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Regional Business Development Lead

Department: Ontario
Location: Ontario, CA

HMC Architects designs solutions that work, wow, and withstand. We partner with healthcare, education, and civic clients to design buildings that promote healing, inspire learning, and create vibrant communities. Whether itís a hospital, elementary school, student union, or community center, our empowered teams are experts when it comes to delivering successful projects and creating meaningful spaces.

This position is open to candidate preference in one of the following HMC Office locations: Ontario, California Corporate office, Los Angeles Design Studio;†San Diego Design Studio,†or Phoenix, Arizona Design Studio.

Summary

This position will be responsible for the development of Client engagement and multi-channel marketing strategies that will drive new client acquisition and retention across HMCís practices. This position will support Principals-in-Charge as they drive towards sustainable growth goals for the targeted practices. Position will promote positive firm image in our target geographies -- aligning client acquisition strategy and implementation with firm wide vision, goals & branding.

Responsibilities

  • Assist Practice Leaders and Principals-in-Charge to achieve annual regional and practice new contracts objectives

  • Participate in presentations to clients

  • Follow up with clients to ensure customer satisfaction and maintain positive customer relationship for HMC

  • Gather market information and identify new companies/customers and project opportunities that are a fit for HMCís core practices

  • Lead finding through research, cold calling, networking, including participating in local and national conferences, associations, organizations and events in architecture and adjacent industries

  • Attend pre-bid meetings for clients or high profiles jobs with appropriate team representatives

  • Participate in business development strategy development

  • Prepare weekly business development progress tracking reports; report out to management as requested

  • Provide insight and creativity to effectively position firm with clients, produce effective proposals, project teams, and presentations in response to RFQs/RFPs, and provides guidance from inception to completion.

  • Participate in RFQ brainstorming sessions

  • Assess effectiveness of marketing activities and provide recommendation for improvements

  • Network with engineering and specialty consultants to learn of new project opportunities, enhance market knowledge and firmís position in the industry

  • Remain current on relevant industry issues, trends and legislature in core health, education and civic markets.

  • Support marketing and Principals-in-Charge in the development of solution-based presentations that are necessary to convey and articulate differentiators which will lead to selections and awards

  • Provides insight and creativity to produce effective proposals, teams, and presentations in response to RFQs/RFPs, and provide guidance from inception to completion.

  • Design effective business development plans

Requirements

  • Bachelorís degree in business administration, architecture, marketing or other related field; masterís or MBA preferred

  • 7 or more years of experience in business development activities related to A/E/C.† Architectural, Engineering or Construction industries.

  • High degree of industry related knowledge within HMCís core practices (Healthcare, Education, Civic)

Desired Skills

Communication

  • Excellent verbal and written skills.

  • Presentation and professional selling skills

  • Ability to facilitate group discussions for clients and for the firm.

  • Ability to write, publish, and present topics related to industry trends and practices.

  • Ability to represent the firm at key events, conferences and forums.

  • Ability to solicit client feedback to improve service.

Leadership & Teamwork

  • Collaborates and cooperates with leadership in the development of strategic initiatives.

  • Advise various leadership groups within the firm on overall strategy for business development for applicable existing or new markets.

  • Demonstrates strong organizational skills.

  • Shares information effectively and cooperatively with people at all levels.

  • Ability to work effectively as part of a team and contribute as a team member.

  • Promotes ďOne FirmĒ culture through commitment and cooperation with the firmís leadership.

  • Demonstrates support of integrated regional marketing strategies consistent with firm-wide strategies and business plan.

  • Promotes team members to maintain a high degree of industry related knowledge through professional development activities.

  • Contributes positively to the overall corporate culture and reputation of the firm.

Managing Change

  • Quickly understands, communicates, adopts, and uses newly implemented systems, policies, and procedures.

  • Demonstrates flexibility and adaptability in response to internal and external client needs.

  • Contributes insight to firmís leadership and managers as to the emerging trends in the market.

  • Demonstrates the ability to work in a variety of settings and locations.

  • Demonstrates the ability to work in multiple core markets.

Productivity

  • Plans and organizes work assignments for optimum results.

  • Consults with clients on key market issues, trends and initiatives.

  • Provides leadership for market administration and business development planning.

  • Conducts client inquiries to identify project concerns and areas for improvement.

  • Demonstrates ability to maintain valuable existing relationships, and forges alliances with other top consulting engineering, construction management, and construction firms in our industry.

  • Demonstrates ability to identify, evaluate, develop, and implement strategies that can build significant new business revenues.

Self-Management

  • Organizes and maintains a work schedule that supports the goals of the local offices, the firm, and clearly demonstrates those necessary activities to supervisor.

  • Requires minimal supervision.

  • Prioritizes and plans work activities and plans for additional resources where appropriate.

  • Demonstrates a high degree of motivation for the work and produces qualitative values.

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