Michigan Water Business Development Manager

Michigan Water Business Development Manager At HDR, our employee-owners are fully engaged in creating a welcoming environment where each of us is valued and respected, a place where everyone is empowered to bring their authentic selves and novel ideas to work every day. As we work to weave diversity, equity, and inclusion into our work and foster a sense of belonging throughout the company and within our communities, we constantly ask ourselves: What is our impact on the world? Each and every role throughout our organization makes a difference in our ability to change the world for the better. We believe that the way we work can add meaning and value to the world. That ideas inspire positive change. That coloring outside the lines can illuminate fresh perspectives. And that small details yield important realizations. Above all, we believe that collaboration is the best way forward.
Primary Responsibilities:
Work in partnership with the Michigan Water Business Group Manager, and work closely with the Regional Business Development Leaders, and Regional Market Sector Leads to grow HDR's water business within Michigan.
Identify, develop, and direct clients' business opportunities across four market sectors: including Drinking Water, Wastewater, Federal Water, and Water Resource Management in Michigan.
Maintain and expand existing client relationships, identify, establish, and nurture relationships with new target clients, develop market networks, forecast and position the firm for project pursuits that result in selection and award, as well as lead project pursuits including the development of winning strategies, preparation of proposals and presentations, quality review, and coaching presentation teams.
The Water Business Development Manager is also responsible for market analysis and strategic plan development.
The selected candidate will need excellent writing, presentation, and speaking skills.
Specific duties and responsibilities include:
Identify and qualify leads that outline a path to achieving annual area and market sector Net Fee Booked (NFB) goals
Achieve area and market sector Net Fees Booked (NFB) goals
Manage area business development and marketing budgets
Manage client relationship management (CRM) and financial systems to inform reporting metrics and dashboards
Maintain a strong understanding of the market trends and drivers impacting our clients
Develop annual and long-term strategic plans within established company direction and goals, including creating growth initiatives and prioritizing strategic investments
Serve as a Client Manager (for assigned accounts), which includes maintaining strong client relationships and a deep understanding of the client's organization, trends/drivers, and upcoming opportunities
Develop and implement client plans, including long-term strategies to capture market share, as assigned
Develop business relationships with teaming partners
Implement go
o-go decision process in accordance with HDR's Matrix of Authority
Lead pursuit teams in creating and implementing effective win strategies (capture planning)
Engage the appropriate project management and technical talent in pursuit teams
Participate in pursuit teams to develop persuasive proposals and interview materials
Participate in quality reviews of the proposal and interview materials
Coach interview teams to be effective at delivering key messages during interview presentations
Facilitate debriefs to identify improvement opportunities and to measure overall competitiveness
Recognize and celebrate the pursuit of successes and milestones
Direct content marketing campaigns to strengthen our brand, increase our visibility, and showcase our thought leaders
Identify candidates to fill management, technical, and business development positions, as needed
Train and mentor employees on business development and marketing best practices
Solicit and act on formal and informal client feedback
Understand and apply HDR's risk management approach when pursuing new business opportunities
Actively participate in professional associations to elevate HDR's brand in target markets
Articulate HDR's capabilities and competitive advantages
Preferred Qualifications:
Bachelor's degree in an engineering (preferred), professional, or related field.
Minimum of 15 years of experience with program development, pursuit management, and client relationship development in the water consulting industry.
Proven business development success in the water consulting industry.
Existing network of clients in Michigan is preferred.
Experience in the development and management of diverse teams.
Willingness to travel including overnight trips.
Commitment to HDR's core values of quality work and continuous improvement.
Commitment to being an active participant in HDR's employee-owned culture.
Required Qualifications:
Bachelor's degree in Engineering
15 years related experience
A minimum 7 years project management experience
Professional Engineer (PE or P.Eng) license
MS Office and MS Project experience is required (Access experience would be plus)
Demonstrated leadership, business development and strategic planning skills
An attitude and commitment to being an active participant of our employee-owned culture is a must