Business Development Director

Overview:

As a Business Development Director at HKS, you will be responsible for growing the company's presence and market share in identified project types aligned with our practice and geographic areas of strategic growth. You will lead pursuit and development activity of new client relationships for HKS, focusing on targeted agencies.

Responsibilities:
Conduct market analysis to inform yearly business development planning and targeted client lists, including federal agencies and design-build construction contractors.
Collaborate with office, practice, and sector leadership to establish yearly business development plans and targeted clients.
Execute 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.
Create capture plans for yearly targeted agencies and execute on those capture plans working with project teams and practice and regional leadership.
Collaborate, develop, and establish relationships with prospective federal agency clients and design-build construction contractors.
Position the firm as a thought leader and problem solver to agencies, design-build construction contractors, and influencers.
Communicate the HKS story and know the key projects to be able to speak knowledgeably of the firm's capabilities, industry insights, and best practices.
Represent HKS and find opportunities to connect with potential clients through participation in local, regional, and national events, including conferences.
Collaborate in the preparation of materials for business development introductions and relationship building.
Collaborate, develop, and establish relationships with prospective clients/commissions within assigned and across practices and offices, and devise strategies for garnering the higher priority targets.
Research and follow up on opportunities and pursuits for individual projects and targeted agencies.
Assist 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).
Coordinate and track 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.
Lead Business Development Huddles for the practice.
Ensure that every RFx and related activity is documented in Salesforce.
Collaborate with Marketing Manager and ensure that a Go/No Go process is conducted for each pursuit and that the appropriate people participate.
Ensure that the Go/No Go process is completed and documented in Salesforce.
Collaborate with internal pursuit champion and internal team (plus design-build construction contractor's team, if DB) on RFx response and interview to enhance deliverables.
Coordinate internal and external pursuit debrief with appropriate parties shares that information as appropriate.
Participate in client calls with other business developers and leaders as needed.
Collaborate in developing regional BD and marketing events.
Endorse the firm's cultural values, including a commitment to quality, innovation, learning, and growth.
Act with a positive, service-driven attitude with a commitment to going above and beyond to help clients and team members.
Act as a mentor by coaching project teams, especially during the pursuit process.
Collaborate across practices/offices on client relations and connections.
Facilitate the local team's self-evaluation and retrospection to distill and distribute lessons learned within the team and the firm, particularly around project pursuits.
Resolve conflict effectively and encourage a healthy team environment.
Foster and maintain a collaborative professional working relationship with the project teams, including promoting communication and creating approachability.
Take personal responsibility for fostering a green workplace through sustainable work practices.
Collaborate 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.
Collaborate on development of annual regional marketing budget including conference attendance and forecasted travel.
Manage 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 on-going 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.

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Base Salary Range:
$140K-$175K annually - Washington DC location only
The estimate displayed represents the general base salary range of candidates hired in the Washington DC location only. Factors that may be used to determine your actual salary may include internal equity, experience, education, specialty, and training.

HKS offers a comprehensive total compensation & benefits package with health, dental, and vision care coverage, 401(k) plans, life & AD&D insurance, short/long term disability plans, paid days off (sick leave, parental leave, vacation), and much more for benefits-eligible employees.

To learn more about our benefits visit this page
If you currently work for HKS, please submit your application via the

Internal Careers Portal.

HKS is an EEO/AA Employer:
M/F/Disabled/Veteran

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