Major Metro Executive Director Of Sales

At Jacobs, we're challenging today to reinvent tomorrow by solving the world's most critical problems for thriving cities, resilient environments, mission-critical outcomes, operational advancement, scientific discovery and cutting-edge manufacturing, turning abstract ideas into realities that transform the world for good.

As a Major Metro Executive Director of Sales (EDS) aligned to a Metropolitan Area, you are tasked with developing and driving a strategy to increase Jacobs market-share within your metro area, across all markets, from both near and long-term perspectives. You will focus on expanding both cross-market work with existing clients and diversifying with new clients within your metro area. You will leverage your expertise to lead business growth and client stewardship activities, including developing and executing market strategies and growth initiatives. You will also be responsible for developing and nurturing external client relationships that support growth of the business (significant focus of this role), managing a sales budget for your team and will be held to account for the achievement of assigned sales goals each year. You will also work with the broader sales and operations team to ensure leaders are actively engaged in effective delivery of solutions for clients and sales activities.

Using your experience in our markets, you will work collaboratively across the company to coordinate and drive strategies and sales, with existing and new clients. As a leader, you are empowered to manage the overall sales staff and redeploy staff as needed while fostering collaboration with your operations teams, taking intelligent risks, providing broader services, new markets, technologies, and clients. Most importantly, you will take action to ensure the safety, health and well-being of your team. Your role will keep our company connected, and we'll support you with what you need to be successful.

Job Duties & Responsibilities:

• Influence a positive safety culture and working environment.
• Commit to advancing inclusion & diversity, and instilling a culture of belonging across our account teams.
• Develop and implement a comprehensive strategy to drive growth across all markets by winning new work and increase our pipeline of opportunities.
• Deliver Metro Area GM Plan.
• Grow our share of Gross Margin captured within your metro area.
• Manage sales costs to plan and deliver ROI.
• Achieve the targeted win rates for your metro area.
• Major focus is to be placed on ensuring that all members of the sales team are driving strong win strategy development and execution on "Top Prospects" in full alignment with the business' target of winning Top Prospects at a 70% competitive win rate. This includes ensuring that a clear single point of accountability is established for the Sales/Operations Lead partner to an assigned Strategic Pursuit Leader on all designated Top Prospects.
• Lead brand recognition and external visibility within your metro area.
• Develop political strategies in conjunction with Operations and Government Affairs leadership, as well as external advocates (as required).
• Guide personal development and growth of your sales team to include, but not limited to, promotion, diversification of skill set, and productive follow-on assignments.
• Lead the sales process such that impactful skills and thoughtfulness are shown within your team during all phases of the sales process including project reviews, pink, red, green team reviews, bid no/bids etc.
• Identify and secure opportunities that utilize our global resources.
• Drive collaboration across geographies, lines of business, and delivery platforms.

Here's what you'll need:

• Located within the major metropolitan area you support.
• Technical degree and/or requisite experience.
• Successful track record in business development across all markets.
• 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 a team.
• Strong business acumen and experience developing sales and pursuit strategies.
• Outstanding organizational and communication skills.
• Passion for leadership coupled with innate ability to influence decision-making processes.
• Strategic thinker who drives innovative solutions.
• Experience managing a diverse sales team with varying complexity of projects and clients.
• Analytical capabilities to develop pricing proposals and support compliance with sales budgets.
• Proven sales professional with recent experience in the regional market and demonstrated ability to close agreements.
• Ability to drive formation of impactful strategic teaming partnerships, as well as successfully determine and counter competitor strategies.
• Experience leading, coaching, and mentoring staff, ensuring that they operate within their job description and are given reasonable opportunities and support to succeed, while also proficiently applying performance management and disciplinary processes.

Our health and welfare benefits are designed to invest in you, and in the things you care about. Your health. Your well-being. Your security. Your future. Employees have access to medical, dental, vision, and basic life insurance, a 401(k) plan, and the ability to purchase company stock at a discount. Eligible employees may also enroll in a deferred compensation plan or the Executive Deferral Plan. Jacobs has an unlimited U.S. Personalized Paid Time Off (PPTO) policy for full-time salaried/exempt employees, seven paid holidays, one floating holiday, and caregiver leave. And certain roles may be eligible for additional rewards, including merit increases, performance discretionary bonus, and stock.

The base salary range for this position is $180,000.00 to $250,000.00. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

Qualified applicants with criminal histories will be considered for employment

We value collaboration and believe that in-person interactions are crucial for both our culture and client delivery. We empower employees with our hybrid working policy, allowing them to split their work week between Jacobs offices/projects and remote locations enabling them to deliver their best work.

Your application experience is important to us, and we're keen to adapt to make every interaction even better. If you require further support or reasonable adjustments with regards to the recruitment process (for example, you require the application form in a different format), please contact the team.

Locations:

City: Los Angeles

State: California

Country: United States