Description
Hill International is seeking a Business Development Director in Eastern Pennsylvania or New Jersey
This opening requires a dynamic individual who is skilled in business development, including identifying and pursuing business opportunities, establishing positive client relationships through effective client meetings and networking, developing & maintaining competitor knowledge, developing win strategies for targeted opportunities, leading proposal and interview preparation, helping identify strategic hires, and maintaining ongoing client relationships.
Responsibilities
Identifying & Pursuing Opportunities:
- Understand Hill’s target markets, resources and services
- Identify business opportunities in targeted markets consistent with our business strategy
- Develop specific client and opportunity strategies
- Lead Go/No Go discussions
- Lead team effort to position for targeted pursuits
Establishing Positive Client Relationships:
- Identify and effectively participate in industry networking opportunities
- Identify target clients and opportunities
- Meet with potential clients to understand potential opportunities
- Meet with decision makers and influencers to understand client needs/objectives
- Identify key issues important to clients
- Facilitate effective engagement between clients and our operations experts
- Document client meetings
Competitor Knowledge:
- Identify and research competitors
- Understand strengths and weaknesses of competitors
- Lead effective teaming strategies when appropriate
- Inform win strategy development based on competitive intelligence
Developing Win Strategies:
- Understand decision process and who decision makers will be
- Develop clear understanding of client decision drivers
- Develop Win Strategies focused on the best approach to deliver client value
- Lead Proposal and Interview Preparation:
- Lead the process of developing proposals and presentations focused on defined Win Strategies
- “Own” the proposal process, working closely with Operations and Proposals partners
- Lead team development of presentations
- Effectively coach presentations teams
Help Identify Strategic Hires:
- Identify strategic hiring needs based on targeted opportunities
- Keep internal recruiters informed of key hire needs
- Reach out to industry network to help identify strategic hire candidates
Maintain Client Relationships:
- After winning assignments, serve as internal “client advocate”
- Help Hill be sure we are staying in touch with client needs
- Develop client strategies to help have specific plan to always keep client interests as our primary focus
Cost/Contracts/Legal:
- Conducts review to determine potential conflict of interest
- Provides intelligence to support pricing strategy
- Participates in legal and contractual review
- Leads execution of teaming agreements and memo of understandings (MOU’s) with team
Qualifications
- Bachelor’s degree in Business Administration, Marketing, Engineering, Architecture, or Construction Management
- Minimum of 10 years of experience in a business development, seller-do, and/or operations management role in the A/E/C industry
- Experience in winning and/or delivering program, project, and/or construction management projects
- Regional knowledge and relationships in the rail & transit, roadway/bridge, water/wastewater, ports, energy, or mission critical markets
- Self-motivated, success oriented and organized
- Strong ability to lead diverse teams through the entire sales process
- Experience in developing and executing regional growth plans
- Excellent verbal, written and presentation communication skills
- Self-motivated, success oriented and organized
- Know the local market, clients and competitors
- Travel as needed/expected
- Expertise in Microsoft Word, Excel, and PowerPoint required
Compensation and Benefits
- Depending upon your employment status, Hill’s comprehensive benefits may include:
Medical, Dental, Vision, Employer Paid Life and Accidental Death & Dismemberment Insurances, Business Travel Accident Insurance, Short-Term Disability, Long Term Disability, Flexible Spending Account, Health Savings Account, Dependent Care Flexible Spending Account, Commuter Benefits, Legal Assistance, Identity Theft Protection, Pet Insurance, Auto & Home Insurance, Critical Illness Insurance, Accident Insurance, Hospital Indemnity Insurance, Voluntary Life & Accidental Death & Dismemberment Insurance.
- Paid Time Off (PTO), Holidays, 401(K) Retirement Savings Plan, Employee Referral Program, Professional Certification Incentive Program, Hill University Learning and Development, Tuition Reimbursement, EAP, Years of Service Awards Program.