Regional Outside Sales Manager - NE Region

New York, New York
14 Oct 2016
02 Jun 2017
BI 000119
Contract Type
Full Time
The Buildings & Infrastructure Line of Business is a global network of employees, which serves both the private and public sector. Our employees work to shape the communities we live in by creating world-class projects that transform the future development patterns of those communities. We provide our clients award-winning planning, engineering, architectural and interior design, construction and program management, and design-build project delivery. The Jacobs business model allows us to successfully service our clients, leverage our integrated services, and provide our employees with growth opportunities while delivering global solutions to our client's local programs.

We consistently receive high rankings from Engineering News-Record (ENR) in many classifications, including the categories of Top Design Firms, Top Contractors, Top Green Buildings Design Firms, and Top Transportation Companies.

Develops, maintains, and advances client relationships through sales strategies and client contacts, resulting in new contracts and added value for our clients. Consistently advocates and adheres to sales process and procurement integrity guidelines. Responsible for development and management of sales pursuits/relationships and presentation efforts with Buildings and Infrastructure clients in the NE Region which includes the New York, New Jersey and New England markets.

The ideal candidate will be an optimistic leader with a can-do attitude, coupled with firmly planted pragmatism. He/she will have demonstrated success in rallying the energy of an organization around the company's strategy, motivating and building internal teams, bringing in outside talent to compliment the team.

He/she will be a seasoned, mature and self-confident leader who can bring credibility and confidence to the organization and instill a client focused, value added service orientation into every engagement.

• Partners with Regional Operations Management to identify new developments within multiple markets and proposes growth-related initiatives

• Develops and maintains relationships with clients, operations, and inside sales team; cultivates new clients with the discipline to follow and drive an effective Sales process.

• Demonstrates the confidence, business acumen, negotiations, interpersonal and communications skills required to build and maintain effective relationships with clients and represent Jacobs in critical business dealings, relationships, and negotiations with suppliers and business partners.

• Uses understanding of complex internal and external variables to formulate project strategy in support of engagement and organizational strategy.

• Demonstrates leadership skills in using creative project, operations and people management and development skills, together with financial and business insight, to effectively sell projects across a broad range of markets and size.

• Assumes primary responsibility for client relationships and sales strategies.

• Leads development of sales strategies, win plans, and go/no-go decisions, working closely with inside sales and operations throughout sales process.

• Shows an external focus with engagement in the community as well as the industry including attendance and involvement at technical seminars and industry events.

• Tracks and shares client relationship developments with sales team through call reports and sales database entries.

• Maintains and enforces client confidentiality, procurement integrity, gatekeeper approval, and company Identity Program compliance.

• Leads pricing strategy development and pricing reviews, and develops bid & proposal estimates.

• Works with sales and operations teams to assess resource availability and assemble project teams.

• Supervises and mentors sales staff across the region.

• Position will involve some travel and be based out of our New York office.
• Minimum 20 years of relevant experience

• BS or BA in engineering, architecture, planning or construction related field

• 10 years minimum experience in business development with a focus on buildings and/ or infrastructure. The ideal candidate will have experience in both.

• Experience working with a broad range of project types and sizes with diverse private and public sector clients.

• Experience personally engaging on key pursuits including development of strategy, pricing and managing the team.

• Strong business acumen coupled with effective communication skills.

• Candidate must possess a passion for program leadership coupled with innate ability to influence the decision making process with ultimate goal to lead sales effort.

• Candidate must be a good strategic thinker who drives innovative solutions.

• Must have experience managing a diverse sales team across industries with varying complexity of projects and clients.

• Candidate must be a good analytical person who can develop pricing proposals and support compliance with B&P budgets.

• Candidate must be an active, proven sales professional with demonstrated ability to close and have recent experience in the NE Region market with a proven track record of in selling the New York market.