Strategy & Development Manager

Description

• Lead client meetings, presentations, and sales pitches
• Refine the market strategy and analysis and competitive intelligence on behalf of sector leaders and the business development team
• Lead in the preparation of proposals and interview pitches, and assist the marketing team with response strategy
• Conducts market analysis to inform, develop and implement sales growth strategies that align with targeted client lists, the company, and Healthcare sector goals
• Initiate, develop and track client contacts, identify key decision makers, introduce Firm capabilities and identify potential service opportunities.
• Collaborates in the preparation of materials for business development introductions and relationship building
• Collaborates, develops and establishes relationships with prospective clients within assigned and across practices and offices
• Creates Target Client capture plans for yearly targeted clients and executing on those capture plans working with project teams and practice and regional leadership
• Coordinates internal and external pursuit debriefs with appropriate parties and shares information as appropriate
• Collaborates with the Marketing Manager and ensures that a Go/No-Go process is conducted for each pursuit and that the appropriate people participate
• Collaborates in developing regional Healthcare BD and marketing events
• Ensures that the Go/No-Go process is completed and documented in CRM
• Participates in client calls with other business developers and leaders as needed
• Executes and expands key client accounts, serving as the initial point of contact
• Ensures that every opportunity and related activity is documented in the CRM
• Manage the client development process by providing information, promotional materials and advice to potential clients, and act as liaison for the firm.
• Collaborates with office, national practice and sector leadership to establish yearly business development plans and targeted clients
• Participates in and leads Business Development Huddles for the practice/region
• Represents HED and finds opportunities to connect with potential clients through participation in local, regional and national events, including conferences
• Assist in mentoring technical professionals, sector leaders, and others in the business development process
• Serve as the trusted advisor to Business Leader(s) and Sector Leaders
• Researches and follows up on opportunities and pursuits for individual projects and targets
• Make data driven sales decisions utilizing business development KPIs in coordination with sector leadership
• Collaborates with pursuit champion and team on RFx response and interview to enhance deliverables
• Engage in market analysis and competitive intelligence on behalf of sector leaders and the business development team
• Coordinates and tracks business development pursuits in CRM 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

Requirements

• Ability to meet deadlines at expected quality
• Experience in developing lasting Healthcare client relationships
• Excellent writing and speaking skills
• Ability to attend after-hours business functions and conferences
• Ability to communicate and present ideas in a clear, concise and professional manner both verbally and in writing
• Ability to represent Company at professional conferences and other industry events.
• Ability to travel to other company locations, client sites, or out-of-town events
• Strategic thinking and ability to align solutions with client needs
• Ability to solve problems and apply innovative solutions
• Experience working with and proficient in CRM and sales tools to maintain databases for opportunities, pursuits and client contacts.
• Existing working relationships with Healthcare System leadership
• Excellent interpersonal skills and the ability to interact with all levels of staff and customers; ability to forge trusting relationships within a diverse team
• Travel will be required – 50%
• Ability to manage multiple deadlines and diverse teams in a fast-paced environment.
• Advanced insight into market and competitive landscape to provide and strategic marketing consultation to the sectors
• Ability to work on a team in a diplomatic and collaborative manner that puts value on relationships and collaboration, both internal and external
• Strong presentation skills
• Leadership, Team, and Client management skills
• Strong organizational skills and the ability to work on multiple projects at the same time
• Computer literate in general office applications.
• Ability to collaborate and encourage collaboration in a team environment, and ability to work independently and prioritize work
• Ability to negotiate, make difficult decisions, influence others and manage change
• Bachelor's Degree in Architecture or Engineering, Marketing, Business or Communications or a minimum of 10-15 years of equivalent sales experience.
• Must be able to effectively communicate in writing and verbally via phone, video conferencing, and in-person.
• Communication and interpersonal skills.
• Ability to interact well in various business and social settings with all types of people in a mature and professional manner.
• Excellent attention to detail and commitment to excellence
• Proven sales track record of establishing and maintaining Healthcare partner relationships for immediate and on-going sales success
• Understanding of key sales performance metrics and reporting
• Networking and relationship-building ability

Benefits

• We embrace a hybrid model that promotes both autonomy and collaboration, including the freedom to work from home, with regular in-office days to connect with teammates and build culture.
• The office is a professional, open-space environment for collaborative and independent work.

Training + Development

Interview process

Visa Sponsorship

Security clearance