Northeast Transportation Market Director; MGD

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 the Northeast Transportation Market Growth Director (MGD) you will report to Northeast Executive Director of Sales (EDS). You are responsible for the development and implementation of the Northeast transportation market strategy working and will oversee a team of Client Account Manager (CAMs) with discrete portfolios across the geography. You will be responsible for working collaboratively on that strategy to include input and create alignment with the Director of Sales Operations and Strategy (DSOS), and the Transportation Director of Operations (DO), as well as Market Solutions Leadership assigned to the Northeast.

You will then be accountable to your EDS to lead the successful execution of that strategy to achieve established growth targets and performance metrics. Working closely with your EDS, you will establish a sales budget and goals (gross margin sold, Global Delivery hours sold, PA Consulting integration, digital products sold, among others) for your market and for CAMs aligned to that market.

You will then work with the EDS to drive consistent accountability across the team of market aligned CAMs for the achievement of all established goals for your market. As MGD you will have shared accountability for the success of your market’s strategy, along with the DSOS, DO, and Market Solutions Leadership.

• Demonstration of clear leadership in Beyond Zero ensuring health, safety & wellbeing is at the heart of everything we do - through visible leadership, standard setting, active engagement, and communication – both internally and externally.
• Technical degree and/or requisite experience in the aligned market
• Strong people leadership in alignment with Jacobs’s core values and leadership philosophy
• Understanding of the Transportation market and clients within the Northeast Geography
• Relationships with key clients and competitors in the market

• Achieving sales goals through strong strategy execution and client relationships
• Successful budget management
• Development and successful execution of strategy within a specific market portfolio of clients
• The impactful application of the Jacobs’ Relationship Based Sales (RBS) process.
• The utilization of our Client Success Platform (CSP) and strong data hygiene practices
• Forming impactful strategic teaming partnerships
• Determining and countering competitor strategies
• Leading people within a healthy team culture driven by personal accountability.
• Coaching and mentoring sellers to effectively advocate for their clients.
• Experience working with operations and sales teams in the effective utilization of our “Client Expectation” and “Client Satisfaction Survey” process, and other lessons-learned processes, to create an environment of continual improvement, and strategy refinement.
• Ability to lead, coach, and mentor staff, ensuring that they operate within their job description and are given reasonable opportunities and support to succeed. However, also being proficient in the application of Jacobs’ performance management and disciplinary processes.
• Proficient in leading processes within a team that complies with our Relationships Sales Process (RBS) as well as the Americas’ Sales Work Instructions, including but not limited to
• Following prescribed RBS guidance for effective Opening, Middle and End Game
• Working with Account Strategists (if assigned) to develop effective opening game…