Michigan Power Business Development Leader

HDR • Detroit, MI

9d • Onsite

About The Position

The Business Development Leader will leverage their industry experience to be responsible for coordination, oversight, and ownership of HDR’s Michigan-based Power Business Development programs and initiatives. The Business Development Leader will carry out and oversee business development activities in pursuit of planning, design, and consulting projects; and work with local, national, and market sector leadership in the areas of project pursuits, client development, strategic planning, development of annual and long-term goals, annual budgeting, program leadership, community and industry participation, staffing and marketing training.
In the role of Area Business Development Leader, we'll count on you to:
Identify and qualify leads that outlines a path to achieving annual sales goals
Achieve area sales goals
Manage area business development and marketing budgets
Manage client relationship management and financial systems to inform reporting metrics and dashboards
Maintain a strong understanding of the market trends and drivers impacting our clients
Develop annual and long-term strategic plans within established company direction and goals, including creating growth initiatives and prioritizing strategic investments
Implement key growth initiatives and investments as defined in annual and long-term strategic plans
Serve as a Client Manager (for assigned accounts), which includes maintaining strong client relationships and a deep understanding of the client's organization, trends/drivers, and upcoming opportunities.
Develop and implement client plans, including long-term strategies to capture market share, as assigned
Develop business relationships with teaming partners
Implement go/no-go decision process in accordance with HDR's Matrix of Authority
Lead pursuit teams in creating and implementing effective win strategies (capture planning)
Engage the appropriate project management and technical talent in pursuit teams
Participate in pursuit teams to develop persuasive proposal and interview materials
Participate in quality reviews of proposal and interview materials
Coach interview teams to be effective at delivering key messages during interview presentations
Facilitate debriefs to identify improvement opportunities and to measure overall competitiveness
Recognize and celebrate pursuit successes and milestones
Direct content marketing campaigns to strengthen our brand, increase our visibility, and showcase our thought leaders.
Retain, develop and supervise business development and marketing employees, as assigned
Identify candidates to fill management, technical, business development and marketing positions
Train and mentor employees on business development and marketing best practices
Solicit and act on formal and informal client feedback
Understand and apply HDR's risk management approach when pursuing new business opportunities
Actively participate in professional associations to elevate HDR's brand in target markets
Articulate HDR's capabilities and competitive advantages

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

• Bachelor’s degree in a related field.
• Maintain a professional or engineering registration or certificate or have related technical experience.
• Demonstrated experience in growing programs in new or highly competitive markets.
• Demonstrated experience in winning high-value contracts in the A/E/C industry.
• Existing and current network of private clients with emphasis on Michigan-based clients including utilities, municipalities, developers and other power clients.
• Excellent marketing and business development skills with demonstrated history of successful leadership of major BD strategies and ability to establish new business relationships and closing business deals.

Responsibilities

• Coordination, oversight, and ownership of HDR’s Michigan-based Power Business Development programs and initiatives.
• Carry out and oversee business development activities in pursuit of planning, design, and consulting projects.
• Work with local, national, and market sector leadership in the areas of project pursuits, client development, strategic planning, development of annual and long-term goals, annual budgeting, program leadership, community and industry participation, staffing and marketing training.
• Identify and qualify leads that outlines a path to achieving annual sales goals.
• Achieve area sales goals.
• Manage area business development and marketing budgets.
• Manage client relationship management and financial systems to inform reporting metrics and dashboards.
• Maintain a strong understanding of the market trends and drivers impacting our clients.
• Develop annual and long-term strategic plans within established company direction and goals, including creating growth initiatives and prioritizing strategic investments.
• Implement key growth initiatives and investments as defined in annual and long-term strategic plans.
• Serve as a Client Manager (for assigned accounts), which includes maintaining strong client relationships and a deep understanding of the client's organization, trends/drivers, and upcoming opportunities.
• Develop and implement client plans, including long-term strategies to capture market share, as assigned.
• Develop business relationships with teaming partners.
• Implement go/no-go decision process in accordance with HDR's Matrix of Authority.
• Lead pursuit teams in creating and implementing effective win strategies (capture planning).
• Engage the appropriate project management and technical talent in pursuit teams.
• Participate in pursuit teams to develop persuasive proposal and interview materials.
• Participate in quality reviews of proposal and interview materials.
• Coach interview teams to be effective at delivering key messages during interview presentations.
• Facilitate debriefs to identify improvement opportunities and to measure overall competitiveness.
• Recognize and celebrate pursuit successes and milestones.
• Direct content marketing campaigns to strengthen our brand, increase our visibility, and showcase our thought leaders.
• Retain, develop and supervise business development and marketing employees, as assigned.
• Identify candidates to fill management, technical, business development and marketing positions.
• Train and mentor employees on business development and marketing best practices.
• Solicit and act on formal and informal client feedback.
• Understand and apply HDR's risk management approach when pursuing new business opportunities.
• Actively participate in professional associations to elevate HDR's brand in target markets.
• Articulate HDR's capabilities and competitive advantages.

Benefits

• Employee-owners are fully engaged in creating a welcoming environment where each of us is valued and respected, a place where everyone is empowered to bring their authentic selves and novel ideas to work every day.
• Fostering a culture of inclusion throughout our company and within our communities.
• Employee Network Groups (Asian Pacific, Black, Hispanic/Latino(a), LGBTQ+, People with Disabilities, Veterans, Women, Young Professionals) help create a sense of belonging and foster a supportive environment where everyone is empowered to engage and contribute.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior