Regional Business Development Manager - East

Job Title: Regional Business Development Manager

SUMMARY

The Regional Business Development (BD) Manager is responsible for ensuring consistent high-quality regional business development support. This includes personal, hands-on involvement in proposals and other business development support activities, as well as leading, growing, and mentoring the region’s Business Development support team in conjunction with the Assistant Vice President of BD, Regional Vice President (RVP) and Managing Directors.

QUALIFICATIONS

• Bachelor’s degree in marketing, journalism, English, communications, or related field.
• Minimum of seven (7) years of experience is required in proposal coordination and writing within the AEP industry.
• Extensive experience leading strategy sessions for major company pursuits is required.
• Experience in a related supervisory position with a professional services firm, is required.
• Excellent writing and verbal communication skills with a focus on attention to details.
• Proficiency with Adobe Creative Suite and Microsoft Office.
• Applicant must thrive in a fast-paced deadline-driven environment.
• Knowledge/Familiarity of transportation clients (DOTs, passenger and freight rail, aviation, ports and local municipalities and counties) is strongly preferred
• Travel approximately 15% or less
  
  All qualified candidates will be required to provide work samples and asked to participate in proficiency screenings, such as writing, editing, proofing, and presentation creativity.
  
  GENERAL DUTIES & RESPONSIBILITIES INCLUDE THE FOLLOWING.
  OTHER DUTIES MAY BE ASSIGNED.
  
  Leading and Managing Business Development Team
• Lead and supervise regional Business Development Coordinators (BDC) to ensure they consistently provide high-quality proposals, presentations and other assistance to best support client service teams and assist in driving sales.
• Hire and implement strategies to grow and retain staff.
  • Develop and mentor regional BDC staff so they are motivated, challenged and developed professionally.
  • Meet with each team member, in person, at a minimum each quarter.
  • On-going communication, coordination, and collaboration among Regional BD team.
• Handle supervisory administrative functions such as approving time sheets and expense reports as well as conducting performance reviews.
• Oversee and manage workload, assigning priorities and ensuring follow-through.
• Hold weekly discussions with team to discuss BD activities and proposals.
• Manage regional quality control program (proposals, presentations, CRM information such as opportunities, project descriptions, resumes, client action plans, awards, etc.)
  
  Regional and Sales Support
• Ownership and responsibility to maintain an accurate regional pipeline / forecast.
  • Work with client service teams, coordinators, regional vice president and managing directors to gain as much knowledge as possible on upcoming sales, status and critical action items.
  • Ensure Regional BDCs are communicating with client service teams consistently for pipeline updates. Follow-up as necessary to ensure accuracy and responsiveness.
• Manage and oversee regional major company pursuits with coordination with the Vice President of Business Development to ensure coverage and attention of each pursuit.
• Major Company Pursuits: Lead role in the development of Capture Management Plans, including research and strategy development, develop win themes and WIN analysis, strategy meeting facilitation and/or leadership. Lead red team review meetings. Working with the pursuit coordinator, shepherd the proposal process from start to finish.
• Assist in the development and lead, as needed, the implementation of business development, sales and marketing strategies within the Region and in support of national initiatives ranging from collateral material, tradeshow support, photography, advertising, and other programs.
• Support the RVP and Managing Directors with sales and forecast reporting, identifying trends and updates on pending sales.
• Assist BDCs and client service teams with research of target clients and development of strategy on client-focused marketing activities.
• Develop strong working relationships with all of the client service teams within the Region by taking an active interest in their clients and pursuits. Communicate, coordinate and collaborate as a leader within Region.
• Maintain and update information in our Marketing Information System (Deltek’s Vision) to include opportunity data, project information, resumes, account strategy/plan, etc.
  • Ensure accuracy and completion by entire regional BD team.
• Lead the production of business development/marketing support material such as qualification packages, proposals, presentations and leave behind material.
  • Initiates pursuit strategy discussions, analyzes RFQ/RFP, develops and maintains proposal outlines and schedules, coordinate efforts of internal and external team, conducts kick-off meetings, leads strategy sessions and win theme development.
  • Writes non-technical sections and heavily edits technical sections for clarity and enhancement of win themes.
  • Conducts all formatting and editing to ensure accuracy, persuasiveness and compliance of final documents.
  • Develops graphics and layout consistent with Company’s brand to further deliver our win themes.
  • Coach pursuit team through shortlist and interview preparation.
  • Take leadership role in developing pre-sell material / leave behinds for client meetings and shortlist presentations.
• Occasionally attend internal and external meetings with clients and subconsultants as needed, to assist in positioning for upcoming projects and teaming.
• Regularly contribute ideas on how to improve the firm’s marketing and business development process and initiatives.
  
  
  CORE COMPETENCIES

• A strong leader with the proven ability to mentor staff and build strong relationships with business development staff, client service teams, and other personnel.
• Knowledge and familiarity within the transportation industry.
• Willingness to assume responsibility, take ownership, be proactive and make decisions.
• Highly organized with an independent self-starting personality that is effective working independently and in a team environment.
• Ability to understand and clearly communicate a wide range of business development and marketing initiatives.
• Ability to maintain an objective, rational perspective while providing a logical, pragmatic and factual approach to problem solving.
• Detail-oriented with excellent time management skills and the ability to multi-task and balance short-term deadlines against long-term goals.
• Proven ability to work with multiple people in a persistent, tactful, and enthusiastic manner.
• Excellent writing and verbal communication skills with a focus on attention to details.
• Strong technical skills with the Adobe Creative Suite, Microsoft Office, and Deltek’s Vision programs.
• A positive attitude, strong desire to win and the flexibility to do whatever is needed to support the sales and business development process.