HDR
Primary Responsibilities
This role will work in partnership with the Michigan Water Business Group Manager, and work closely with the Regional Business Development Leaders, and Regional Market Sector Leads to grow HDR’s water business within Michigan. This position is responsible for identifying, developing, and directing clients’ business opportunities across our four market sectors: including Drinking Water, Wastewater, Federal Water, and Water Resource Management in Michigan. Duties include maintaining and expanding existing client relationships, identifying, establishing, and nurturing relationships with new target clients, developing market networks, forecasting and positioning the firm for project pursuits that result in selection and award, as well as leading project pursuits including the development of winning strategies, preparation of proposals and presentations, quality review, and coaching presentation teams. The Water Business Development Manager is also responsible for market analysis and strategic plan development. The selected candidate will need excellent writing, presentation, and speaking skills.
Specific duties and responsibilities:
Identify and qualify leads that outline a path to achieving annual area and market sector Net Fee Booked (NFB) goals
Achieve area and market sectorNet Fees Booked (NFB) goals
Manage area business development and marketing budgets
Manage client relationship management (CRM) and financial systems to inform reporting metrics and dashboards
Maintain a strong understanding of the market trendsand 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 includesmaintaining 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 withteaming partners
Implement go/no-go decision processin accordance with HDR’s Matrix of Authority
Lead pursuit teams in creating and implementing effective win strategies (capture planning)
Engage theappropriate project management and technical talent in pursuit teams
Participate in pursuit teams to develop persuasive proposals and interview materials
Participate in quality reviews of the proposal and interview materials
Coach interview teams to be effective at delivering key messages during interview presentations
Facilitate debriefs toidentify improvement opportunities and to measure overall competitiveness
Recognize and celebrate the pursuit of successes and milestones
Direct content marketing campaigns to strengthen our brand, increase our visibility, andshowcase our thought leaders.
Identify candidates to fill management, technical, and business development positions, as needed
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
Activelyparticipate in professional associations to elevate HDR’s brand in target markets
Articulate HDR’s capabilities and competitive advantages
Preferred Qualifications
Bachelor’s degree in an engineering (preferred), professional, or related field.
Minimum of 15 years of experience with program development, pursuit management, and client relationship development in the water consulting industry.
Proven business development success in the water consulting industry.
Existing network of clients in Michigan is preferred.
Experience in the development and management of diverse teams.
Willingness to travel including overnight trips.
Commitment to HDR’s core values of quality work and continuous improvement.
Commitment to being an active participant in HDR’s employee-owned culture.
Required Qualifications
Bachelor's degree in Engineering
15 years related experience
A minimum 7 years project management experience
Professional Engineer (PE or P.Eng) license
MS Office and MS Project experience is required (Access experience would be plus)
Demonstrated leadership, business development and strategic planning skills
An attitude and commitment to being an active participant of our employee-owned culture is a must
#J-18808-Ljbffr
Specific duties and responsibilities:
Identify and qualify leads that outline a path to achieving annual area and market sector Net Fee Booked (NFB) goals
Achieve area and market sectorNet Fees Booked (NFB) goals
Manage area business development and marketing budgets
Manage client relationship management (CRM) and financial systems to inform reporting metrics and dashboards
Maintain a strong understanding of the market trendsand 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 includesmaintaining 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 withteaming partners
Implement go/no-go decision processin accordance with HDR’s Matrix of Authority
Lead pursuit teams in creating and implementing effective win strategies (capture planning)
Engage theappropriate project management and technical talent in pursuit teams
Participate in pursuit teams to develop persuasive proposals and interview materials
Participate in quality reviews of the proposal and interview materials
Coach interview teams to be effective at delivering key messages during interview presentations
Facilitate debriefs toidentify improvement opportunities and to measure overall competitiveness
Recognize and celebrate the pursuit of successes and milestones
Direct content marketing campaigns to strengthen our brand, increase our visibility, andshowcase our thought leaders.
Identify candidates to fill management, technical, and business development positions, as needed
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
Activelyparticipate in professional associations to elevate HDR’s brand in target markets
Articulate HDR’s capabilities and competitive advantages
Preferred Qualifications
Bachelor’s degree in an engineering (preferred), professional, or related field.
Minimum of 15 years of experience with program development, pursuit management, and client relationship development in the water consulting industry.
Proven business development success in the water consulting industry.
Existing network of clients in Michigan is preferred.
Experience in the development and management of diverse teams.
Willingness to travel including overnight trips.
Commitment to HDR’s core values of quality work and continuous improvement.
Commitment to being an active participant in HDR’s employee-owned culture.
Required Qualifications
Bachelor's degree in Engineering
15 years related experience
A minimum 7 years project management experience
Professional Engineer (PE or P.Eng) license
MS Office and MS Project experience is required (Access experience would be plus)
Demonstrated leadership, business development and strategic planning skills
An attitude and commitment to being an active participant of our employee-owned culture is a must
#J-18808-Ljbffr