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GHD · 4 hours ago

Regional Business Development Leader

550 E Swedesford Road, WAYNE, PA, 19087, US

Full-time

Onsite

Director/Executive

15+ years exp

GHD is a global professional services company that leads through engineering, architecture, and construction expertise. They are seeking a Regional Business Development Leader to develop and implement strategic growth plans for the region, ensuring that business goals and objectives are met while fostering long-term client relationships.

ArchitectureCivil EngineeringConstructionConsultingEnergyEnvironmental ConsultingEnvironmental EngineeringProfessional ServicesTransportationWater

Responsibilities

Ensures Region opportunities are up to date in Salesforce, the pipeline is accurate and complete, and that monthly (or more frequent as requested) briefings are provided to the Region General Manager, Operations Managers, Business Group Leaders, and other leadership

Expands and maintains current client base aligned with Region, Market/Sector, Key Client, and Business Group plans (key performance indicators to be developed)

Pursues client contacts, establishes and fosters long-term client relationships with a focus on developing new project opportunities, and promotes technical service diversification and new growth opportunities for GHD (key performance indicators to be developed)

Maintains relevant industry intelligence about upcoming target client programs, projects, and capital spending initiatives. Develop new client and teaming partner relationships with the goal of positioning for these programs/projects, Master Service Agreements (MSAs), and contracts within targeted Markets/Sectors and Metros

Develops industry partnerships with consultants, engineering firms, and contractors with the intent of building frameworks for teaming opportunities, Joint Venture agreements, and design-build opportunities

Represents and promotes GHD at networking events, professional and industrial associations, society meetings, conferences, and tradeshows

Identifies short-term and long-term client needs or concerns to address; provides pertinent information and follow-up; recommends options and solutions; sets a forward course of action; delivers proposal opportunities to technical team

Expands technical knowledge and understanding to promote GHD services and capabilities. Leads Go/No Go reviews ensuring plan alignment with pursuit champions, taking care to include subject matter experts, RMs, Market/Sector leads, and Business Group leaders as appropriate

Leads positioning and pursuit strategies with pursuit/capture teams for key opportunities in the Region. Works with Pursuit Leaders and critically reviews proposals submitted to clients, ensuring signing authorities (limits of authority) are enforced

Manages Region Market Leaders and Relationship Managers who have responsibilities by market/sector, client, and/or geography. Ensures objectives and KPIs are met by each member of the Region business development team (key performance indicators to be developed)

Shares in management (matrix manager) of Metro Leaders/portfolio managers, in combination with Regional General Manager and National Market Leaders. Tracks objectives and KPIs associated with each business development representative and Metro growth strategy

Identifies, coaches, and develops Relationship Managers (RM) associated with key clients. This includes supporting RMs with development of annual plans and tracking progress in conjunction with the Clients and Markets Team

Coordinates regularly and builds relationships with Market, Sector, Client Engagement Team, and Business Group leaders to ensure strategic growth and business plan alignment

Provides input to the Regional General Manager for new business development targets and further development of the Region’s existing client base (or contribution to National portfolio accounts)

Qualification

Business growth managementClient developmentSales team managementDBIA certificationEast Coast infrastructure knowledgeBusiness development processMatrix organizational influenceProgrammatic approachesConsulting/engineering business growthProposal writing

Required

Demonstrated experience achieving business growth objectives and managing sales teams

15+ years in client development/account management role

Bachelors degree in related field required

Experience and demonstrated discipline in all phases/stages of the business development process including prospecting, positioning, pursuing, proposal writing, interviewing, and contracting

Ability to successfully gain consensus within a matrix organizational structure through influence instead of direct authority

Demonstrated success and experience developing programmatic approaches to large client programs and portfolios

Proven, progressively complex experience and demonstrated success in growing consulting/engineering businesses (e.g. contract value, gross margin, net margin (profit), win/loss ratio improvement)