Navy National Market Lead

Michael Baker International•Virginia Beach, VA

About The Position

As a part of our National Market Leadership Team, the National Market Lead (NML) I – Navy will implement and manage our strategy for growth and success in the marketing and positioning of the company within the U.S. Navy and related clients. The successful candidate will report to the Navy Market’s National Market Lead and work closely with Integrated Design & Advisory business vertical leadership, Regional Directors and Office Executives as well as Practice Leads and staff across the country. Additionally, the NML I– Navy 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 – Navy role will in coordination with the Navy Market Leader drive relationship development with key NAVFAC organizations, national contractors and concessionaires, identify specific project opportunities and support proposal development. Post award, the position may be involved in contract/scope negotiations and work plan development. Develop strategies to maximize Michael Baker’s portfolio growth with Navy and Marine Corps clients. Recommend areas for talent growth in order to be prepared for future federal effort. Identify candidates for recruiting in collaboration with Integrated Design & Advisory vertical, and company offices. Conduct market research to determine which NAVFAC organizations, programs and contracts are critical opportunities for Michael Baker. Conduct research to determine which NAVFAC 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 the appropriate NAVFAC Echelon III and IV, regional or industry events (e.g. SAME, NAVFAC) to stay informed of program and funding developments. Maintain routine and positive communication with clients. Help develop and manage Navy 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 NAVFAC IDIQ and stand-alone contracts. Strategy will include developing the teaming arrangements with the most appropriate large and small business partners. Work with Michael Baker Integrated Design & Advisory, regional and office leadership, and the proposal team, to identify capture managers, program managers and proposal managers. Routinely assess our program strengths and opportunities for improvement and continuously monitor program risks and collaborate with Integrated Design & 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 strategy and capture meetings for top tier clients. Ensure existing contracts are actively mined to exhaust capacity and marketed across Echelon III and IV commands. 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.

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 with the U.S. Navy and the Naval Facilities Engineering System Commands
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 U.S. Navy
Experience in formulating and implementing successful business capture plans for major sales prospects
Proficiency with Microsoft Office

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 of the company within the U.S. Navy and related clients.
Work closely with Integrated Design & Advisory business vertical leadership, Regional Directors and Office Executives as well as Practice Leads and staff across the country.
Work with and coordinate activities with other Federal and DOD National Market leads to grow overall Federal and Defense Market Programs.
Create and be responsible for the implementation of strategic business development plans to expand the firm’s services in support of the built environment.
Identify and aggressively pursue and develop new market opportunities and expanding existing relationships within the market.
Drive relationship development with key NAVFAC organizations, national contractors and concessionaires, identify specific project opportunities and support proposal development.
Be involved in contract/scope negotiations and work plan development.
Develop strategies to maximize Michael Baker’s portfolio growth with Navy and Marine Corps clients.
Recommend areas for talent growth in order to be prepared for future federal effort.
Identify candidates for recruiting in collaboration with Integrated Design & Advisory vertical, and company offices.
Conduct market research to determine which NAVFAC organizations, programs and contracts are critical opportunities for Michael Baker.
Conduct research to determine which NAVFAC 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 the appropriate NAVFAC Echelon III and IV, regional or industry events (e.g. SAME, NAVFAC) to stay informed of program and funding developments.
Maintain routine and positive communication with clients.
Help develop and manage Navy targets and goals.
Work with the federal and regional teams to identify future growth opportunities for Michael Baker.
Develop a Strategic Vision and strategy to successfully capture NAVFAC IDIQ and stand-alone contracts.
Work with Michael Baker Integrated Design & Advisory, regional and office leadership, and the proposal team, to identify capture managers, program managers and proposal managers.
Routinely assess program strengths and opportunities for improvement and continuously monitor program risks and collaborate with Integrated Design & 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 strategy and capture meetings for top tier clients.
Ensure existing contracts are actively mined to exhaust capacity and marketed across Echelon III and IV commands.
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.