Regional Sales Lead

Overview

Carollo Engineers is an internationally recognized environmental engineering firm that specializes in the planning, design, and construction of water and wastewater facilities. We are seeking a Regional Sales Lead to join our team.

At Carollo you’ll make an impact at an organization that does meaningful work, fosters a collaborative team culture, and creates a diverse, inclusive environment where you feel like you belong. You’ll work alongside a collaborative and dynamic team of professionals that is truly passionate about our work. Carollo’s vision is to be the BEST water consulting firm and you’ll find that Carollo is also the best place for you to build your career.

Responsibilities

Business Development

Proactively identify and pursue new business opportunities within a designated region. Research and analyze market trends, competitor activities, and client needs to develop targeted sales strategies. Collaborate with the marketing team to develop and implement effective lead-generation campaigns. Leverage professional networking skills to help identify and pursue project opportunities through networking, cold calling, repeat business, and attending industry events. Provide business development support related to Water, Wastewater, Infrastructure, Reuse, Resilience and Sustainability, One Water, Stormwater, Owners Advisor/Utility Advisor Services, Construction Management, and other services that are viewed as strategic for the company. Assist local and regional teams in meeting new business development and sales goals. Assist in developing new clients or new services with existing clients. Support conference engagement and serve as a thought leader throughout the region associated with the planning and execution of relevant industry conferences Champion and support business development and marketing efforts for new services.

Client Relationship Management

Develop and maintain strong relationships with new and existing clients, ensuring their satisfaction and identifying opportunities for upselling or cross-selling our services. Conduct regular client meetings to understand their evolving needs and provide tailored solutions. Serve as a Client Services Manager for new clients and support existing Client Service Managers for Carollo to be the trusted advisor to clients, offering expert advice and guidance on our consulting services and helping clients find the right solutions. Maintain accurate and up-to-date client records, including contact information, interactions, meeting notes, and sales activities. Prepare and implement Client Development Plans for assigned clients. Serve as a driving force within the company for client satisfaction and engagement.

Sales And Proposal Management

Lead or assist the pursuit team with the entire sales process, from initial contact and needs assessment to early positioning to proposal development and contract negotiation when needed Assist pursuit and project team with proposal development to ensure accurate and timely preparation of proposals, incorporating client requirements and critical success factors. Serving as a pursuit lead as necessary. Prepare and present compelling sales presentations and proposals to prospective clients, showcasing our services and value proposition Track sales performance and provide regular reports to the marketing management team, highlighting key metrics, trends, and opportunities Develop client and pursuit strategies, and conduct client account analysis and opportunity specific win planning. Assist with Go / No Go decisions or recommendations. Communicate client interests, critical success factors and drivers to project team members and develop approaches to accommodate these concerns. Actively lead business development and development of strategies for client pursuit activities

Team Collaboration

Collaborate with internal stakeholders, including engineers, project managers, and marketing professionals, to leverage their expertise to advance marketing activities. Participate in regular sales meetings and contribute to the development and refinement of sales strategies. Collaborate with Business Development Manager, Client Services Director, Client Service Managers, and Tech Practice team members to develop regional growth strategies and annual win planning. Collaborate with client services managers and project managers who are supporting existing clients in which the Regional Sales Lead engages to build parallel relationships Mentor key staff and provide employee development for marketing and sales skills.

Qualifications

Degree in business management, engineering, or a related field. 10+ years’ experience in local/regional municipal projects market. Demonstrated ability to develop business. Demonstrated knowledge of the regional municipal market. Proven experience in a sales leadership role, with a track record of meeting or exceeding sales targets. Exceptional communication and interpersonal skills, with the ability to effectively build relationships with clients and internal stakeholders. Demonstrated proficiency in client identification, development of new clients, and understanding of market trends. Client-focused mindset with the ability to develop meaningful relationships with people of varied backgrounds. Demonstrated successful performance in dealing with all levels of internal employees and external clients. Proficiency using Dynamics CRM or other CRM software Willingness to travel, as required.

Preferred Qualifications

Master’s degree in business management, engineering, or a related field. Previous consulting or sales experience in the water/wastewater industry. Experience with critical infrastructure projects and/or experience with entities who provide or are involved with critical water/wastewater projects. Experience dealing with ambiguity and building effective teams to solve client challenges. In-depth knowledge of the water consulting sector, including its services, market trends, and key players. Professional sales training with an optimized sales process for strategic growth. Demonstrated track record of exceeding sales goals and driving revenue growth. Strong negotiation and persuasion abilities, with a focus on creating win-win solutions. Excellent organizational and time management skills, with the ability to prioritize and manage multiple projects simultaneously.

Other Compensation And Benefits

Carollo is committed to providing employees with a competitive, comprehensive benefits program that provides the care employees and their families need to lead healthy, productive lives. Carollo’s benefits package includes paid time off and holidays, comprehensive health insurance coverage, pre-tax savings account options for healthcare, dependent care and commuter expenses, disability insurance and life insurance options for you and your dependents. We also offer free Caregiver Support, Travel Assistance, counseling services and discount programs. Other compensation that may be available includes: 401(k) company contribution matching, tuition reimbursement, discretionary bonuses, career advancement bonuses, professional registration bonuses, employee referral bonuses, and compensatory time for exempt employees. Flexible work arrangements may also be available. Eligibility for benefits varies based on employment status.