Principal Consultant

About Us

Groundbreaker. Game changer. Pioneer.

TRC has long set the bar for clients who require more than just engineering, combining science with the latest technology to devise innovative solutions that stand the test of time. From pipelines to power plants, roadways to reservoirs, schoolyards to security solutions, clients look to TRC for breakthrough thinking backed by the innovative follow-through of an industry leader.

TRC\’s professionals work with a broad range of commercial, industrial and government clients and the communities they serve. We deliver breakthrough solutions that address local needs — so our clients can better succeed in an ever-changing world.

Working at TRC means tackling interesting, meaningful projects. We pride ourselves on our collaborative spirit, entrepreneurial zeal and agile corporate structure. We recognize that the expertise of our staff is our strongest asset, so we generously reward employees for successful performance and invest in their careers through training and the development of new skills and certifications.

Overview

Our Client Success Lead will have two primary responsibilities: Business Development and Delivery. As with other senior resources, Client Success Leads will have additional responsibilities for mentoring and coaching IGS resources. This will be formal or informal relationships. The Business Development and Delivery responsibilities are defined below.

Responsibilities

1. Business Development – The Client Success Lead will be assigned accounts for which they will have primary responsibilities. Those responsibilities include:
   1. Develop a “Trusted Advisor” relationship with assigned accounts.
   2. Develop CxO relationships, facilitating meetings with TRC leadership
   3. Identify additional sales opportunities at assigned accounts.
   4. Review all proposals submitted by the IGS sector at assigned accounts.
   5. Participate in go/no-go meetings
   6. Create SOWs and Change Orders for assigned accounts following standard IGS commercial processes.
   7. Manage SOWs and Change Orders through the client procurement process.
   8. Own the pricing for opportunities but follow pricing reviews as required. This will require using the IGS pricing sheet for their own opportunities, but also support practice leads with theirs.
   9. Update Salesforce.Com opportunities.
      1. Enter in new opportunities.
      2. Update opportunities with the latest status.
   10. Work with PMO to ensure high probability bookings are forecasted properly.
   11. Work with resource leads to ensure appropriate staffing for projects.
   12. Work with practice leads to understand offerings and develop plans to penetrate accounts.
   13. Develop account plans for assigned accounts, working with practice leads and sales leads.
   14. Work with sales to penetrate assigned accounts and cross-sell.
   15. Develop an understanding of IGS offerings.
   16. Develop an understanding of other sector offerings.
2. Delivery —
   1. The Client Success Lead should establish themselves as the Delivery Executive for all IGS projects at the client forming part of project delivery
   2. Provide quality assurance reviews for other Client Success Leads.
   3. The reason for the Client Success Lead to have delivery responsibilities is:
      1. Create a reason to walk the halls in person or virtually.
      2. Off-set the cost while establishing yourself with the client.
   4. Maintain own utilization target of 40%.
      1. The utilization target can fluctuate as the revenue created by the Client Success Lead increases.
      2. As Successful sales pursuits increase, the time needed for business development increases.
   5. Account Management
      1. Ensure invoicing is happening promptly
      2. Understand the client’s accounts payable process and how to keep invoice payments moving. Work with the PMO to maintain the client\’s DSO targets.
      3. Understand the client PO creation process and how to keep PO moving.
      4. Work with PMO to track overall client margins.
      5. Monitor customer satisfaction at the client.
      6. Provide oversight of the portfolio of projects at the client.

   Qualifications

   Benefits: TRC offers a competitive benefit package consisting of:

   • Medical, dental, vision, and disability insurance.
   • 401k package that includes both traditional and Roth IRA options and Company match.
   • Paid time off contingent upon full time or part time status and level of seniority (ranging from 15 to 25 days per year).
   • All full-time employees enjoy a minimum of 8 Paid Holidays per year.
   • TRC ensures that all employees, including those that work part-time, receive paid sick, family, and disability leave in accordance with the laws of their state of residence.

   *These benefits are applicable to US employees depending on their employment status (full time, part time, or temporary). TRC offers jurisdiction specific benefit packages for International and Puerto Rico employees.

   Compensation: In accordance with local law, the below salary range is applicable for the job and location associated with this requisition. Compensation will vary based upon experience, education, skill level, geographical location, and other compensable factors.

   Other Compensation: Employee may be eligible for participation in the Company’s annual Discretionary Bonus Program which is contingent on Company, Business Segment, and Individual performance against Key Performance Indicators which vary by year and employee.

   EEO Statement

   TRC is an Equal Opportunity Employer. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other characteristic protected by applicable law. All employment decisions are made based on qualifications, merit, and business needs. We celebrate diversity and are committed to creating an inclusive environment for all employees.

   The complete job description and application are available on TRC’s career site .

   TRC accepts applications for this position on an ongoing, rolling basis and reserves the right to cancel this posting at any time.

#J-18808-Ljbffr