Brown and Caldwell is a full-service environmental engineering and construction services firm seeking a Client Services Manager for the Distribution Market Sector. This role is responsible for driving growth and building client relationships while managing a portfolio of projects and pursuits to achieve business objectives.
Responsibilities:
- Own and execute a multi-year client growth strategy aligned with BC and client business objectives
- Develop and advance the client business case, including revenue targets, service expansion, and positioning milestones
- Secure and deliver profitable work while managing risk exposure
- Lead the performance of the full client portfolio (projects and pursuits) to achieve revenue, margin, and backlog targets
- Maintain utilization aligned with portfolio expectations
- Provide regular performance calibration with Business Unit and Area/Market leadership
- Build and lead an engaged, high-performing Client Service Team (CST) with clear accountability
- Coordinate resources across business lines and engage SMEs to expand service breadth
- Mentor developing team members and model effective client leadership
- Expand relationships across client functional areas and leadership levels
- Translate client insights and market intelligence into actionable growth strategies
- Execute structured client engagement plans (minimum 20% client-facing time)
- Serve as Sales Leader on key pursuits; evaluate opportunities and develop win strategies
- Maintain accurate client data and apply governance between CSM and PM roles to ensure unified client messaging and delivery alignment
- Flexibility to adapt and execute various additional assignments based on evolving needs
Requirements:
- Typically, a minimum of 10 years of experience in environmental engineering and consulting industry with progressive responsibilities including marketing and business development
- A bachelor's degree in engineering, science, business, sales, or equivalent experience is required
- Proficiency in managing client portfolios to achieve revenue, margin, and growth outcomes
- Advanced professional acumen in balancing project oversight with strategic client leadership
- Demonstrated ability to identify, evaluate, and scope new business opportunities in coordination with business leaders
- Proficiency in go/no-go decision support and development of effective pursuit win strategies
- Experience serving as Sales Leader for key proposals
- Ability to identify and engage appropriate teaming partners to strengthen competitive positioning
- Advanced proficiency in developing, expanding, and leveraging client relationships across multiple organizational levels
- Strong ability to research and translate client business drivers into actionable growth strategies
- Capability to identify emerging client needs and align BC capabilities to capture new market opportunities
- Demonstrated ability to motivate and align multidisciplinary teams to execute business plans
- Advanced facilitation, interview, and executive communication skills (written and oral)
- Working proficiency in risk identification, mitigation, and performance management
- Familiarity with governance principles, decision-support models, and change leadership practices
- Proficiency in leveraging digital tools, data systems, and AI-enabled platforms to support client and business performance
- Advanced leadership skills with the capability to inspire and guide a team
- Proven success in business development and capture strategy for large capital projects within the private sector, preferably in retail, solid waste or transportation
- Experience with traditional and collaborative delivery approaches, including design-bid-build, design-build, progressive design-build, EPC, and IPD
- Strong understanding of private sector operations, regulatory drivers, and industrial water, and infrastructure challenges
- Professional licensure such as PE, or relevant certifications such as DBIA or PMP, preferred