Client Relationship Leader II

Job Summary:

Provides high level seller-doer support for a mix of client relationships, business development, and project delivery within an established practice area. Contributes to and oversees efforts designed to expand and extend client relationships to help meet sales goals by leveraging the organization's expertise and capabilities. Construct detailed client development and retention plans in partnership with senior operational leadership to guide business growth activities and priorities. Mentors and guides staff in project and client relationship management tactics. This position involves driving implementation and regular use of collaborative tools such as CRM to track opportunities, activities, and client relationships across the assigned area of responsibility. Serves as a key technical support liaison between clients and KLJ; responsible for communications, linking KLJ's leadership with new client needs and for potential concerns addressed; has a strategic long-term role in building and extending client relationships. Oversee and monitor cross-functional teams of technical professionals and subject matter experts to execute client project work on mid-level and/or multiple concurrent projects, including budgets, tracking hours and expenses, task completion, compliance documentation, and managing the contractual obligations to deliver the project(s) as defined in the contract. Monitors and manages a portfolio of diverse projects, having a comprehensive knowledge of the clients and projects in the portfolio. Develops, gathers, and reports the results of metrics and key performance indicators that describe and analyze the state of the portfolio and client relationship(s). As appropriate, lead the development of project proposals, cost estimates, scope, schedules, work breakdown structure (WBS) tasks, and resource plans for specific client pursuits and initiatives. Responsible for monitoring, managing, and evaluating project supervisors/leaders assigned to specific projects. Mentor staff to support their growth and professional development. Manage and provide performance guidance and leadership to assigned staff. Utilize well-defined subject matter expertise to confer with project staff to provide technical advice and resolve problems. Proactively builds trust and establishes a positive working relationship with clients to ensure their satisfaction; obtains feedback to ensure that project efforts are meeting client expectations for contracted time, cost, and performance; acts as a primary contact for addressing client inquiries and concerns.

Job Duties:

This position is responsible for a combination of project management and business development functions for oil and gas consulting engineer services for industrial facilities, including civil, structural, mechanical, and EI&C disciplines. The position will come with expectations for both chargeability/utilization, net sales, and financial metrics of the projects overseen as the Project Manager.

Actively engages in direct contact with clients and prospects, and responsible for using personal contacts to develop long-term client relationships. Schedules meetings with existing and potential clients for the purpose of introducing or reminding clients of KLJ's capabilities; utilizes technical staff to augment and assist as needed. Utilizes networking contacts, professional organizations, and conferences as a dedicated pipeline to generate client leads and provide new projects from past, existing, and future clients. Adeptly utilizes competitive intelligence, market data, CRM, and available business intelligence tools as a substantial means of identifying and pursuing the opportunities that present the highest chances for success. Proactively updates and maintains databases containing client and project information. Assist practice area leaders with the strategizing, preparation, and execution of client development plans and programs. Works collaboratively with project managers to monitor and track project metrics, estimated time to completion, and to deliver budgeted margin for a portfolio of client-specific projects, taking appropriate corrective action as needed to deliver high-quality, value-added services to designated clients. Reports to operational leadership on planned and proposed sales activities against goals, and progress with generating assigned sales goals and a specified volume of new business within a pre-defined time frame. Prepare and review project reports and work product, models, calculations, drawings, construction plans and specifications, permitting packages, and/or documents for inclusion in the final project deliverables. Participate in project kick-off meetings with key stakeholders. Participate in problem project reviews, providing input about root cause issues and potential solutions to leadership, clients, and other stakeholders. Provide regular project reporting and updates to clients, technical area, and business unit managers, identifying any emergent issues with client needs, requests, concerns, project risk and budget. Monitor accounts receivable (AR) and unbilled revenue, working to address issues as needed. Remain current in the latest Client Relationship Management and Sales techniques and practices. Exercise responsible and ethical decision-making regarding company funds, resources and adhere to professional conduct and KLJ's policies and procedures. Perform additional responsibilities as required by business needs.

Qualifications:

• Bachelor's degree in business administration, engineering, science, or a related major, or equivalent experience in a technical or engineering firm.
• 10+ years of relevant post education experience in a seller-doer role within our industry.
• Proficient understanding of project delivery process within the A/E/C industry and strong background and successful experience in securing additional projects from clients.
• Highly proficient analytical and organizational skills, with business acumen to bridge business and client relationship management.
• Highly proficient with critical thinking and problem-solving skills to make assessments and calculations involving the application of technical principles, with a sound understanding of intent, impact, and optimal outcomes.
• Highly proficient interpersonal and communication skills to interact effectively, persuasively, and tactfully with clients and employees at all levels of the organization.
• Strong self-leadership with attention to detail, multi-tasking, and adjusting readily to the changing prioritization of responsibilities in a dynamic work environment.
• Works independently to provide guidance, mentoring, and leadership to mid-level to senior-level team or project members.
• Proficiency with technical writing, office automation, discipline-specific design software, MS Office suite products (e.g., Word, Excel, Visio, Project, SharePoint), technology, spreadsheets, and PM tools.
• Experienced with providing critical review for documents and preparing project deliverables and plans with a high degree of complexity.
• Advanced proficiency with coordinating resources and professionally directing others to consistently complete tasks and client projects competently and efficiently.
• Ability to work schedules conducive to project-specific requirements that may extend beyond the typical work week. Due to occasional travel a valid driver's license is required.

Establishing Personal Capability:

• Expert Level Impacting Organizational Capability
• Advanced Level Developing Professional Capability
• Advanced Level Physical Requirements
• The physical demands described represent those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities.
• The employee is regularly required to: Sit, stand, walk, stoop, kneel, twist, crouch, and crawl Use hands to handle, or feel objects, tools, or controls; and reach with hands and arms Talk or hear and communicate clearly

The employee must:

• The position is expected to report to the office 3-days per week
• Must be available for short-notice travel to meet with clients and pursue business opportunities.
• Be able to occasionally walk on uneven terrain up to two miles per day
• Frequently lift and move up to 10 pounds and occasionally lift and move up to 25 pounds and infrequently up to 50 pounds
• Specific vision abilities required by this job include close vision, color vision, depth perception, and the ability to adjust focus.

Hours and Travel:

This position requires the individual work 40 hours per week with 70% of time spent in the office and 30% out of the office.

What else you need to know

At KLJ, we have a vested interest in the personal, financial, and professional goals of our employees. The salary for this position is expected to range between $125,000 - $190,000. Factors that may be used to determine actual salary include education (or applicable experience), training, job location, competencies relevant to the role, and internal equity. We offer a competitive full suite benefit package including health, dental, vision, and life insurance, performance bonus, 401k, employee stock ownership program and a flexible work environment that gives you options to support excelling both professionally and personally. The options available for the current year are described at www.kljeng.com/careers/benefits.

This job description is not meant to be all-inclusive or restrictive and other duties may be assigned. It is a description of the job as presently defined and is subject at any time to revision. This document is intended to describe the general nature and level of work being performed by individuals assigned to this classification. This is not to be construed as an exhaustive list of all responsibilities, duties, and skills required. Individuals may be required to perform duties outside of their normal responsibilities, as needed.

All applicants must be authorized to work in the US, without employer-sponsorship. KLJ does not offer employment based VISAS.

KLJ will not be partnering with third-party recruiters on this position. Please review our third-party recruiting policy at www.kljeng.com/careers.

Position will be posted until filled.