In the role of the
Idaho Transportation Business Development Leader, you will have the ability to tap into HDR's professional resources that are focused on delivering infrastructure that energizes the region. You are familiar with the industry trends and can develop unique strategies and identify team synergies to help solve the complex challenges facing our clients.
As a leader within our program, you will be on point to build strong relations with some of HDR's most important clients in the transportation area. You'll get to know their mission, vision, culture, and goals with the objective of leveraging our professionals to solve the challenges they're facing.
This role is primarily focused on the top line booking metric that drives success and growth of HDR's transportation market share within Idaho. As such, you will be primarily focused upon driving current and future year bookings to achieve goals, and more importantly fuel growth across all transportation practices in future years.
The following outlines the responsibilities for this role. The role is driven on development and execution of the Transportation strategic plans within the state of Idaho.
Primary Role & Responsibilities:- Identify and qualify leads that outlines a path to achieving annual sales goals.
- Achieve area sales goals.
- Manage area business development and marketing budgets.
- Manage client relationship management and financial systems to inform reporting metrics and dashboards.
- Maintain a strong understanding of the market trends and drivers impacting our client.
- Develop annual and long-term strategic plans within established company direction and goals, including creating growth initiatives and prioritizing strategic investments.
- Implement key growth initiatives and investments as defined in annual and long-term strategic plans.
- Serve as a Client Manager (for assigned accounts), which includes maintaining strong client relationships and a deep understanding of the client's organization, trends/drivers, and upcoming opportunities.
- Develop and implement client plans, including long-term strategies to capture market share, as assigned.
- Develop business relationships with teaming partners.
- Implement go/no-go decision process in accordance with HDR's Matrix of Authority.
- Lead pursuit teams in creating and implementing effective win strategies (capture planning).
- Engage the appropriate project management and technical talent in pursuit teams.
- Participate in pursuit teams to develop persuasive proposal and interview materials.
- Participate in quality reviews of proposal and interview materials.
- Coach interview teams to be effective at delivering key messages during interview presentations.
- Manage client relationship management and financial systems to inform reporting metrics and dashboards.
- Maintain a strong understanding of the market trends and drivers impacting our clients.
- Facilitate debriefs to identify improvement opportunities and to measure overall competitiveness.
- Recognize and celebrate pursuit successes and milestones.
- Direct content marketing campaigns to strengthen our brand, increase our visibility, and showcase our thought leaders.
- Retain, develop and supervise business development and marketing employees, as assigned.
- Identify candidates to fill management, technical, business development and marketing positions.
- Train and mentor employees on business development and marketing best practices.
- Solicit and act on formal and informal client feedback.
- Understand and apply HDR's risk management approach when pursuing new business opportunities.
- Actively participate in professional associations to elevate HDR's brand in target markets.
- Articulate HDR's capabilities and competitive advantages.
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QualificationsRequired Qualifications - A minimum of 15 years relevant industry experience
- Demonstrated "self-starter" with a history of completing projects with limited oversight
- Deep knowledge of the A/E/C industry's standard approach to procurement of professional services
- Demonstrated ability to motivate and inspire others
- Demonstrated ability to build a network of clients and industry partners
- Experience in sales and developing effective win strategies
- Strong financial acumen and negotiation skills
- Excellent written and verbal communication skills
- Proficient in Microsoft Office applications, including Outlook, Word, Excel and PowerPoint
- Ability and desire to travel and engage with others in-person
- Demonstrated experience in writing compelling content based on information from technical staff
- Demonstrated experience in growing programs in new or highly competitive markets
- Demonstrated experience in winning high-value contracts in the A/E/C industry
