Arora Engineers · 1 day ago
Client Account Manager - West
San Jose, CA
Full-time
Onsite
Senior Level, Lead/Staff
12+ years expArora Engineers is seeking an entrepreneurial and self-motivated leader to expand their service offerings within the Western Region of the United States. The Client Account Manager will be responsible for client account management activities, client satisfaction, creating and implementing the business strategy for growth and project delivery, and cultivating long-term relationships with clients and partners within the region.
Design
Responsibilities
The candidate shall be responsible for business processes, development, and relationship management, within the region including developing and executing a strategic regional business plan
Key duties will include identifying, developing and pursuing target Clients and Programs/Projects which compliment Arora’s complete service offerings across all market sectors, as well as exploring other diversification strategies to generate business with new clients and markets
Developing relationships with target clients, with ultimate responsibility for execution, delivery, and client satisfaction for all Arora services on the account
This includes risk management, quality management, contract management, task order/contract proposal assembly and A/R collection
Coordinates all Arora activities for the client with local or remote staff resources to preposition, win, negotiate contracts, and successfully deliver
This includes dotted line staff and potential office management functions for local Arora facilities
Additionally, has the responsibility of providing client specific training to Arora team for the execution of deliverables and activities in compliance with client expectations
Collaborates with the Executive Leadership Team to administer policy and guidelines established with accounting, human resources, legal, information systems, communications, and strategy resources in support of the client account management function and client satisfaction
Represents Arora externally in the Business Community and serves as the critical Point-of-Contact (POC) for external communication including pursuits, project delivery, recruitment, and business/commercial functions
Effective communication skills to collaborate with internal and external team members, clients, funding and permitting agencies, and project stakeholders throughout a program lifecycle
Responsible for the development of business within the region to sustain growth including but not limited to: Identify, develop and generate successful regional Pipeline Opportunities, including research of capital plans, and direct meetings with target clients
Identify potential teaming partners (Prime firms and subconsultants), and leading the assembly and pursuit for Prime and Subconsultant teams
Leading the complete project life cycle from identification, positioning, proposal, negotiation through delivery and close out
Reviewing target client capital plans, monitoring client bid posting sites, and regular meetings with the client related to status of current work, and details to position for upcoming work
Generate and meet regional sales goals based on the approved business plan
Responsible for leading and preparing technical scope and fee proposals as well as marketing qualifications proposals with support from Marketing, and pursuit team for all regional business development opportunities
Participate in regional Business Community activities on behalf of Arora
Works within CRM system (Deltek Vision, OneNote, Salesforce, etc.) to update client data and opportunities, leads, and pipeline to ensure data accuracy
Supports corporate and client events, conferences, and tradeshows
Delivers Arora introduction presentations to prospective clients
Utilizes existing network and seeks new contacts to proactively pursue new business opportunities
Coordinate with Arora’s Technical Project Managers, and internal resources for project delivery support, to ensure regional work meet’s Arora Quality Assurance Standards
Ultimately responsible for delivery and quality for all Arora and subsidiary projects across all services for all clients
Serve as Project Executive on regional projects
Support the Project Management Office (PMO) and Project Manager(s) in stakeholder management and project execution as needed
Responsible for collaborating with Project Managers in ascertaining client satisfaction
Utilization targets established in conjunction with executive team (25-75% based on region, project mix, and clients)
Qualification
Required
Experience and knowledge of business development as it pertains to the A/E/C and technology industry
Thorough knowledge of design-to-completion engineering processes
Proven record of increasing business development successes
Proven record of increasing leadership responsibility and expertise, including decision making, flexibility, problem-solving, reasoning strategic thinking, and accountability
Excellent negotiation and interpersonal skills
Thorough knowledge of Company Standards and Core Values
Ability to model Core Values
Exceptional communications skills including ability to direct communication at audience's level, excellent writing and verbal skills
Demonstrated good judgment, and discretion in all communications
Ability to create and maintain productive relationships with employees, clients, and vendors
Ability to drive and maintain a safe driving record
Existing Client network and relationship in Arora's Target Sectors
Ability to create opportunities, drive a sales process, close deals, and stay involved in their follow-through
Bachelor's degree in engineering or related field
12+ years business development and marketing expertise, including 5 years of management experience, demonstrating responsibility for project (or group/office) profit and loss
Experience in A/E/C industry mandatory
Valid state driver's license (any in US) and ability to maintain a safe driving record
In possession of appropriate documentation to legally gain and maintain employment in the US
Ability to develop and maintain productive business relationships with clients, colleagues and vendors
Preferred
Professional Engineering (PE) licensure in Electrical, Mechanical, or Fire Protection preferred
Experience with Target Market Sectors including Transportation Industry preferred
Company
Arora Engineers
For over 38 years, Arora’s mix of industry knowledge and expertise allows the firm to offer a broad spectrum of engineering services, including oversight, project management, and design of new and existing mechanical, electrical, plumbing, electrical aeronautical, fire protection, and IT building and airfield systems.
201-500 employees
Funding
Current Stage
Growth StageLeadership Team
Manik Arora
President and CEO
Adam Oliver
Arora Engineers, Chief Marketing Officer I Arora Systems Group, General Manager
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