South Division Commercial/Industrial Market Manager - Kleinfelder Inc

Take Your Career to the Next Level 

Kleinfelder’s business development and marketing professionals help communicate innovative solutions. From identifying opportunities to developing winning strategies, they know how to leverage relationships, build new ones, and collaborate across areas, service lines, and markets. Are you interested in the opportunity to lead large-scale project opportunities? Join Kleinfelder and be part of our dynamic team! 

Step into Your New Role 

Kleinfelder’s South Division is growing and looking to hire a Commercial/Industrial Division Market Manager to support our growth.  We are looking for an energetic, and dynamic professional that possess’ both a business development and engineering/construction background and has a strong understanding of the Commercial/Industrial markets across the Southeast. The successful candidate will have the capability of growing lasting relationships and the ability to assess economic drivers, market conditions, and competitive landscape to leverage Kleinfelder’s capabilities and grow business with both an existing and potential client base. 

This role can be based in: Raleigh, Atlanta, Tampa, Charlotte, Jacksonville or Orlando (mount Dora).

GENERAL CAPABILITY:

• Assess the market sector including opportunities and risks, and then identifying and executing a strategy to support the South Division’s penetration of that market sector.
• Identify target clients, regulatory and economically driven opportunities, and aid the Divisional leadership team, client account managers, and seller/doers to build a team capable positioning and winning projects.
• Build internal relationships and influence to monitor that projects are executed successfully and in a quality manner, leading to follow-on opportunities.
• Ability to define Kleinfelder’s position within the market sector, establishing criteria for sound Go/No-Go decisions and identifying subject matter experts critical to success in the sector.
• Competency in managing assigned staff. Works independently or in conjunction with senior management/executive staff.
• Uses knowledge of industry and/or professional guidelines and protocols to accomplish goals and objectives and solve abstract problems/difficult matters.

RESPONSIBILITIES:

• Meets or exceeds Market plan objectives for Sales, Cost of Sales and Profitability.
• Plans annual goals and budgets for the Market activities and support to the Divisional Market leads for their related business units and individuals.

• Analyzes Market drivers and identifies unique new business opportunities for high growth and profitability. Uses StageGate methods, aids the Division’s to develop those opportunities into successful businesses.

• Makes 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.

• Identifies all related conferences and other OH expenses needed to accomplish goals.
• Assists Divisional personnel to evaluate prospective clients and opportunities, reinforcing sound business decision-making.

• Engages in Proposal teams, Red Team reviews and Mock interviews for major pursuits to ensure we have developed sound client value propositions.
• Aids the Divisional BDM with the annual Business Development Plan
• Mentors specific seller/doers and client account managers in the market to improve their BD skills and activities.

• Manages client BD and delivery teams, as assigned.
• Engages 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.
• Avoids making assumptions or rushing to judgment.
• Provides clear rationale for decisions.

Setting a Strategic Vision

• Identifies and articulates the strategic goals and direction of the market.
• Establishes connections between short term goals and long-term objectives and directions.

Academic Requirement:

Education: B.S. degree in Engineering or related field required. Master’s/MBA degree or equivalent

preferred.

Experience:

• 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.

Move Forward with Kleinfelder 

Kleinfelder has been connecting great people to the best work since 1961. We are engineers, scientists, and construction professionals providing solutions that improve our clients’ transportation, water, energy, and other private infrastructure. As a responsive, cross-disciplinary team of bright, curious, and innovative problem-solvers, we are dedicated to doing the right thing, every day, on every project from over 100 offices in the US, Canada, and Australia. Connecting great people to the best work is our purpose – together, we deliver. 

Progress with an Employer that Values You 

Kleinfelder is an inclusive organization free from discrimination. We are a stronger organization when we are a diverse workforce and believe that throughdiversity, equity, and inclusion comes creativity, innovation, and unity. We are proud to offer the following: 

Benefits: Kleinfelder offers an excellent compensation and benefits package, including: medical, dental, vision, life insurance, 401(k) plan, and paid holidays. 

Career Development: We are committed to investing in the professional development of our staff, offering each employee every opportunity to grow, develop, and take control of their career paths. We support these efforts through reimbursements for continuing education as well as many of the expenses associated with trainings and certifications, and opportunities for career development through our internal Mentoring Program. 

Equal Opportunity: Kleinfelder is an Equal Opportunity Employer – Minorities/Women/Disabled/Veterans. (Compliant with the new VEVRAA and Section 503 rules) 

NOTICE TO THIRD PARTY AGENCIES  

Please note that Kleinfelder does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Fee Agreement, Kleinfelder will not consider or agree to payment for any referral compensation or recruiter fee. In the event a recruiter or agency submits a resume or candidate without a previously signed agreement, Kleinfelder explicitly reserves the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency. Any unsolicited resume, including those submitted to hiring managers, are deemed to be the property of Kleinfelder.