DHS National Market Lead

Michael Baker International•Minneapolis, MN

About The Position

As a part of our National Market Leadership Team, the National Market Lead (NML) I – DHS will implement and manage our strategy for growth and success in the marketing and positioning of the company within the DHS and related clients. The successful candidate will report to the Federal Programs Executive Vice President and work closely with Integrated Design and Advisory business vertical leadership, Regional Directors and Office Executives as well as Practice Leads and staff across the country. Additionally, the NML I– DHS will work with and coordinate activities with our other Federal and DOD National Market leads to grow our overall Federal and Defense Market Programs. They will create and be responsible for the implementation of strategic business development plans to expand the firm’s services in support of the built environment. This will include identifying and aggressively pursuing and developing new market opportunities and expanding existing relationships within the market. In marketing and business development, the NML I – DHS role will drive relationship development with key DHS components, national contractors and concessionaires, identify specific project opportunities and support proposal development. Post award, the position involves contract/scope negotiations and work plan development. Develop strategies to maximize Michael Baker’s portfolio growth with DHS components, with primary focus on USCG. Recommend areas for talent growth to be prepared for future federal strategies and efforts. Identify candidates for recruiting in collaboration with Integrated Design & Advisory vertical and company offices. Conduct market research to determine which DHS organizations, programs and contracts are critical opportunities for Michael Baker. Conduct research to determine which DHS component personnel are the key decision makers for the programs and contracts of interest and maintain an active relationship with those personnel with the intent to develop trusted advisor status. Participate at appropriate regional or industry events (e.g. SAME, Industry Days) to stay informed of program and funding developments. Maintain routine and positive communication with clients. Help develop and manage DHS targets and goals. Work with the federal and regional teams to identify future growth opportunities for Michael Baker. Once identified, work the federal and regional teams to develop a strategy for growing into that work. Develop a Strategic Vision and strategy to successfully capture DHS IDIQ and stand-alone contracts and follow-on Task Orders. Strategy will include developing the teaming arrangements with the most appropriate large and small business partners. Work with Michael Baker Integrated Design and Advisory, regional and office leadership, and the proposal team, to identify capture managers, program managers and proposal managers. Offers mentoring and encouragement to individual team members with the goal of encouraging and maintaining team unity, harmony and overall efficiency. Routinely assess our program strengths and opportunities for improvement and continuously monitor program risks and collaborate with Integrated Design and Advisory, regional and office leadership to mitigate them. Create and maintain client account plans. Ensure the capture team is developing a capture plan and conducting appropriate strategies and capture meetings for top tier clients. Work closely with the customer, know their mission and be familiar with their overall strategies, initiatives, developing programs, and priorities. Ensure existing contracts are actively mined to exhaust capacity and marketed across each customer. Leads program team and facilitates communication, intelligence sharing, and interaction between organization and responsible portfolio. May perform as project manager on strategic projects or in resolution of technical and/or performance related problems. Develops and maintains positive customer and client relationships to foster repeat business. At the conclusion of the projects, ensure project and program managers are working collaboratively with their government counterparts to shape project evaluations (e.g. CPARS). Support the entire federal team to ensure the team remains a high performing organization. As necessary, support federal or enterprise initiatives such as fielding Client Relationship Management tools. Professionally represent Michael Baker and any of its partners (e.g., Joint Ventures, etc.) on all customer communications, and work productively with partners to maximize objectives and outcomes. Additionally work collaboratively with partners to achieve utmost success for clients and the partnership.

Requirements

Bachelors Degree in Engineering or Architecture from an accredited program; advanced degrees preferred.
15-20 years of related experience; or equivalent combination of education and experience in marketing and business development with federal clients.
Ability to access secure sites by being a U.S. Citizen.
Possess DOD Secret Security clearance or have the ability to obtain one.
Previous working relationships within DHS.
Ability to work as a team member in cooperation within, and across technical disciplines.
Possess a demonstrated record of servicing, maintaining, and expanding client relationships and achieving revenue.
Experience with significant programs in Military Construction (MILCON), Sustainment, Restoration and Modernization, Base Operating Support, Environmental Compliance, National Environmental Policy Act and other environmental laws and regulations, Military Master Planning, Geospatial Information Technology, Cybersecurity, or related projects or programs.
Experience with marketing professional services related to engineering, planning, design and construction.
Possess excellent public speaking and written communication skills; strong interpersonal skills; and the ability to clearly and effectively present complex information to all levels of senior leadership, employees, management, clients and public officials.
Knowledge of the budget process, contracting regulations, regulatory issues and key players within the DHS.
Experience in formulating and implementing successful business capture plans for major sales prospects.
Proficiency with Microsoft Office.
Preferred location for this position is Continental United States.

Nice To Haves

Certification as a Professional Engineer (PE), Registered Architect (RA) or Project Management Professional (PMP) is desirable.

Responsibilities

Implement and manage strategy for growth and success in marketing and positioning within DHS and related clients.
Create and implement strategic business development plans to expand firm’s services.
Drive relationship development with key DHS components, national contractors and concessionaires, identify specific project opportunities and support proposal development.
Develop strategies to maximize Michael Baker’s portfolio growth with DHS components, with primary focus on USCG.
Recommend areas for talent growth to be prepared for future federal strategies and efforts.
Conduct market research to determine which DHS organizations, programs and contracts are critical opportunities.
Conduct research to determine key decision makers for programs and contracts of interest and maintain an active relationship with those personnel.
Participate at appropriate regional or industry events to stay informed of program and funding developments.
Maintain routine and positive communication with clients.
Help develop and manage DHS targets and goals.
Work with federal and regional teams to identify future growth opportunities.
Develop a Strategic Vision and strategy to successfully capture DHS IDIQ and stand-alone contracts and follow-on Task Orders.
Work with Michael Baker Integrated Design and Advisory, regional and office leadership, and the proposal team, to identify capture managers, program managers and proposal managers.
Offer mentoring and encouragement to individual team members.
Routinely assess program strengths and opportunities for improvement and continuously monitor program risks.
Create and maintain client account plans.
Ensure the capture team is developing a capture plan and conducting appropriate strategies and capture meetings for top tier clients.
Work closely with the customer, know their mission and be familiar with their overall strategies, initiatives, developing programs, and priorities.
Ensure existing contracts are actively mined to exhaust capacity and marketed across each customer.
Lead program team and facilitates communication, intelligence sharing, and interaction between organization and responsible portfolio.
May perform as project manager on strategic projects or in resolution of technical and/or performance related problems.
Develop and maintain positive customer and client relationships to foster repeat business.
Ensure project and program managers are working collaboratively with their government counterparts to shape project evaluations (e.g. CPARS).
Support the entire federal team to ensure the team remains a high performing organization.
Support federal or enterprise initiatives such as fielding Client Relationship Management tools.
Professionally represent Michael Baker and any of its partners on all customer communications, and work productively with partners to maximize objectives and outcomes.