Client Development Leader - Transportation

HDR•Long Beach, CA

About The Position

At HDR, our 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. As we work to weave diversity, equity, and inclusion into our work and foster a sense of belonging throughout the company and within our communities, we constantly ask ourselves: What is our impact on the world? Watch Our Story:' https://www.hdrinc.com/our-story' Each and every role throughout our organization makes a difference in our ability to change the world for the better. Read further to learn how you could help make great things possible not only in your community but around the world. Position Overview: In collaboration with HDR’s Southern California Transportation Business Group Management team, this role is responsible for identifying, developing, and directing business opportunities within the transportation industry sectors of Highway & Local Roads, Transit, Freight Rail, Aviation, and Maritime. This position covers all of Southern California, primarily focused on Los Angeles, the Inland Empire, and Orange County. A client development leader cultivates and develops relationships with regular and prospective clients. This would include tracking trends, opportunities, competitors, and challenges. To be effective in this role, it is important to have knowledge or familiarity with legislative and funding issues and mechanisms impacting our industry and clients. Focus Areas: (1) Client Relationship Management, (2) Market Analysis and Networking, (3) Pursuit Leadership, (4) Marketing Collaboration, (5) Strategic Planning, (6) Annual Planning and Goal Setting

Requirements

A minimum of 8 years relevant industry experience
Demonstrated "self-starter" with a history of completing projects with limited oversight
Demonstrated ability to motivate and inspire others
Experience in sales and developing effective win strategies
Excellent written and verbal communication skills
Proficient in Microsoft Office applications, including Outlook, Word, Excel and PowerPoint
Proficient in Adobe Creative Cloud applications, including InDesign
Ability and desire to travel and engage with others in-person
Demonstrated experience in winning high-value contracts in the A/E/C industry
Demonstrated experience in writing compelling content based on information from technical staff

Nice To Haves

Deep knowledge of the A/E/C industry's standard approach to procurement of professional services
Bachelor’s degree in Business, Engineering, Construction Management, or related field
Minimum of 15 years of experience in the transportation and A&E consulting industry
Proven business/client development success in the transportation consulting industry
Excellent verbal and written communication skills
Existing network of local transportation industry leaders is highly beneficial
Experienced in the development and management of diverse teams
Willingness to travel when necessary
Commitment to HDR’s core values of quality work and continuous improvement
An attitude and commitment to being an active participant of our employee-owned culture is a must

Responsibilities

Work in partnership with the Business Group Manager and Business Development Leader
Maintain and expand existing client relationships
Identify, prioritize, and develop relationships with key decision-makers of targeted clients in partnership with the Client Development Teams.
Support the development of 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
Coordinate and participate in industry conferences, professional associations, and other external organizations to develop business contacts, promote and elevate HDR's brand in target markets, and engage potential clients and partner firms
Plan and fulfill conference sponsorship benefits, as needed
Provide leadership for strategic pursuits through capture planning, proposal development, and reviews to interview phases, resulting in shortlist, client selection, and contractual awards
Collaborate on key and strategic teaming opportunities
Identify high-value sponsorship opportunities
Work directly with the marketing services team in preparing collateral materials such as qualifications packages, proposal reviews, interview presentations, specialty brochures, and other marketing information promoting our program
Lead quality reviews of proposal and interview materials
Facilitate other strategic planning and implement annual, including strategic and tactical, goals and objections that align with meeting Net Fees Booked goals