Market Sector Leader - Department of Energy at Hill International in Remote
Hill International requires a dynamic senior leader who is skilled in business development, strategic planning, operations, recruiting and team building. Mission includes serving as the company's primary market sector leader to establish and grow our work in support of the Department of Energy (DoE), DoE's Environmental Management (EM) Contractors and DoE's Operations and Maintenance (O&M) Contractors. Specific responsibilities include establishing and developing productive relationships with clients, identifying and pursuing business opportunities, partnering with regional operations to develop and implement growth strategies, developing and maintaining competitor and teaming partner knowledge, developing win strategies for targeted opportunities, leading proposal and interview preparation and helping identify strategic hires. The focus will be staff augmentation, agency construction management, program/project management, quality assurance and project controls services for clients in the Department of Energy space.
Responsibilities:
Interface with Hill Americas senior leadership team (President, Regional Managers, Senior Vice President - Business Development, First Vice President - Federal Programs) to develop and oversee implementation of growth and sales strategies. Analyze available opportunities with Department of Energy (DoE), DoE's Environmental Management (EM) Contractors and DoE's Operations and Maintenance (O&M) Contractors and develop prioritized list of clients and opportunities. Maximize wallet under existing Supply Chain Management Center (SCMC) Blanket Purchase Agreement. Champion client relationship development with engagement plans and relationship-building techniques to position as an advocate for targeted clients. Lead development of sales strategies, win plans, and go/no-go decisions, working closely with key stakeholders throughout sales process. Track and client relationship developments with sales team through call reports and sales database entries. Maintain and enforce client confidentiality, procurement integrity, gatekeeper approval, and company Identity Program compliance. Provide expertise to assure the company develops and implements DoE-compliant programs for safety, security, quality, etc. Identify & Pursue 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 Establish 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 Gain 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 Develop 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 Help Identify Strategic Hires Identify strategic hiring needs based on targeted opportunities Keep 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 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 review Leads execution of teaming agreements and memo of understandings (MOU's) with team Qualifications Excellent verbal, written and presentation communication skills Self-motivated, success oriented and organized Minimum of 15
years of experience in Operations or Business Development role for a professional services firm in the Department of Energy space Candidate must have a BA or BS, preferably in Engineering, Architecture, Planning or Construction Management Candidate should bring familiarity with DoE markets, clients and competitors Travel as needed/expected Expertise in Microsoft Word, Excel, and PowerPoint required PREFERRED LOCATION:
US-based
Salary Range:
$250K -- $500K+
Minimum Qualification
Sales Management & Operations, Business DevelopmentEstimated Salary: $20 to $28 per hour based on qualifications.
Responsibilities:
Interface with Hill Americas senior leadership team (President, Regional Managers, Senior Vice President - Business Development, First Vice President - Federal Programs) to develop and oversee implementation of growth and sales strategies. Analyze available opportunities with Department of Energy (DoE), DoE's Environmental Management (EM) Contractors and DoE's Operations and Maintenance (O&M) Contractors and develop prioritized list of clients and opportunities. Maximize wallet under existing Supply Chain Management Center (SCMC) Blanket Purchase Agreement. Champion client relationship development with engagement plans and relationship-building techniques to position as an advocate for targeted clients. Lead development of sales strategies, win plans, and go/no-go decisions, working closely with key stakeholders throughout sales process. Track and client relationship developments with sales team through call reports and sales database entries. Maintain and enforce client confidentiality, procurement integrity, gatekeeper approval, and company Identity Program compliance. Provide expertise to assure the company develops and implements DoE-compliant programs for safety, security, quality, etc. Identify & Pursue 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 Establish 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 Gain 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 Develop 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 Help Identify Strategic Hires Identify strategic hiring needs based on targeted opportunities Keep 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 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 review Leads execution of teaming agreements and memo of understandings (MOU's) with team Qualifications Excellent verbal, written and presentation communication skills Self-motivated, success oriented and organized Minimum of 15
years of experience in Operations or Business Development role for a professional services firm in the Department of Energy space Candidate must have a BA or BS, preferably in Engineering, Architecture, Planning or Construction Management Candidate should bring familiarity with DoE markets, clients and competitors Travel as needed/expected Expertise in Microsoft Word, Excel, and PowerPoint required PREFERRED LOCATION:
US-based
Salary Range:
$250K -- $500K+
Minimum Qualification
Sales Management & Operations, Business DevelopmentEstimated Salary: $20 to $28 per hour based on qualifications.
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