Business Development Director
7 days ago
Overview: Focuses on growing presence and market share in identified project types aligned with HKS's practice and geographic areas of strategic growth. Leads pursuit and development activity of new client relationships for HKS, focusing on targeted agencies. Responsibilities: Conducts market analysis to inform yearly BD planning and targeted client lists, including federal agencies and design-build construction contractors. Collaborates with office, practice and sector leadership to establish yearly business development plans and targeted clients. Executes yearly business development plans working with project teams and practice and regional leadership for the assigned area(s) of focus, e.g., agencies and regions. Creates capture plans for yearly targeted agencies and executing on those capture plans working with project teams and practice and regional leadership. Collaborates, develops and establishes relationships with prospective federal agency clients and design-build construction contractors. Positions firm as a thought leader and problem solver to agencies, design-build construction contractors, and influencers. Communicates the HKS story and knows the key projects to be able to speak knowledgeably of the firm's capabilities, industry insights and best practices. Represents HKS and finds opportunities to connect with potential clients through participation in local, regional and national events, including conferences. Collaborates in the preparation of materials for business development introductions and relationship building. Researches and follows up on opportunities and pursuits for individual projects and targeted agencies. Assists in the development and production of best-in-class, federal government contracting proposals, both responses to Requests for Qualifications (RFQ) and Requests for Proposals (RFP). Coordinates and tracks business development pursuits in Salesforce to inform reporting for a comprehensive overview of business development and marketing activities, including monthly pipeline reporting and win/loss hit rate ratios to determine corrective actions for future success. Leads Business Development Huddles for the practice. Ensures that every RFx and related activity is documented in Salesforce. Collaborates with Marketing Manager and ensures that a Go/No Go process is conducted for each pursuit and that the appropriate people participate. Collaborates with internal pursuit champion and internal team (plus design-build construction contractor's team, if DB) on RFx response and interview to enhance deliverables. Participates in client calls with other business developers and leaders as needed. Collaborates in developing regional BD and marketing events. Endorses the firm's cultural values, including a commitment to quality, innovation, learning and growth. Acts with positive, service-driven attitude with a commitment to going above and beyond to help clients and team members. Acts as a mentor by coaching project teams, especially during the pursuit process. Facilitates the local team's self-evaluation and retrospection to distill and distribute lessons learned within the team and the firm, particularly around project pursuits. Resolves conflict effectively and encourages a healthy team environment. Fosters and maintains a collaborative professional working relationship with the project teams, including promoting communication and creating approachability. Takes personal responsibility for fostering a green workplace through sustainable work practices. Collaborates with practice and regional leadership to create annual business development plans that inform our annual budgeting process. May lead as champion or collaborate in managing pursuit projects to satisfy requirements with best possible ROI. Collaborates on development of annual regional marketing budget including conference attendance and forecasted travel. Manages the marketing and business development spend for each pursuit. Qualifications: Bachelor's degree in business, sales, architecture, engineering or related subject; advanced degree preferred. Typically with 10 years of business development experience, specifically with federal contracting focus. Prior experience with A/E design firm required; prior experience in public sector employment preferred. Personal security clearance (Secret or Top Secret) preferred but not required. Professional affiliation preferred, e.g., AIA, DBIA, ACEC, SAME, et al; or, similar near-peer organizations. Experience working with Salesforce or similar CRM software preferred. Proficiency in MS Office Suite, including Microsoft Word, Excel and PowerPoint preferred. Knowledge of and understanding in the field of architecture/interior design. Proven sales track record of establishing and maintaining partner relationships for immediate and ongoing sales success. Familiarity with wide range of civilian and Department of Defense (DOD) agencies, especially U.S. Army Corps of Engineers (USACE) and Naval Facilities Engineering Command (NAVFAC). Demonstrated network with senior management and contracting entities within civilian and DOD agencies. Past proven portfolio of successful sales to civilian and DOD agency, especially IDIQ and one-off capital project, either through design-build project delivery. Experience with detailed tracking of out-year budgets, individual agencies' budgets, annual appropriations and authorization process - all developed into long-range and short-range business opportunities. Demonstrated network of design-build contractors and near-peers in AEC business. Experience in developing lasting client relationships. Excellent attention to detail and commitment to excellence. Excellent interpersonal skills and the ability to interact with all levels of staff and customers; ability to forge trusting relationships within a diverse team. Strong presentation skills. Strong organizational skills and the ability to work on multiple projects at the same time. Ability to negotiate, make difficult decisions, influence others and manage change. Ability to work on a team in a diplomatic and collaborative manner that puts value on relationships and collaboration, both internal and external. Ability to communicate and present ideas in a clear, concise and professional manner both verbally and in writing. Ability to problem solve and apply innovative solutions. Ability to collaborate and encourage collaboration in a team environment, and ability to work independently and prioritize work. Ability to meet fast-paced deadlines at expected quality. J-18808-Ljbffr
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