Area Business Development Leader

HDR•Salem, NC

About The Position

The Transportation Area Business Development Leader is responsible to for setting the strategic vision for a multi-market sector growth approach for HDR’s North Carolina area. This leader will be responsible for coordination and oversight of the NC Area’s transportation business development programs and growth initiatives with support from sub-region Business Development Leaders, Client Development Leaders and the Area Marketing Services Manager. The position oversees business development activities for major planning, design, and construction programs, as well as mega-projects; works with local operations managers and regional directors in the areas of strategic planning, development of annual and long-term goals, budgeting, program leadership, client development, community and industry participation, project pursuits, staffing and marketing training. Specific responsibilities of the position include: Primarily responsible for strategy to achieve annual goals for the Area Develop and lead 5-Year Strategic Vision & Planning and Annual Plan (Alignment and Budgeting) Responsible for identifying opportunities and expanding markets Identify and propose Strategic Investments/ Hires Coordination with counterparts across the region and company Manage business development with business, operations, marketing, and project staff to maximize client satisfaction, company growth, and profitability. Responsible for the development of transportation business development plans and budgets and implementing tracking and reporting of Area marketing performance indicators, needed actions, and process improvements. Works with the Area Marketing Service Manager to direct Area marketing resources on transportation business group pursuits. Works with the Area Operations Manager and Area Transportation Business Group Manager to build marketing capabilities through recruitment, and staff training. Collaborate with operations managers on key hires and investments. Coordinate business development activities with other Business Group leads. Expand existing or participate in the development of strong client relationships and serve as a key point of contact for selected clients. Develop or coordinate the development of robust client management plans, and lead or support client management team meetings. Implement company marketing policies and procedures, standards, quality assurance, and risk management within the Area. Support staff training on client development, pursuit capture planning, proposal preparation Monitor new market trends and participate in the development and implementation of local and regional strategic and tactical planning. Facilitate major pursuit proposal reviews, marketing program evaluations, client feedback, peer reviews, problem resolution, acquisition integration, recognition activities, and client functions within the Area. Participate in Area project pursuits, proposal reviews, program evaluations, track client feedback and peer review actions, problem resolution, acquisition integration, recognition activities, and client functions. Encourage and participate in business and community activities as a representative of HDR.

Requirements

A minimum of 10 years relevant industry experience
Demonstrated "self-starter" with a history of completing projects with limited oversight
Deep knowledge of the A/E/C industry's standard approach to procurement of professional services
Demonstrated ability to motivate and inspire others
Demonstrated ability to build a network of clients and industry partners
Experience in sales and developing effective win strategies
Strong financial acumen and negotiation skills
Excellent written and verbal communication skills
Proficient in Microsoft Office applications, including Outlook, Word, Excel and PowerPoint
Ability and desire to travel and engage with others in-person
Demonstrated experience in writing compelling content based on information from technical staff

Nice To Haves

BS or BA in an appropriate engineering discipline or related discipline required.
10 years of business development or transportation leadership experience with strategic program development, proposal preparation, and presentation management, or similar related experience.
Professional Engineering registration (PE)
Strong knowledge and experience with Area transportation marketplace clients with an emphasis on North Carolina.
Excellent marketing and business development skills in addition to experience in contract negotiations and building relationships.
Existing network of clients and partner firms in North Carolina
Must work cooperatively and collaboratively with diverse teams, regional, department, technical managers, and project staff.
Must be committed to quality, improvement, and HDR values.

Responsibilities

Primarily responsible for strategy to achieve annual goals for the Area
Develop and lead 5-Year Strategic Vision & Planning and Annual Plan (Alignment and Budgeting)
Responsible for identifying opportunities and expanding markets
Identify and propose Strategic Investments/ Hires
Coordination with counterparts across the region and company
Manage business development with business, operations, marketing, and project staff to maximize client satisfaction, company growth, and profitability.
Responsible for the development of transportation business development plans and budgets and implementing tracking and reporting of Area marketing performance indicators, needed actions, and process improvements.
Works with the Area Marketing Service Manager to direct Area marketing resources on transportation business group pursuits.
Works with the Area Operations Manager and Area Transportation Business Group Manager to build marketing capabilities through recruitment, and staff training.
Collaborate with operations managers on key hires and investments.
Coordinate business development activities with other Business Group leads.
Expand existing or participate in the development of strong client relationships and serve as a key point of contact for selected clients.
Develop or coordinate the development of robust client management plans, and lead or support client management team meetings.
Implement company marketing policies and procedures, standards, quality assurance, and risk management within the Area.
Support staff training on client development, pursuit capture planning, proposal preparation
Monitor new market trends and participate in the development and implementation of local and regional strategic and tactical planning.
Facilitate major pursuit proposal reviews, marketing program evaluations, client feedback, peer reviews, problem resolution, acquisition integration, recognition activities, and client functions within the Area.
Participate in Area project pursuits, proposal reviews, program evaluations, track client feedback and peer review actions, problem resolution, acquisition integration, recognition activities, and client functions.
Encourage and participate in business and community activities as a representative of HDR.