expenses associated with trainings and certifications
• Career development opportunities through internal Mentoring Program

Pay

Salary range: $130,000 - $215,000