Note: The job is a remote job and is open to candidates in USA. Onterris is a leading global environmental solutions company committed to advancing environmental responsibility and human progress. The Senior Project Manager, Federal, will drive client development actions and lead collaboration with the internal Federal Team to position Onterris as an industry leader in the Federal market.
Responsibilities
- Utilize existing network of contacts to drive additional business within existing client accounts and identify new client opportunities
- Collaborate and strategize with the internal Federal Team on upcoming Federal solicitations, perform go/no-go, work with the Team on developing partnerships for greatest capture rate and expanding Federal footprint across the US
- Complete and keep up-to-date an evaluation of the Total Addressable Market (TAM), current market share, competitor analysis, discover unmet needs, and evaluate current client experience with Onterris clients
- Work with the internal Federal Team to develop Account Plans for existing and developing Federal Accounts. Evaluate the Top 5 that, where appropriate, could transition into the Key Client Program
- Strategize with the internal Federal Team on partnerships, particularly Mentor-Protégé JVs, Large-Large JVs, and Prime/Sub partnerships to increase win rate
- Partner with internal Federal Legal on evaluating upcoming RFPs, contract language, partner Teaming Agreements, Non-Disclosure Agreements, JV Agreements/Operating Agreements, interaction with Contracting Officers, JV quarterly meetings
- Act as Key Client Leader (KCL) as part of Onterris formal Key Client Program (KCP)
- Supervise and assist KCLs within the market on account plans and strategy
- Identify additional accounts for inclusion in the KCP and additional staff that can participate in the program as KCLs. Mentor and build a pipeline of future KCLs
- Create a pipeline of future KCP clients by identifying and incubating high-growth accounts
- Assist Lines of Businesses (LOB’s) and KCLs in managing existing contracts processes for renewals and obtain new customer MSAs within the market
- Collaborate with the Proposal Team and internal Federal Team on proposal efforts associated with RFPs; particularly SF330s and supporting Prime/Sub proposals
- Understanding of GovWin navigation, sam.gov, and Procurement Integrated Enterprise Environment (PIEE)
- Prepare monthly reports with data analysis from the market’s performance to include sales pipeline, client activities, leads, events, etc
- Develop a deep understanding of client’s needs in the market through discovery calls, interviews and immersing yourself into their industry
- Collaborate across LOBs to develop comprehensive go-to-market solutions and an integrated value proposition tailored to resonate with clients within your market.
- Increase Onterris’ visibility and brand within the market and develop and execute a unified, strategic conference plan that achieves ROI and event success in partnership with the Events Team, ensuring conference attendees are coordinated, strategic, and clear on roles and expectations
- Partner with the Marketing team to align on integrated value proposition and help influence thought-leadership content and ensures social media is up to date, enhancing customer acquisition efforts
- Foster a trusting and collaborative relationship across divisional sales teams and encourage strong inter-LOB communication, ensuring teams stay connected and informed on Federal Market initiatives and opportunities
- Stay informed with industry trends, technologies, and regulatory developments related to the Federal Market
- Act as an expert and trusted advisor to clients in the market
- Orchestrate the communication of internal market updates and knowledge-sharing sessions that enable alignment, connectivity and information-sharing across LOBs
- Assist in identifying capacity gaps to proactively address potential opportunities, including new developing markets, service offerings, regulatory support needs, and geographic expansions
Skills
- 15+ years of experience in the Federal environmental industry, with a track record of success in managing large key accounts within a consulting setting
- Experience working with Federal entities including the DOD, DOE, DOI
- Strong relationships with contracting agencies such as the USACE Districts, AFCEC, KSSCMC, and EPA
- Bachelor's degree in Environmental Engineering, Science, or related technical field; MBA or advanced degree preferred, not required
- Proven ability to lead in a matrixed environment and operate as a trusted client advisor
- Strong leadership and team collaboration skills, with a passion for developing talent
- Excellent communication and interpersonal skills, with the ability to articulate our value proposition across teams, clients and stakeholders
- Adaptable, resilient, and comfortable working both independently and collaboratively in a fast-paced, evolving environment
- Proficiency in strategic account planning, sales forecasting, and CRM management, particularly in Salesforce
- A proactive, growth-oriented mindset, with the ability to challenge the status quo and offer innovative solutions
- Willingness and ability to travel domestically and internationally, up to 25%
Company Overview
Onterris (formerly Montrose Environmental Group) was one of the first to see environmental responsibility as not just an imperative but as a strategic asset. It was founded in 2012, and is headquartered in Little Rock, Arkansas, USA, with a workforce of 1001-5000 employees. Its website is https://montrose-env.com.