This role may be performed in any U.S. location.
The Portfolio Sales Operations Manager (PSOM) reports directly to Director of Sales Operations and Strategy (DSOS), Americas National - Federal.
The Navy PSOM is aligned to the Navy portfolio within the Federal performance unit and collaborates with the Portfolio Sales Director, Client Account Managers (CAMs), Client Service Leaders (CSLs), and Inside Sales to develop and drive sales strategy for their assigned portfolio. The PSOM possesses a strong understanding of Department of Defense (DoD) and NAVFAC clients and their proposal and SF330 requirements. provides leadership, vision and direction to capture and proposal teams to be sure pursuit strategies are fully aligned with the portfolio growth strategies and our Jacobs Core Values.
The PSOM also leads a Sales Operations team, hard or soft aligned to the portfolio, working collaboratively with team members to make informed business decisions that focus resources on portfolio priorities and pursuits. The PSOM is empowered to serve as a challenger or healthy skeptic to identify risks and recognize opportunities that align with strategy.
The PSOM is expected to display strong business acumen and to be knowledgeable in how Jacobs can serve our clients' needs in a comprehensive way. They are strong stewards of Jacobs' Relationship-Based Sales (RBS) process and Jacobs' branding guidelines, and model related best practices for the broader sales team. They understand the pace of the markets and the top financial contributors to the portfolio sales plan; support plans to achieve portfolio growth objectives; and display agility and capability in making sound business decisions including the deployment of Sales Operations resources when and where they are needed.
For the portfolio's most strategic opportunities, the PSOM may aid in positioning activities, develop and refine Jacobs's strategies, win themes and differentiators, and take a management or support role during proposal and interview development (i.e., section author/writer/editor, reviewer, presentation coach, etc.). The PSOM may be assigned as proposal manager for specific strategic pursuits and Top Prospects as appropriate.
Business Metrics & KPIs
Supports the Portfolio Sales Director and CAMS to achieve annual goals related to:
Gross Margin (GM) sold
Year over year growth in GM sold
Win Rate for competitive pursuits
Adherence to established portfolio sales and proposal budgets
Other specific goals to be established annually
Collaboration:
The PSOM is required to collaborate with multiple internal stakeholders, including the following:
Federal Director of Sales and Strategy (DSOS): The PSOM works in partnership with the Federal DSOS to support Sales Operations resourcing in support of the portfolio. The PSOM understands the portfolio pipeline and works with the DSOS to be sure that upcoming opportunities are adequately staffed during Opening, Middle, and End Game to support winning capture and proposal efforts.
Portfolio Sales Director: The PSOM works with the Navy Portfolio Sales Director to understand portfolio client base, sales goals, and pipeline, and to align market growth strategies with executable account plans and pursuit strategies. They coordinate with the DSOS and Portfolio Sales Director to align Sales Operations resources.
Client Account Managers (CAMs): The PSOM observes the relationship between portfolio CAMs and Sales Operations to promote teamwork and reinforce a fully transparent, collaborative partnership that produces positive results and portfolio growth.
Sales Operations: The PSOM directly supervises Sales Operations staff directly aligned to the portfolio and provides direction and leadership to other Sales Operations staff supporting portfolio opportunities.
Direct Reports:
Portfolio-Aligned Sales Operations: These roles report directly to the PSOM, who supports their career development, annual priorities, administrative management, and serves as an escalation path for any issues. The PSOM supervises Sales Operations team members to prioritize and make informed staffing decisions. Direct reports typically include proposal managers/SOMs and inside sales coordinators. Depending on the size of the portfolio-aligned team, the PSOM may assign and supervise team leads to supervise team members.
Main Duties & Responsibilities:
Fully align with Jacobs Core Values, model inclusive leadership, and foster a culture of belonging that builds trust, accountability, and drives performance
Partner with the Portfolio Sales Director to understand portfolio client base, sales goals, strategies, and sales pipeline
Apply understanding of DoD and Navy client and model and deploy best practices in responding to sources sought, proposals, SF330s, and client interviews to maximize win rate
Possess full awareness of Jacobs' global capabilities, strategies, and objectives
Be fluent in and apply Jacobs Relationship-Based Sales (RBS) philosophy and employ best practices across the sales lifecycle
Be a proficient user of Client Success Platform (CSP) powered by Salesforce
Actively monitor financials to understand sales progress and pipelines at the portfolio level
Winning large IDIQ contracts
Leadership:
Provide vision, leadership, and direction to Sales Operations teams to support the greatest ROI on the deployment of resources to strategic opportunities
Actively participate on the portfolio's Sales Leadership team, working collaboratively to shape the vision and strategy of portfolio goals, the sales organization, and set the tone for a healthy work environment
Major focus is to be placed on ensuring that Sales Operations works closely with CAMs and account teams to drive strong win strategy development for portfolio opportunities. This includes staffing pursuits and confirming the CAM has established a clear single point of accountability for the designated Sales Operations lead.
