Area Business Development Manager

Taleo Social Sourcing•Sioux Falls, SD

About The Position

HDR is hiring an Area Business Development Manager for its Water Business Group, focused on Missouri and Kansas. Working closely with the Dakotas/Wyoming Water Business Group Manager, Regional Business Development Leaders, and Regional Market Sector Leads, this role identifies, develops, and directs client business opportunities across Drinking Water, Wastewater, Federal Water, and Water Resource Management. The position is responsible for expanding existing client relationships, building relationships with new target clients and teaming partners, developing market networks, forecasting opportunities, and positioning HDR to win project pursuits. It also leads pursuit strategy and preparation, proposals and presentations, quality reviews, and interview-team coaching. The manager conducts market analysis and develops strategic plans and growth initiatives aligned with company goals. The successful candidate will bring strong writing, presentation, speaking, financial, negotiation, and relationship-building skills, along with a thorough understanding of professional-services procurement in the A/E/C industry. The role includes managing business development and marketing budgets and systems, supporting client accounts, and, as assigned, supervising and developing business development and marketing employees. Travel and in-person engagement are part of the role.

Requirements

A minimum of 10 years of relevant industry experience.
Demonstrated ability to work as a self-starter and complete projects with limited oversight.
Deep knowledge of standard A/E/C industry approaches to procuring 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.
Proficiency with Microsoft Office applications, including Outlook, Word, Excel, and PowerPoint.
Ability and willingness to travel and engage with others in person.
Demonstrated 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, growth initiatives, and strategic investment priorities in alignment with company direction and goals.
Implement growth initiatives and investments established in strategic plans.
Serve as a Client Manager for assigned accounts by maintaining client relationships and understanding the client’s organization, trends, drivers, and upcoming opportunities.
Develop and implement assigned client plans and long-term strategies to capture market share.
Build business relationships with teaming partners.
Implement HDR’s go/no-go decision process in accordance with its Matrix of Authority.
Lead pursuit teams in developing and implementing effective win strategies and capture plans.
Engage appropriate project management and technical talent in pursuit teams.
Contribute to persuasive proposals and interview materials.
Participate in quality reviews of proposal and interview materials.
Coach interview teams to deliver key messages effectively during presentations.
Facilitate pursuit debriefs to identify improvement opportunities and assess competitiveness.
Recognize and celebrate pursuit successes and milestones.
Direct content marketing campaigns to strengthen HDR’s 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 business opportunities.
Participate in professional associations to elevate HDR’s brand in target markets.
Communicate HDR’s capabilities and competitive advantages.