Overview:
Focuses on growing presence and market share in identified markets aligned with HKS's practice and geographic areas of strategic growth. Leads pursuit and development activity of new client relationships for HKS, focusing on targeted clients.
Responsibilities:
Conducts market analysis to inform yearly BD planning and targeted client lists
Collaborates with office, practice and sector leadership to establish yearly business development plans and targeted clients
Executes yearly business development plans working with project teams and practice and regional leadership
Creates capture plans for yearly targeted clients and executing on those capture plans working with project teams and practice and regional leadership
Collaborates, develops and establishes relationships with prospective clients within assigned and across practices and offices
Positions firm as a thought leader and problem solver to clients and influencers
Communicates the HKS story and knows the key projects to be able to speak knowledgeably of the firm's capabilities, industry insights and best practices
Represents HKS and finds opportunities to connect with potential clients through participation of local, regional and national events, including conferences
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
Researches and follows up on opportunities and pursuits for individual projects and targets
Coordinates and tracks business development pursuits in Salesforce 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
Leads Business Development Huddles for the practice/region
Ensures that every RFx and related activity is documented in Salesforce
Collaborates with Marketing Manager and ensures that a Go/No Go process is conducted for each pursuit and that the appropriate people participate
Ensures that the Go/No Go process is completed and documented in Salesforce
Collaborates with pursuit champion and team on RFx response and interview to enhance deliverables
Coordinates internal and external pursuit debrief with appropriate parties shares that information as appropriate
Participates in client calls with other business developers and leaders as needed
Collaborates in developing regional BD and marketing events
Qualifications:
Bachelor's degree in Business, Sales or related subject
Typically with 10+ years of business development experience, industry experience preferred
Experience working with Salesforce or similar CRM software preferred
Proficiency in MS Office Suite, including Microsoft Word, Excel and PowerPoint preferred
Knowledge of and understanding in the field of architecture/interior design
Proven sales track record of establishing and maintaining partner relationships for immediate and on-going sales success
Experience in developing lasting client relationships
Excellent attention to detail and commitment to excellence
Excellent interpersonal skills and the ability to interact with all levels of staff and customers; ability to forge trusting relationships within a diverse team
Strong presentation skills
Strong organizational skills and the ability to work on multiple projects at the same time
Ability to negotiate, make difficult decisions, influence others and manage change
Ability to work on a team in a diplomatic and collaborative manner that puts value on relationships and collaboration, both internal and external
Ability to communicate and present ideas in a clear, concise and professional manner both verbally and in writing
Ability to problem solve and apply innovative solutions
Ability to collaborate and encourage collaboration in a team environment, and ability to work independently and prioritize work
Ability to meet deadlines at expected quality
Travel will be required
If you currently work for HKS, please submit your application via the Internal Careers Portal.
HKS is an EEO/AA Employer: M/F/Disabled/Veteran
HKS is an EEO/Affirmative Action Employer and committed to a policy of non-discrimination in all employment practices including, but not limited to, recruiting, hiring, training, advancement, compensation, and termination. HKS’ policies, including its Affirmative Action Programs, are designed to not only ensure legal compliance with state and federal anti-discrimination and retaliation laws, but to carry out the principles of equal employment opportunities in all job categories. Deliberate and conscious effort is made to make employment decisions that are consistent with these equal employment opportunity principles. HKS will recruit, hire, train, and promote persons in all job titles, and ensure that all other personnel actions are administered without regard to race, color, religion, national origin, protected veteran status or disability; and ensure that all employment decisions are based only on valid job requirements. Employees and applicants will not be subjected to harassment, intimidation, threats, coercion, or discrimination for filing a complaint, assisting or participating in an investigation, compliance evaluation or hearing, opposing and/or exercising any other right made unlawful by Executive Order 11246, Sections 503 and 38 USC 4212, as amended, or their implementing regulations, or any other Federal, State or local laws requiring equal opportunity.