Lead direct reports by taking an active role in their career development through mentorship/coaching, professional development training, participating in performance management, promoting career path progress, and succession planning
Lead the recruitment of new Sales Operations team members and actively participate in the recruitment/interviews of other sales roles as needed
Liaise with portfolio sales leadership team to champion sales best practices, implement new processes and procedures, address any portfolio-specific concerns, champion CSP data management, and identify opportunities to improve sales efficiency and win rates
Sales Strategy:
Partner with Portfolio Sales Director and CAMS to establish and execute growth strategies and objectives
Develop a high-level understanding of accounts across the portfolio, the strategies driving those accounts, and how to best reply to various client sources sought and proposals/SF330s to maximize win rate
Collaborate with Portfolio Sales Director to determine alignment of Sales Operations to accounts or opportunities that need their engagement
Oversee the health of Top Prospects as well as their impact on the sales plan
Review and audit CSP records for trends and sales process and data integrity compliance
Account and Opportunity Positioning and Presentation Development:
Support team members in developing an understanding of Jacobs' history with client accounts, market trends, and competitors, as well as in creating effective client account plans, where requested
May facilitate client relationship mapping, analysis, and SWOT exercises as part of continuous account plan review and maintenance
May attend client, partner, or stakeholder-facing meetings, including proposal debriefs; industry events; professional societies; and other external marketplace engagements as relevant to advance strategy
Represent Jacobs' core values, culture and capabilities within our client's environment in a positive, inclusive, and solutions-oriented approach
Act as challenger or healthy skeptic within the sales process
Support or lead presentation development, including coaching interview teams
United States Citizenship
Proven group leadership and management skills for directing, delegating, and overseeing multiple team members and their contributions
A strategic and forward-thinker with the ability to understand client and business needs (both current and future), challenges, and drivers; as well as the competitive landscape where Jacobs works, and how Jacobs holistically can serve our clients
Business acumen to differentiate when and how to prioritize strategic decisions based on financial goals
Strong background in responding to DoD and preferably Navy/NAVFAC sources sought, proposals, and SF330s
Strong background in Jacobs' Relationship-Based Sales, win strategy, and branding and how they translate into strong positioning and tailored proposal responses
Recognizes the importance of diverse teams and excels in leading them
Approaches problem-solving with the intent to find mutually beneficial solutions
Business development experience in the engineering and/or professional services and consulting industry
Ability to own a room, work independently, direct a team, and be dynamic to get results from diverse teams
Capability to negotiate with and influence others
Detailed understanding of and experience with the full spectrum of the RBS process, Jacobs brand, and the systems and tools that support sales
Ability to thrive in a fast-paced and high-pressure environment
Great team player: collaborative, inclusive mind set with interpersonal skills aligned with our company values
Ability to develop, nurture, and maintain relationships at all levels of the company
Strong capabilities in CSP, Microsoft Office Suite, SharePoint, and other Jacobs-approved software and tools available to support sales
Strong written and verbal communication skills, including interview skills
Ability to travel (
Ideally, you'll also have:
Bachelor's degree in a technical field relevant to the Jacobs business, business administration, marketing, communications, journalism, English, or related field
At least 10 years of relevant experience within the architectural, engineering, and construction (AEC) industry
Experience working with federal, private, or public sector clients as relates to the role
Relationships with clients and/or teaming partners within aligned portfolio
Proficiency in using Client Success Platform powered by Salesforce for account planning and opportunity management
LI-KS7
Jacobs is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, religion, creed, color, national origin, ancestry, sex (including pregnancy, childbirth, breastfeeding, or medical conditions related to pregnancy, childbirth, or breastfeeding), age, medical condition, marital or domestic partner status, sexual orientation, gender, gender identity, gender expression and transgender status, mental disability or physical disability, genetic information, military or veteran status, citizenship, low-income status or any other status or characteristic protected by applicable law. Learn more about your rights under Federal EEO laws and supplemental language.
