VP, National Aviation Market Growth Leader

RS&H•Tampa, FL

2d•$193,846 - $355,000•Hybrid

About The Position

The Vice President, National Aviation Market Growth Leader, as a key market leader in the Business Development Organization (BDO), has overall, firm-wide responsibility for developing and executing firm-wide growth plans, client management plans and revenue levels for our key current and target future aviation clients and will serve as RS&H’s most senior aviation leader, reporting to the executive vice president and leader of RS&H’s BDO. This role drives engagement with firm-wide aviation clients, business development, and market expansion through strategic planning, relationship management, and cross-functional collaboration with our three Business Units: Construction Management, Infrastructure, and Buildings, bringing a one-RS&H approach to growing our overall aviation business. This role will work closely with the BDO Leader, peer Market Growth Leaders, Marketing & External Communications, Enterprise Communications, and Sales Enablement to achieve firmwide BDO sales efficiency, growth targets, firmwide growth leadership, and cross-selling as we target, pursue, execute, and achieve our overall 2030 Strategic Plan. This position leads the national Aviation Market Growth team, with several direct reports, and serves as the primary outward-facing representative of all RS&H’s capabilities to the market, engaging existing and new clients across all public, private, small, medium, and large commercial, general, business, and military aviation airports. The role will also lead our advancements, client engagements, and overall business in the growing AAM (Advanced Air Mobility) marketplace. Accountable for identifying and creating the firm’s overall Aviation strategic business development and client management plan, driving all key opportunities, shaping offerings, serving as a client account manager to key clients, and delivering results, including achieving annual sales goals, aligned with enterprise goals.

Requirements

Bachelor’s degree in business, marketing, engineering, or related field.
15+ years of proven experience in hands-on business development, client growth management, and overall aviation market strategy, with 5+ years in a senior role, and 5+ years in a leadership role.
Proven ability to lead enterprise-wide market growth and client development strategies in the AEC Aviation and/or Aviation Management Consulting marketplace.
Experience in professional services, AEC, or consulting industries specific to the assigned market.
Excellent business development and client management, mentoring, coaching, and teaching skills.
Strong business acumen with a deep understanding of early-middle-end game sales processes and strategies, and business development negotiations.
Excellent relationship building and communication skills.
Experience with CRM systems and data-driven decision-making.
Ability to lead cross-functional teams and manage complex partnerships and client/opportunity pursuits.

Nice To Haves

Master’s degree in business administration, architecture, engineering, or related field.
Familiarity with M&A strategy and technology-enabled service offerings.
Certifications in business development leadership, marketing, positioning, and segmentation, or strategic planning.

Responsibilities

Develop and implement our firmwide aviation market growth objectives, working closely in a matrix-oriented manner with our Operations teams, including organic growth as well as geographic expansion, new and current clients targeting strategies, offering new services, partnership strategies, and leadership with all our joint-venture and project partners.
Lead client management efforts, including account planning, relationship development, client meetings, feedback coordination, and client-facing sales, working closely in a coach/player orientation. Serves as the client account manager for key client accounts.
Responsible for achieving annual sales goals for our Aviation Market by partnering with seller-doers and doer-sellers in all our three business units, Infrastructure, Construction Management, and Buildings, developing and executing strategic business development plans, building client relationships, and aligning pursuits with RS&H’s growth objectives.
Partner closely with operations leadership, working in lockstep to align market growth objectives with delivery, resource planning, and client outcomes, while driving key accounts’ leadership.
Oversee and participate in key business development activities, including lead generation, proposal leadership, client interviews, pursuit strategy, and Go/No Go processes, and provide start-to-finish opportunities’ leadership and guidance.
Manage partnerships and internal aviation team growth, joint ventures, and sub-consultant relationships to support market growth. Will also work closely with Corporate Development (M&A) to guide and actualize our organic and external growth in our Aviation market.
Drive market intelligence efforts, including research, funding insights, and advocacy tracking.
Lead business planning, sales forecasting, and pipeline management for the market.
Provide leadership to a team of professionals with a shared focus on market growth and development. Serve as a thought leader and foster innovative thinking and development of ideas that differentiate the firm in the marketplace.
Elevate market visibility, including representing the market in national associations and industry forums.
Assist on the BDO team to drive and support firm-wide CRM usage and data management, and ensure and foster the Aviation team’s usage, tracking of opportunities, and client account strategies in the CRM platform.
Performs all other duties as assigned and within the scope of practice