Southeast Division Sales Officer

HNTB Corporation•Atlanta, GA

About The Position

At HNTB, you can create a career that is meaningful to you while building communities that matter to all of us. For more than a century, we have been delivering solutions for some of the largest, most complex infrastructure projects across the country. With our historic growth, it is an exciting time to join our team of employee-owners. This opportunity functions as a key member of the division leadership team. This individual owns, drives and is accountable for meeting and/or exceeding the division’s annual sales goals. Works with the Division President, Office Leaders, and Sales Managers to recruit key staff to meet annual sales goals. At times, will have sales involvement at the HNTB Corporation business unit level. What You’ll Do: Owns responsibility for creating and meeting or exceeding Division sales goals. Partners with offices (OLs and OSMs) to establish and design strategies to accomplish goals. Responsible for hiring of industry best PM’s to attain sales goals (collaborates with NPCs who have this responsibility for Super Megas). Accountable for division sales report outs and processes including leads and fees process, win/loss metrics, CRM integrity, and client assessment and audit execution. Owns and leads the development and execution of the Division's strategic plan. Responsible for assessing market, pipeline, and client data, evaluating opportunities for growth, focusing on pipeline of business and long-term growth, and incorporating Division President and Corporate leadership direction. Provides leadership to the division marketing team to ensure that each office cooperates and utilizes the team’s recourses effectively. Assesses resource needs, and engages as appropriate, on super-mega and other major pursuits to ensure wins. Reviews and utilizes firm-wide and external resources as appropriate for pursuits. Owns responsibility to ensure Mega pursuits are properly resourced and attaining win rates in line with firm-wide standard of performance. Drives implementation of the Sophisticated Planning Approach (SPA) and Sophisticated Sales Approach (SSA) for the division. Oversees and evaluates the office effectiveness and intervenes when needed to recommend and implement improvements. Partners with Government Relations staff throughout the division to provide input on legislative initiatives, support relationship development with clients and elected officials, and advise on PAC contributions and involvement in community and political initiatives. Participates and provides leadership that supports effective implementation of client strategic plans. Trains new Client Service Leaders and Pursuit Champions as needed. Responsible for ensuring client audits are conducted and participates as appropriate. Performs other duties as assigned.

Requirements

Bachelor's degree in relevant field and 15 years relevant experience
Industry specific experience

Nice To Haves

20 years of relevant experience in sales and strategic planning
PE

Responsibilities

Owns responsibility for creating and meeting or exceeding Division sales goals.
Partners with offices (OLs and OSMs) to establish and design strategies to accomplish goals.
Responsible for hiring of industry best PM’s to attain sales goals (collaborates with NPCs who have this responsibility for Super Megas).
Accountable for division sales report outs and processes including leads and fees process, win/loss metrics, CRM integrity, and client assessment and audit execution.
Owns and leads the development and execution of the Division's strategic plan.
Responsible for assessing market, pipeline, and client data, evaluating opportunities for growth, focusing on pipeline of business and long-term growth, and incorporating Division President and Corporate leadership direction.
Provides leadership to the division marketing team to ensure that each office cooperates and utilizes the team’s recourses effectively.
Assesses resource needs, and engages as appropriate, on super-mega and other major pursuits to ensure wins.
Reviews and utilizes firm-wide and external resources as appropriate for pursuits.
Owns responsibility to ensure Mega pursuits are properly resourced and attaining win rates in line with firm-wide standard of performance.
Drives implementation of the Sophisticated Planning Approach (SPA) and Sophisticated Sales Approach (SSA) for the division.
Oversees and evaluates the office effectiveness and intervenes when needed to recommend and implement improvements.
Partners with Government Relations staff throughout the division to provide input on legislative initiatives, support relationship development with clients and elected officials, and advise on PAC contributions and involvement in community and political initiatives.
Participates and provides leadership that supports effective implementation of client strategic plans.
Trains new Client Service Leaders and Pursuit Champions as needed.
Responsible for ensuring client audits are conducted and participates as appropriate.
Performs other duties as assigned.