Client Growth & Strategy Leader - Water & Wastewater

We have an exciting opportunity for a Client Service Manager (CSM) with a demonstrated background in business development, client relations, and delivery of municipal water, wastewater and stormwater engineering projects. BC has an established presence in the DC Metro area, a highly regarded reputation, and is poised for growth. This position will serve as a key leadership team member in supporting our existing clients and executing our growth plans for the DC Metro area and beyond. In this capacity, you will have responsibilities that include overseeing the sales, client development, client relationship management, professional engineering services proposal writing and contract scope, schedule and price preparation, and client service team leadership. The CSM is a mid-level client leader who demonstrates consistent success in growing client relationships, advancing strategic positioning, and delivering measurable business outcomes. A CSM 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 CSM develops and executes client growth strategies while continuing to contribute to project delivery excellence. A CSM typically: Serves as CSM for one Type II client Serves as a core CST member for one Type I client Maintains 60–75% utilization, with remaining capacity focused on client and business development Spends approximately 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. 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 Abachelor’s degree in engineering, science, business, sales, or equivalent experience is required. Preferred Skills and Experience MS degree in related engineering field with a focus on wastewater and water Professional registration in Virginia, the District of Columbia, or the credentials to obtain registration in a timely manner is also strongly preferred Experience with water/wastewater design, planning and studies along with leadership on projects 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 and Compensation 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. Equal Opportunity Employer 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. This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor. #J-18808-Ljbffr Brown and Caldwell