The Business Development Leader will leverage their industry experience to be responsible for coordination, oversight, and ownership of HDR's Michigan-based Power Business Development programs and initiatives. The Business Development Leader will carry out and oversee business development activities in pursuit of planning, design, and consulting projects; and work with local, national, and market sector leadership in the areas of project pursuits, client development, strategic planning, development of annual and long-term goals, annual budgeting, program leadership, community and industry participation, staffing and marketing training.
In the role of Area Business Development Leader, we'll count on you to:
- 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 clients
- 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
- 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
Preferred Qualifications - Bachelor's degree in a related field
- Maintain a professional or engineering registration or certificate or have related technical experience
- Demonstrated experience in growing programs in new or highly competitive markets
- Demonstrated experience in winning high-value contracts in the A/E/C industry
- Existing and current network of private clients with emphasis on Michigan-based clients including utilities, municipalities, developers and other power clients
- Excellent marketing and business development skills with demonstrated history of successful leadership of major BD strategies and ability to establish new business relationships and closing business deals
QualificationsRequired Qualifications - A minimum of 10 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
