Client Relations Director - In & Ky

Clark Dietz, Inc. is an employee owned, multidiscipline consulting engineering firm with offices in Illinois, Indiana, Kentucky, Michigan, and Wisconsin. We are a recognized leader in transportation, civil, environmental, structural, mechanical, and electrical engineering. Our talented staff collaborate to serve our clients with innovative, sustainable solutions that improve the quality of life for the communities in which we live and work.

We currently have an opportunity for an experienced sales manager to join our team in Indiana as Client Relations Director for Indiana and Kentucky. This position is responsible for leading the client relations team to achieve annual sales objectives. The CRD collaborates with regional and marketing staff to develop strategies and tactics to support sales growth for all the company’s service lines with a focus on new client development.

Primary Responsibilities

• Develops and executes business development strategies that support the company’s sales goals in the geographic area.
• Manages Client Advisors or other assigned sales staff in the area to identify targets and develop pursuit strategies for new sales.
• Manages and assigns client outreach activities to the team for both prospects and existing clients to maintain visibility and build awareness of the firm’s capabilities.
• Analyzes market trends, competitor activities, funding sources, and client needs to identify and prioritize opportunities to expand the base of clients.
• Develops strategies to build relationships and awareness of the company’s services and value proposition with prospects, key clients, elected officials, and decision-makers.
• Collaborates with the EVP and Regional Directors to develop the annual sales and marketing plan for the area, individual sales goals and KPIs to track progress and refine strategies and forecasts as needed,
• Identifies and analyses market trends, funding sources, economic development to develop sales forecasts and prioritize pursuits, and allocate resources where they will yield the highest return.
• Works with Regional Directors to review sales costs and monthly sales performance to ensure efficient use of time and resources on all pursuits and proposals within the area.
• Works with the EVP and Regional Directors within the area to assign sales credit(s) to the appropriate staff members.
• Collaborates closely with engineering and technical teams to understand and articulate complex technical solutions into compelling value propositions for clients and partners.
• Supports doer/sellers and marketing coordinators on proposals to identify win themes and content direction.
• Works with regional staff within territory to identify key and core clients and develops strategies to grow existing business or introduce new services.
• Works with the Marketing Director to identify and execute strategies to promote the company’s capabilities with prospects and existing clients.
• Promotes the adoption of efficient processes and tools for client relationship management (CRM) and sales data collection, analysis, and forecasting.

• Identifies learning and development opportunities for the sales team and conducts training on internal processes, tools and standards as needed.
• Collaborates with the Marketing Director to ensure the proposal process is effective and efficient and evaluates wins and losses for pursuits
• Identifies strategic partnerships or other opportunities to support growth strategies within the area.
• Other duties as assigned.

Knowledge, Skills, Abilities and Experience

• Bachelor’s degree in engineering, business or marketing is preferred.
• 10+ years of progressive experience in consulting engineering or professional services sales or marketing.
• Ability to manage and guide sales staff toward achievement of goals and objectives.
• Strong knowledge of the political, economic, funding and regulatory drivers for the area.
• Ability to develop and maintain relationships with key decision makers, partners and influencers in the area.
• Experience with the planning, design, and construction of public infrastructure projects in one or more of the following areas: transportation, civil, environmental, water resources, mechanical or electrical.
• Demonstrated experience and success with professional services sales and client retention with the ability to guide and train other staff.
• Excellent communication skills with the ability to lead public presentations, meetings, and change initiatives.
• Proficient with MS Office (Word, Excel & PowerPoint), and knowledgeable in the capabilities of CRM systems and engineering design and modeling tools.
• Valid driver’s license with ability to travel throughout the geographic area.

As an employee-owned firm, Clark Dietz offers a flexible work/life balance and an excellent compensation and benefits package including staff bonus programs, comprehensive insurance benefits, annual education budget, generous 401k match, and individual ownership opportunity. To learn more about our firm please visit www.clarkdietz.com

EOE M/F/D/V