Water/Wastewater Regional Client Development Leader
At HDR, we specialize in engineering, architecture, environmental and construction services. While we are most well-known for adding beauty and structure to communities through high-performance buildings and smart infrastructure, we provide much more than that. We create an unshakable foundation for progress because our multidisciplinary teams also include scientists, economists, builders, analysts and artists. That’s why we believe diversity is our greatest strength. HDR is proud to be an equal opportunity workplace and an affirmative action employer.
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We believe that the way we work can add meaning and value to the world. That ideas inspire positive change. That coloring outside the lines can illuminate fresh perspectives. And that small details yield important realizations. Above all, we believe that collaboration is the best way forward.
In the role of the Regional Client Development Leader you’ll feel confident knowing you have the power to tap into all different types of professionals focused on managing all aspects of Earth’s ultimate resource – water. Since you’re a focused, goal-minded individual and a natural connector of people, you’ll find yourself constantly developing unique strategies and identifying team synergies concentrated on solving the most complex challenges facing our clients.
You’re a polished professional with impeccable listening skills and an ability to maintain laser focus. As a leader within our program, you will be on point to build strong relations with some of HDR’s most unique clients in the water planning and design industry. You’ll get to know their mission, vision, culture and goals with the objective of leveraging our professionals to solve the challenges they’re faced with.
This role is primarily focused upon the net fee booked metric that drives success and growth of HDR’s market share within Texas, Oklahoma and Louisiana. As such, you will be primarily focused upon driving current and future year bookings to achieve plan, and more importantly fuel growth across all Water Business Group market sectors in future years.
You will report to the Central Regional Water Business Group Director who is based in Colorado and will maintain the strategic perspective on the marketplace necessary to develop, maintain and clearly communicate market sector initiatives and strategies to the geographic operational business units supported within the region. The Regional Client Development Leader coordinates, develops and supports the implementation of market sector strategic plans (three Market Sectors: Drinking Water, Wastewater, Water Resources) to identify, develop and drive key opportunities to achieve current year goals and develop Major Campaigns and strategic pursuit opportunities for future years.
The following outlines the responsibilities for this role. The role is driven on execution of the Water Business Group Sector strategic plans within the defined North Central geography. This enables the Regional BG Director to maintain the operational perspective necessary to execute the annual business plan.
Primary Role & Responsibilities –
Path to Goal – In coordination with Director of Client Development, identify, monitor and support attainment of Regional net fee booked plan using the Path to Goal concept to drive consistent communication across the Water organization.
Strategic Client Development Leadership & Assistance - Assist/Collaborate with Water leadership in the definition and engagement strategy for clients within the Region
Strategic and Sector Pursuit Leadership/ Major Campaign Coordination – Primary leadership of Major Campaigns in the $2 to $10 M range. Drive the identification, development of new business opportunities in the water market including driving the strategy for POSITIONING, PROPOSING, and PRESENTING on major business development campaigns. Must demonstrate ability to understand our client’s purchasing decisions, and leverage our skills, experience and staff to create a winning offering.
Strategic Initiative Development – Engage Market Sector/Area Client Development staff in the development and execution of key market sector initiatives identified during strategic planning and annual alignment meetings.
Sales Training – With the support of the Regional Director and Water Business Group Client Development Director, develop materials and facilitate training of our staff in sales training, including client communications and identifying winning strategies.
Alignment of Resources – Coordinate the alignment of internal resources to the needs of our clients and the achievement of “Path to Goal.”
Secondary Responsibilities –
NFB and Marketing Cost Tracking - Monitor and communicate progress toward period and annual net fee book bookings goals. Work closely with operational leadership to observe trends, adjust projections and make required alterations to plan in an effort to achieve year over year goals and cost management targets.
Other Initiatives: Strategic Planning – Assist in development of annual strategic planning effort.
Controlling – Assist in monitoring operational metrics for the Region, as required.
Staffing - Assist in prioritization of strategic hires, identification and recruiting of candidates.
- · Bachelor's degree in a Professional, Architecture, Engineering or closely related field
- · 10+ years progressive experience in a role focused on understanding and solving client issues in the areas water regulatory, planning and design
- · History of successful leadership of major BD campaigns, and understanding of the framework and tools used to understand our client’s needs and develop winning strategies, and marketing materials
- · Proven track record of major client development, relationship building and operational results.
- · Dedicated to being part of the HDR employee ownership culture
At HDR, we know work isn’t only about who you work for; it’s also about what you do and how you do it. Led by the strength of our values and a culture shaped by employee ownership, we network with each other, build on each other’s contributions, and collaborate together to make great things possible. When you join HDR, we give you license to do the same. We help you take charge of your career, giving you multiple growth opportunities along the way.