Industrial Design Client Services Manager - Distribution Market Sector

Brown and Caldwell; United States; On-site; USD 117,000 - 175,000; Full time

Benefits offered by this job

Comprehensive medical, dental, and vision insurance

401(k) retirement savings plan with employer match

Tuition reimbursement

Performance-based bonus eligibility

Job summary

Brown and Caldwell is seeking an Industrial Design Client Services Manager – Distribution to drive growth through strategic client engagements across varied market sectors. This mid-level manager will develop client growth strategies and lead teams to accomplish business objectives.

The ideal candidate will possess at least 10 years of relevant experience, combining strong leadership skills with a commitment to enhancing client relationships. Our comprehensive benefits package supports employee well-being and professional development.

Qualifications

• Minimum of 10 years in environmental engineering or consulting with focus on business development.
• Experience in client relationship management and executing growth strategies.
• Strong communication skills and experience in leading client engagements.

Responsibilities

• Develop and execute client growth strategies.
• Lead performance of the client portfolio to meet revenue targets.
• Mentor junior team members to enhance their skills.
• Identify new business opportunities and engage key partners.

Skills

Client portfolio management

Strategic client leadership

Business development

Team leadership

Market strategy development

Education

Bachelor’s degree in engineering, science, business, or related field

Job description

The Industrial Design Client Services Manager – Distribution is responsible for driving growth by identifying, shaping, and winning major capital projects across the retail, solid waste, and transportation market sectors. This role leads strategic pursuits, builds executive-level client relationships, and aligns Brown and Caldwell’s multidisciplinary capabilities to support client investments in industrial water, and facility infrastructure through traditional and alternative design and delivery methods, including design-bid-build, design-build, and collaborative delivery models, while advancing long-term account growth and market presence.

The Client Services Manager role is a mid-level client leader who demonstrates consistent success in growing client relationships, advancing strategic positioning, and delivering measurable business outcomes. A Client Services Manager has progressed beyond relationship maintenance and is actively shaping client strategy, leading coordinated account growth, and driving profitable portfolio performance.

This role requires demonstrated capability in relationship expansion, pursuit leadership, and cross-functional team alignment. The Client Services Manager develops and executes client growth strategies while continuing to contribute to project delivery excellence.

A Client Services Manager Typically

• Serves as CSM for one Type II client
• Serves as a core CST member for one Type I client
• Maintains approximately 60% utilization, with remaining capacity focused on client and business development
• Spends a minimum of 20% of time in direct client engagement (billable or non-billable)

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.

Mentorship

• May provide mentorship, guidance, support, and knowledge-sharing to help less experienced team members develop their skills and grow within their roles.

Skills And Competencies

• 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.

Experience

• Typically, a minimum of 10 years of experience in environmental engineering and consulting industry with progressive responsibilities including marketing and business development.

Education

• A bachelor’s degree in engineering, science, business, sales, or equivalent experience is required.

Preferred Skills And Experience

• 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.

Salary Range

The anticipated starting pay range for this position is based on the employee’s primary work location and may be more or less depending upon skills, experience, and education. These ranges may be modified in the future.

Location A: $117,000 - $159,000

Location B: $128,000 - $175,000

Location C: $140,000 - $191,000

Benefits

We provide a comprehensive benefits package that promotes employee health, performance, and success which includes medical, dental, vision, short and long-term disability, life insurance, an employee assistance program, paid time off and parental leave, paid holidays, 401(k) retirement savings plan with employer match, performance-based bonus eligibility, employee referral bonuses, tuition reimbursement, pet insurance and long-term care insurance.

This position is subject to a pre-employment background check and a pre-employment drug test.

Equal Opportunity Employment

Brown and Caldwell is proud to be an EEO/AAP Employer. Brown and Caldwell encourages protected veterans, individuals with disabilities, and applicants from all backgrounds to apply. Brown and Caldwell ensures nondiscrimination in all programs and activities in accordance with Title VI of the Civil Rights Act.