Southwest Region Marketing Manager
4 weeks ago
Garver's Transportation Strategic Growth Team is expanding and looking for a Southwest Region Marketing Manager with strong management skills to support transportation project pursuits in Texas. The Southwest Region Marketing Manager collaborates with marketing leadership and client-facing seller-doers within the transportation business line to provide client account stewardship and develop and drive sales strategy. The manager is responsible for market and industry research and analysis, communication and coordination with other business lines, including field services, water, and planning at both the client account and pursuit level. This person drives account-focused, winning strategies for effective proposal development and execution, while providing leadership and on-the-job mentorship to emerging sales team members. This position is located in one of our Texas locations: Austin, Dallas, Frisco, Fort Worth, Houston, and San Antonio offices.
The SW Region Marketing Manager is knowledgeable of the dynamics within their assigned client and/or market environment, driving factors within their business, and how Garver can serve the client's needs. The manager needs to exercise curiosity, looking at the 360-degree view of an account and be a challenger or healthy skeptic to identify risks and recognize opportunities that influence the strategy. They create a culture of teamwork within the Strategic Growth Team as well as client account teams, reinforce the Garver client-focused service philosophy, and apply best practices to strengthen client relationships and increase probability of winning.
Serves a critical role in driving positioning activities to include developing and refining strategies, win themes, and differentiators. The manager will be able to lead capture planning for strategic pursuits in partnership with the pursuit champion and pursuit team and/or partner in an oversight role to ensure strategy is executed throughout the life of the pursuit.
The SW Region Marketing Manager is required to collaborate with multiple internal stakeholders-including, but not limited to marketing and sales leadership, C-suite, market leaders, communications, client deliverables managers, proposal managers and coordinators, and graphic designers -to support effective client account management throughout the sales lifecycle.
Duties & Responsibilities
- Fully align with Garver values and promote a culture of teamwork and collaboration.
- Work collaboratively with internal teams and be jointly responsible for developing and driving the account strategy, including marketing investment decisions, and alignment with geographic/market priorities.
- In partnership with the Client Service Leader and Account team, coordinate/lead regular client account meetings to optimize Garver's client share potential based on the full capabilities and potential that the firm has to serve their needs.
- Develop an understanding of Garver's history with specific clients, including past contracts, services provided, and performance.
- Research of client organizations, procurement processes/requirements, funding, capital improvement plans, competitors, and market trends.
- Identify and document client's business objectives, organization, drivers, challenges, priorities, annual funding/procurement plans, commercial potential, and risk profile through terms and conditions, payment policy, and history of litigation.
- Understand the elements of effective client strategic plans and work with teams to build, facilitate, and coordinate effective client account teams to implement established plans.
- Facilitate client relationship mapping and analysis as part of continuous review and maintenance and assist team with prioritizing top tier clients.
- Engage on Tier 1 and Strategic pursuits; understand individual pursuit background, client funding, drivers and goals, stakeholders, decision-makers, selection process, incumbents, and competition; analyze for potential gaps; and assemble relevant reference materials to include past proposals, key team member resumes, relevant project descriptions.
- Conduct Go/No Go discussions with leadership.
- Lead win plan development and capture plan efforts throughout the life of the pursuit partnering with pursuit team to include regular strategy meetings, gap analyses, SWOT, competitor analyses, technical strategy development, decision-maker outreach plan, storyboarding, and draft content development.
- Coordinate with leadership to ensure proper marketing support staff is assigned based on magnitude and level of effort.
- Lead proposal kickoff/storyboarding session to ensure win plan messages are clearly articulated.
- Author key sections of proposal submission in coordination with pursuit team, as necessary.
- Provide strategic direction and oversight throughout proposal development to present best-in-class proposals, with key messages and differentiators clearly delineated in alignment with pre-positioning efforts.
- Facilitate/participate in color reviews and provide guidance to enhance proposal outputs and graphics that carry messaging.
- Perform compliance and quality checks to ensure a quality product is submitted.
- Lead and/or support interview preparations and development of support materials and perform interview coaching.
- Lead internal debrief on success of team and join debrief with client.
- Responsible for management and oversight of direct reports within the SW region.
- Encourage a healthy team environment centered around teamwork and collaboration.
- Responsible for staff development and training activities in coordination with marketing leadership team.
- Conduct regular 1x1 touchpoints and provide consistent over-the-shoulder feedback through continuous compliance and quality checks.
- Perform annual career performance reviews, assist with goal setting objectives, and provide consistent feedback to nurture the growth and development of direct reports.
- 8+ years of extensive experience in pursuit development in the A/E/C industry.
- Bachelor's degree in English, marketing, communications, business, journalism, or closely related field.
- Previous experience working with Texas-based clients, including the Texas Department of Transportation (TxDOT) (Required).
- Excellent communicator with strong critical thinking, marketing strategy development, group facilitation, and team building skills.
- Possess a strategic mindset, sound judgment and the ability to develop and manage strategic pursuits.
- Strong leadership skills to build trust and influence others and work with all levels of management.
- Experience leading teams and developing professionals while providing targeted and immediate feedback to nurture growth and development.
- Superior organizational, time management, problem solving, and interpersonal skills.
- Proficiency in Microsoft Office (Word, PowerPoint, Outlook, Excel and SharePoint), Adobe Creative Suite (InDesign, Illustrator, Acrobat), and other collaboration applications.
Grow With Us
Garver offers its employees programs such as company-paid professional memberships, company support for industry licenses and continuing education opportunities that foster a progressive atmosphere. Garver provides the tools, resources, and environment to develop leaders, stimulate ideas, and accomplish projects. By offering highly competitive salary packages, attractive benefits, and a comprehensive wellness program; Garver walks the talk when it comes to work-life balance.
Founded in 1919, Garver is an employee-owned multidisciplined engineering, planning, and environmental services firm with more than 1,200 employees across the United States. Offering a wide range of services focused on aviation, buildings, construction, enterprise solutions, federal, survey, transportation, water, and wastewater, Garver sits in the top 100 of the Engineering News-Record's prestigious Top 500 Design Firms list and is consistently recognized as a best firm to work for. Learn more at GarverUSA.com.
Garver is committed to providing equal employment opportunities to all applicants and employees. Our employment practices are based upon an individual's capabilities and qualifications without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other category protected by law.
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