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Vice President - Account Manager

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Project Management
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SKA000AM5 Requisition #
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The Account Manager manages all Company contact with new and existing clients and is responsible for building and cultivating client relationships.   This position is measured on the ability to successfully sell and deliver services (doer-seller).   This position is responsible for generating business, managing client relationships and developing employees as well is responsible for a geographic region (South Jersey, Philadelphia, Philadelphia suburbs and Delaware), vertical market segment, and/or customers with a large building program.  The Account Manager is responsible for full profit and loss on respective accounts.  This position reports to the Executive Vice President/General Manager and manages specific client accounts.
 
What You'll Do:
 
Business Development
  • Setting and meeting sales goals
  • Developing annual business plans and assisting in long range planning and selling
  • Developing and managing key client relationships by building trusting partnerships, maintaining the relationship and identifying need/opportunities
  • Conducting marketing research on market opportunities matching Skanska core competencies leading to identification of potential customers
  • Developing Client Account Management Plans and updating annually
  • Providing sales leadership - lead efforts to identify opportunities – identify win strategy, prepare/review proposals and presentations to include PreORAs, ORAs, proposals and presentati
  • Being visible and active in the local community and in the industry

Financial

  • Managing Profit and Loss responsibilities for accounts
  • Preparing Quarterly Forecast for Project awards, revenues and profit
  • Developing and implementing bonus plans on all projects
  • Meeting Company outperform goals related to all the following - selections/sales, awards, revenue, gross profit and EBIT
  • Structuring commercial deals that enable proper execution and profitability in line with the company’s business model
  • Assisting GM in managing office G&A

Operations

  • Providing the processes, tools and support required to insure operational excellence
  • In conjunction with the Project Team developing, implementing and monitoring a project risk management plan to include:
    • Subcontractor Default Insurance/Bonding
    • Insurance/CCIPs
    • Contract Administration
    • Project Execution and Quality Control Plans
    • Project Peer Reviews
    • Schedule control
    • Risk mitigation plan
  • Actively leading all preconstruction, planning and construction assignments
  • Reviewing PSRs with the project team and leading Monthly Project Reviews of the PSRs with the GM, Operations Manager, project team and financial personnel
  • Attending OAC Meetings to monitor the project team’s performance in exceeding client expectations
  • Cooperating and supporting other AMs and BUPs with a One Skanska mindset
  • Attending and presenting at local office meetings and town halls as requested
  • Promoting and supporting our Care for Life culture on all projects
  • Advocating for sustainability to minimize the impact of all Skanska operations on the environment
  • Innovating and drive continuous improvements and change initiatives

Commercial Management

  • Jointly working with Legal to create a Contract Compliance Matrix that outlines the contractual risks as well as outlines mitigation strategies
  • Reviewing, negotiating and forwarding recommendations for all project contracts, change orders and claims, etc. to the appropriate approval level

 Human Resources

  • Identifying, recruiting and retaining the best employees available
  • Organizing, developing and leading teams to keep our employees energized, challenged and happy
  • Attending resource meetings to discuss and make employee assignments
  • Professional Support Services – identify the scope of services required to support the client, enlist the Professional Support Services Teams as required to exceed the client’s expectations and manage their respective services both scope and cost
  • Staying connected to the Field, by communicating, listening to get feedback on current issues or problems and providing support to solve problems
  • Championing Diversity and an Inclusive mindset
  • Promoting Company Values and building and maintaining the Skanska Culture

 

 We're Looking For:
  • Superior knowledge of industry
  • Strong sales and business development skills
  • Excellent written and verbal communication skills
  • Extensive knowledge of financial operations and foundation in risk management/risk mitigation
  • Adept at making business decisions while balancing risk and reward considerations.
  • Excellent management skills and leadership qualities
  • Ability to maintain discretion and confidentiality at all times
  • Dependability
  • Ability to delegate work appropriately
  • Excellent time management, organizational, problem solving, strategic thinking and visionary skills
  • Detailed understanding of the typical forms of contract and the ability to negotiate successful terms in alignment with company standard
  • An innovative mindset
  • Bachelor’s Degree – Construction Management, Engineering or equivalent
  • 15+ years extensive experience in management of construction operating units in the South Jersey, Philadelphia, Philadelphia suburbs or Delaware areas
Developing Your Career at Skanska, You Will:
  • Contribute to a sustainable future improving the lives of people, communities and companies;
  • Collaborate in an open culture where sound values and dedicated people come together for greater results;
  • Thrive in a people-driven international company with countless opportunities to learn and grow.
Skanska is an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to status as a protected veteran or a qualified individual with a disability, or other protected status, such as race, religion, color, national origin, sex, sexual orientation, gender identity or age.
 
Skanska USA is one of the largest, most financially sound construction and development companies in the U.S., serving a broad range of clients including those in transportation, power, industrial, water/wastewater, healthcare, education, sports, data centers, government, aviation, life sciences and commercial.  Headquartered in New York with offices in 31 metro areas, we have nearly 11,000 employees committed to being leaders in safety, project execution, sustainability, ethics and people development. In 2017, our work in building construction, civil and power/industrial construction, commercial development and infrastructure development (public-private partnerships) generated $7.3 billion in revenue.  Global revenue of parent company Skanska AB, headquartered in Stockholm and listed on the Stockholm Stock Exchange, totaled $18.8 billion in 2017. Skanska shares are publicly traded in the U.S. on the OTC market under the symbol SKBSY through a Level I American Depository Receipt program.  
 
We are proud to be named one of America's Best Employers of 2018 by Forbes.
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