Area Business Development Manager

HDR•Sioux Falls, SD

About The Position

HDR is hiring an Area Business Development Manager for its Water Business Group, focused on Missouri/Kansas and the Drinking Water, Wastewater, Federal Water, and Water Resource Management market sectors. The role works closely with the Dakotas/Wyoming Water Business Group Manager, Regional Business Development Leaders, and Regional Market Sector Leads to identify, develop, and direct client business opportunities. The manager maintains and expands client relationships, develops new client and industry networks, positions the firm for project pursuits, and leads pursuit strategy and proposal and presentation development. The role also conducts market analysis, develops strategic plans, manages business development and marketing budgets and reporting systems, and supports the growth and development of assigned employees. Excellent writing, presentation, and speaking skills are needed. HDR describes its Water Business Group as addressing drinking water, wastewater, sustainable water supplies, flood control, public health, environmental sustainability, and infrastructure resilience. The company emphasizes multidisciplinary collaboration, employee ownership, inclusion, and service to clients and communities.

Requirements

At least 10 years of 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 procuring professional services.
Ability to motivate and inspire others.
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.
Proficiency in Microsoft Office applications, including Outlook, Word, Excel, and PowerPoint.
Ability and willingness to travel and engage with others in person.
Experience writing compelling content based on information from technical staff.

Nice To Haves

Bachelor’s degree in a related field.
Professional or engineering registration or certificate, or related technical experience.

Responsibilities

Identify and qualify leads that support annual area and market-sector Net Fee Booked (NFB) goals, and achieve those goals.
Manage area business development and marketing budgets.
Manage client relationship management and financial systems used for reporting metrics and dashboards.
Monitor market trends and drivers affecting clients.
Develop annual and long-term strategic plans aligned with company direction and goals, including growth initiatives and investment priorities.
Implement growth initiatives and investments established in strategic plans.
Serve as Client Manager for assigned accounts, maintaining client relationships and understanding clients’ organizations, trends, drivers, and upcoming opportunities.
Develop and implement assigned client plans, including long-term strategies to capture market share.
Develop business relationships with teaming partners.
Implement the go/no-go decision process in accordance with HDR’s Matrix of Authority.
Lead pursuit teams in developing and implementing effective capture plans and win strategies.
Engage appropriate project management and technical talent in pursuit teams.
Develop persuasive proposals and interview materials as part of pursuit teams.
Participate in quality reviews of proposal and interview materials.
Coach interview teams on delivering key messages in presentations.
Facilitate debriefs to identify improvement opportunities and assess competitiveness.
Recognize and celebrate pursuit successes and milestones.
Direct content marketing campaigns to strengthen the brand, increase visibility, and showcase thought leaders.
Retain, develop, and supervise assigned business development and marketing employees.
Identify candidates for management, technical, business development, and marketing positions.
Train and mentor employees in business development and marketing best practices.
Solicit and act on formal and informal client feedback.
Apply HDR’s risk management approach when pursuing new business opportunities.
Participate in professional associations to elevate HDR’s brand in target markets.
Communicate HDR’s capabilities and competitive advantages.