Regional Business Development Leader

GHD Group Pty Ltd•Tredyffrin Township, PA

About The Position

At GHD, we don’t just believe in the power of commitment, we live and breathe it every day. That’s why we pledge to support and empower all of our people to make a positive impact when working hand in hand with our business to drive change. We'll help you accelerate your career and empower you with the right technology and training as you bring ideas and projects to life. Together with your colleagues, clients and partners, you'll make an impact that is felt by all. See where your commitment could take you. Who are we looking for? Our US East region is looking for a Regional Business Development Leader to join their team! As Regional Business Development Leader, you will work closely with the Region General Manager to develop a Region-specific strategic growth plan and to ensure the growth goals and objectives of the Regional annual business and growth plans are met. Additional responsibilities include the following: Ensures Region opportunities are up to date in Salesforce, the pipeline is accurate and complete, and that monthly (or more frequent as requested) briefings are provided to the Region General Manager, Operations Managers, Business Group Leaders, and other leadership. Expands and maintains current client base aligned with Region, Market/Sector, Key Client, and Business Group plans (key performance indicators to be developed). Pursues client contacts, establishes and fosters long-term client relationships with a focus on developing new project opportunities, and promotes technical service diversification and new growth opportunities for GHD (key performance indicators to be developed). Mains relevant industry intelligence about upcoming target client programs, projects, and capital spending initiatives. Develop new client and teaming partner relationships with the goal of positioning for these programs/projects, Master Service Agreements (MSAs), and contracts within targeted Markets/Sectors and Metros. Develops industry partnerships with consultants, engineering firms, and contractors with the intent of building frameworks for teaming opportunities, Joint Venture agreements, and design-build opportunities. Represents and promotes GHD at networking events, professional and industrial associations, society meetings, conferences, and tradeshows. Identifies short-term and long-term client needs or concerns to address; provides pertinent information and follow-up; recommends options and solutions; sets a forward course of action; delivers proposal opportunities to technical team. Expands technical knowledge and understanding to promote GHD services and capabilities. Leads Go/No Go reviews ensuring plan alignment with pursuit champions, taking care to include subject matter experts, RMs, Market/Sector leads, and Business Group leaders as appropriate. Leads positioning and pursuit strategies with pursuit/capture teams for key opportunities in the Region. Works with Pursuit Leaders and critically reviews proposals submitted to clients, ensuring signing authorities (limits of authority) are enforced. Manages Region Market Leaders and Relationship Managers who have responsibilities by market/sector, client, and/or geography. Ensures objectives and KPIs are met by each member of the Region business development team (key performance indicators to be developed). Shares in management (matrix manager) of Metro Leaders/portfolio managers, in combination with Regional General Manager and National Market Leaders. Tracks objectives and KPIs associated with each business development representative and Metro growth strategy. Identifies, coaches, and develops Relationship Managers (RM) associated with key clients. This includes supporting RMs with development of annual plans and tracking progress in conjunction with the Clients and Markets Team. Coordinates regularly and builds relationships with Market, Sector, Client Engagement Team, and Business Group leaders to ensure strategic growth and business plan alignment. Provides input to the Regional General Manager for new business development targets and further development of the Region’s existing client base (or contribution to National portfolio accounts). Candidates can be based in most GHD office locations in the eastern part of the US.

Requirements

Demonstrated experience achieving business growth objectives and managing sales teams
15+ years in client development/account management role
Bachelors degree in related field required, MBA or similar advanced degree preferred
Knowledge of the East Coast infrastructure market and engineering consulting industry
Experience and demonstrated discipline in all phases/stages of the business development process including prospecting, positioning, pursuing, proposal writing, interviewing, and contracting
Ability to successfully gain consensus within a matrix organizational structure through influence instead of direct authority
Demonstrated success and experience developing programmatic approaches to large client programs and portfolios
Proven, progressively complex experience and demonstrated success in growing consulting/engineering businesses (e.g. contract value, gross margin, net margin (profit), win/loss ratio improvement).

Nice To Haves

DBIA certification or experience preferred

Responsibilities

Ensures Region opportunities are up to date in Salesforce, the pipeline is accurate and complete, and that monthly (or more frequent as requested) briefings are provided to the Region General Manager, Operations Managers, Business Group Leaders, and other leadership.
Expands and maintains current client base aligned with Region, Market/Sector, Key Client, and Business Group plans (key performance indicators to be developed).
Pursues client contacts, establishes and fosters long-term client relationships with a focus on developing new project opportunities, and promotes technical service diversification and new growth opportunities for GHD (key performance indicators to be developed).
Maintains relevant industry intelligence about upcoming target client programs, projects, and capital spending initiatives. Develop new client and teaming partner relationships with the goal of positioning for these programs/projects, Master Service Agreements (MSAs), and contracts within targeted Markets/Sectors and Metros.
Develops industry partnerships with consultants, engineering firms, and contractors with the intent of building frameworks for teaming opportunities, Joint Venture agreements, and design-build opportunities.
Represents and promotes GHD at networking events, professional and industrial associations, society meetings, conferences, and tradeshows.
Identifies short-term and long-term client needs or concerns to address; provides pertinent information and follow-up; recommends options and solutions; sets a forward course of action; delivers proposal opportunities to technical team.
Expands technical knowledge and understanding to promote GHD services and capabilities. Leads Go/No Go reviews ensuring plan alignment with pursuit champions, taking care to include subject matter experts, RMs, Market/Sector leads, and Business Group leaders as appropriate.
Leads positioning and pursuit strategies with pursuit/capture teams for key opportunities in the Region. Works with Pursuit Leaders and critically reviews proposals submitted to clients, ensuring signing authorities (limits of authority) are enforced.
Manages Region Market Leaders and Relationship Managers who have responsibilities by market/sector, client, and/or geography. Ensures objectives and KPIs are met by each member of the Region business development team (key performance indicators to be developed).
Shares in management (matrix manager) of Metro Leaders/portfolio managers, in combination with Regional General Manager and National Market Leaders. Tracks objectives and KPIs associated with each business development representative and Metro growth strategy.
Identifies, coaches, and develops Relationship Managers (RM) associated with key clients. This includes supporting RMs with development of annual plans and tracking progress in conjunction with the Clients and Markets Team.
Coordinates regularly and builds relationships with Market, Sector, Client Engagement Team, and Business Group leaders to ensure strategic growth and business plan alignment.
Provides input to the Regional General Manager for new business development targets and further development of the Region’s existing client base (or contribution to National portfolio accounts).