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Vice President, Business Development

2 months ago

Miami, United States CSA Group Full time

Join Our Growing Team

CSA provides the ideal place for you to develop or start your career in a fast-paced, diverse environment. At CSA Group, one of our guiding principles is to treat people with respect, and we appreciate diversity in their backgrounds, experiences and opinions. If you think you have what it takes to be an industry leader, send us your resume.

Responsibilities

Priorities can often change in a fast-paced environment like ours, so this role includes, but is not limited to, the following responsibilities:

General Overview:

  • Responsible for yearly sales goals and managing the BD process for Florida
  • Serves as the principal leader of the business development efforts and client relations efforts for specific Accounts. Responsible for managing and maintaining client relations, identifying and developing new business opportunities.
  • Works cross regionally with other BU leaders in other offices.

Enterprise Planning & Management:

  • Participate and contribute to the overall Company’s Strategic Plan Process.
  • Lead the development and implementation of strategic plans for the Account(s) assigned.
  • Contribute to the development of the pertinent companywide Business Unit plans.
  • Participate in and/or lead improvement initiatives.
  • Develop and implement corrective actions to bring results up to expectation.

Business Development:

  • Leads the account planning process for specific accounts and supports the Corporate account planning process in alignment with company-wide Business Unit plans.
  • Monitors and adjusts plans to achieve desired results.
  • Leads the prospecting efforts and key opportunities pursuit for the specific accounts for the region.
  • Leads the Go-No-Go process for potential contracts/projects.
  • Creates and implements client-specific Account Plans, including business development strategies.
  • Pursues and networks with client stakeholders.
  • Supports other company-wide BD needs as required.
  • Monitors and adjusts prospecting targets to maximize “hit rates”.
  • Lead the preparation of proposal and coordinate efforts with other team members, including the signature of proposals and contracts.
  • Develops strategies and tactics to improve probabilities of closing the proposal and negotiating contracts.
  • Work hand in hand with the Corporate Development Leaders and Regional Office Manager.
  • Monitors and adjusts results of prospecting efforts. Develops lessons learned to increase “hit rates” of future proposals.
  • Work hand in hand with the Regions VP of BD and other consultants in formulating selling strategies and activities.

Project Delivery:

  • Oversees that project execution plan satisfies client expectations.
  • Participates in important client meetings during the project delivery process.
  • Has a billable role within the Accounts/Markets assigned.
  • Maintain open communication with Project Delivery Leaders to ensure quality of service at the client level.
  • Participate in the Regional/Unit Resource Allocation Process.
  • Ensure the development of project execution plans per company policy.
  • Monitor project execution plan for the business unit to comply with client expectations: quality, on time and within budget.
  • Work hand in hand with the Office VP and Regional Leaders in resolving project issues with clients.

Employee Empowerment:

  • Participate in the Top Grading process for Regional and Corporate key positions.
  • Identifies potential new employees that can enhance project delivery and leadership roles, thus improving odds of winning more work with assigned Accounts.
  • Train staff as necessary and serve as a mentor to junior staff.
  • Lead by example aligned with CSA’s Guiding Principles, Policies and Business Practices.
  • Promote healthy pathways of communication between all project stakeholders and office leaders.
  • Complete timesheet and approvals accurately and on time.
  • Conduct regular meetings with staff and keep the team engaged. Participate in the Office Operational Meetings.
  • Monitor performance of team members relative to their assigned roles, responsibilities, and goals, and elevates issues to Regional Managers and HR as required.
  • Manage and participate of the 360 PMP process.
  • Manage the talent acquisition process of the team and monitors the proper staffing level.
  • Continuously improve personal leadership and management skills.
  • Works responsibly with his/her areas of improvement.
  • Support all Employee Empowerment Initiatives by actively contributing, participating and managing required processes.

Requirements

Essential Skills and Experience:

  • Excellent BD skills and network in FL
  • Bilingual is a plus but not required
  • Bachelors or Master’s Degree in Architecture, Mechanical, Electrical, Civil Engineering or Construction Management
  • At least 15 years of AEC business development
  • An organized Sr. Architect or Sr. Engineer
  • Strong communication skills
  • Public sector a/e procurement experience
  • Business development / account management experience
  • Experience drafting multi-discipline technical proposals and RFQ packages
  • Ability to lead new business pursuits and track record of previous success
  • Strong existing professional relationship in the Florida market
  • Comfortable working in a remote x hybrid work environment with geographically distributed team members
  • Site visits or meetings may require local travel or occasional travel to other CSA offices.
  • Project typology experience in airports, water, schools, affordable housing, parks, office, commercial/ retail, institutional building design and renovation
  • Committed to becoming an active participant in the CSA culture.
  • Motivated to attend professional network meetings and events to self-develop project leads
  • Excellent written, verbal, and visual communication skills
  • Ability to juggle multiple tasks
  • Strong team player with proactive attitude
  • Works well under pressure of deadlines and changing dynamics
  • Registered Architect or Professional Engineer in the State of Florida preferred
  • Preference for experience in southeast FL in Miami Dade, Palm Beach and Broward County and/or along the I4 corridor from greater Tampa through greater Orlando market area.

Job Type: Full-time

Work Location: In person

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