Jacobs
New England Transportation - Client Account Manager (CAM)
Jacobs, Boston, Massachusetts, us, 02298
At Jacobs, we don’t settle - always looking beyond to raise the bar and deliver with excellence. We apply our expertise and knowledge as we look into the future with great optimism and focus. We don’t settle until we give our best and know that we’re making a difference.
As a Client Account Manager for our Transportation Practice in New England, you will have the opportunity to impact strategic business relationships with key clients to assure Jacobs has sustained client relationships to achieve client satisfaction, and fully leverage the relationship to benefit the clients and the firm. Working with members of our team your focus is to make sure that Jacobs is the client’s firm-of-choice by transit, aviation, and highway transportation clients in New England, and Jacobs has a thorough understanding of the client’s needs and is seen as their best advocate for accomplishing their goals. 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.
In this role, you will lead select transportation client accounts for municipal and state governments (MBTA, MassDOT, MassPort and others) in New England. You’ll lead capture teams influencing their sales process discipline, and develop and deliver win strategies, proposals, interviews, and presentations. You will collaborate and lead our delivery teams to sustain existing workload and to lead strategy development of transformational work such as design for design build, planning, program management and traditional design contracts. This position will be based out of any Jacobs’ Boston office.
During your time with us you will:
• Serve as the point of contact for client service activities and develop strategies to grow the transportation practice for various clients in New England
• Identify, charter, and lead client service teams comprised of multi-disciplinary project managers and regional practice leaders around common vision of success
• Facilitate deep, personal, valuable client relationships between Jacob’s personnel and client personnel (management, technical, functional, delivery) to weave a fabric of broad-based relationships between our firm and the clients
• Advocate on client's behalf by actively engaging the firm to address client needs, and recommend strategic actions to optimize our business development investment and market share growth
• Identify higher levels of client engagement for executive sponsors
• Secure management commitment and influence/attract key staff for pursuits
• Work with office/corporate leaders to develop strategies for key hiring on strategic pursuits, identifying key project pursuits, team growth, office growth, profitability, employee development and employee satisfaction
• Actively engage with project and Sales teams to influence pursuit team on sales process discipline, win strategy and proposal development, interviews and presentations
• Coordinate and facilitate the Sales process, including Go/No Go decisions, and help develop required sales costs aligned with opportunity potential and return on investment objectives
• Participate in local industry participation and community engagement
• Bachelor’s degree in engineering, planning or engineering related to transportation, or equivalent related work experience in lieu of a degree
• Substantial experience in engineering and/or related disciplines associated with the transportation market sector.
• Proven track record of coordinating teams and winning work on an area or statewide basis within New England and preferably with the MBTA and MassDOT.
• High level existing contacts and strong relationships with transportation clients, and a successful track record of winning work with these clients.
• Sales knowledge on how to identify contracts well in advance, respond to RFPs/solicitations, interview and win new work
• Ability to collaborate with diverse internal teams, including sales staff, operations teams, market solutions technologists, legal, and contracting.
• Knowledge of and relationships with potential teaming partners, both large firms and small business partners, to advance our position in the market place and develop the most responsive teams for our clients.
• Be strong team leader, consensus builder and team player skilled in technical writing communicating and presenting to clients
• Should demonstrate ability to be a leader in the New England transportation market
• 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
Ideally, You’ll Also Have:
• Proven record of developing relationships with key clients at all levels (from executives to key management levels)
• Ability to open doors for initiating relationships at the client organization to serve as a business leader by leading an account team, set a vision and strategy, coach/mentor and motivate team, and drive accountability to achieve the designated sales goal.
• Ability to lead through influence
• High level of emotional intelligence
• Innovative and solutions-oriented thinker
• Client political savviness
• Technical background/experience in delivering or managing large transportation projects or programs is considered a positive and adds credibility in consulting, engineering, construction industry service offerings and delivery.
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.
As a Client Account Manager for our Transportation Practice in New England, you will have the opportunity to impact strategic business relationships with key clients to assure Jacobs has sustained client relationships to achieve client satisfaction, and fully leverage the relationship to benefit the clients and the firm. Working with members of our team your focus is to make sure that Jacobs is the client’s firm-of-choice by transit, aviation, and highway transportation clients in New England, and Jacobs has a thorough understanding of the client’s needs and is seen as their best advocate for accomplishing their goals. 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.
In this role, you will lead select transportation client accounts for municipal and state governments (MBTA, MassDOT, MassPort and others) in New England. You’ll lead capture teams influencing their sales process discipline, and develop and deliver win strategies, proposals, interviews, and presentations. You will collaborate and lead our delivery teams to sustain existing workload and to lead strategy development of transformational work such as design for design build, planning, program management and traditional design contracts. This position will be based out of any Jacobs’ Boston office.
During your time with us you will:
• Serve as the point of contact for client service activities and develop strategies to grow the transportation practice for various clients in New England
• Identify, charter, and lead client service teams comprised of multi-disciplinary project managers and regional practice leaders around common vision of success
• Facilitate deep, personal, valuable client relationships between Jacob’s personnel and client personnel (management, technical, functional, delivery) to weave a fabric of broad-based relationships between our firm and the clients
• Advocate on client's behalf by actively engaging the firm to address client needs, and recommend strategic actions to optimize our business development investment and market share growth
• Identify higher levels of client engagement for executive sponsors
• Secure management commitment and influence/attract key staff for pursuits
• Work with office/corporate leaders to develop strategies for key hiring on strategic pursuits, identifying key project pursuits, team growth, office growth, profitability, employee development and employee satisfaction
• Actively engage with project and Sales teams to influence pursuit team on sales process discipline, win strategy and proposal development, interviews and presentations
• Coordinate and facilitate the Sales process, including Go/No Go decisions, and help develop required sales costs aligned with opportunity potential and return on investment objectives
• Participate in local industry participation and community engagement
• Bachelor’s degree in engineering, planning or engineering related to transportation, or equivalent related work experience in lieu of a degree
• Substantial experience in engineering and/or related disciplines associated with the transportation market sector.
• Proven track record of coordinating teams and winning work on an area or statewide basis within New England and preferably with the MBTA and MassDOT.
• High level existing contacts and strong relationships with transportation clients, and a successful track record of winning work with these clients.
• Sales knowledge on how to identify contracts well in advance, respond to RFPs/solicitations, interview and win new work
• Ability to collaborate with diverse internal teams, including sales staff, operations teams, market solutions technologists, legal, and contracting.
• Knowledge of and relationships with potential teaming partners, both large firms and small business partners, to advance our position in the market place and develop the most responsive teams for our clients.
• Be strong team leader, consensus builder and team player skilled in technical writing communicating and presenting to clients
• Should demonstrate ability to be a leader in the New England transportation market
• 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
Ideally, You’ll Also Have:
• Proven record of developing relationships with key clients at all levels (from executives to key management levels)
• Ability to open doors for initiating relationships at the client organization to serve as a business leader by leading an account team, set a vision and strategy, coach/mentor and motivate team, and drive accountability to achieve the designated sales goal.
• Ability to lead through influence
• High level of emotional intelligence
• Innovative and solutions-oriented thinker
• Client political savviness
• Technical background/experience in delivering or managing large transportation projects or programs is considered a positive and adds credibility in consulting, engineering, construction industry service offerings and delivery.
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.