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Why Choose HNTB?
For more than a century, HNTB has helped deliver infrastructure solutions that best meet the unique needs of our clients. With client relationships spanning decades, we understand infrastructure life cycles and have the perspective to solve technical challenges with clarity and imagination. We are far more than a design firm. We see and help address far-reaching issues of financing, legislation, design, construction, community outreach and ongoing operations. As employee-owners committed to the highest levels of performance, we enable clients to achieve their goals and inspiring visions.
At HNTB, we?re encouraged to go beyond discovering mere solutions that will impact our very landscape. We are encouraged to ask, ?What if?? Our HNTB family fosters an inventive and resourceful commitment to finding unique answers to complex problems. We believe that the act of wondering sparks creativity. We will work to foster your creativity, career and personal growth. Come join HNTB and unleash your spark of imagination.
For you, ?together? can mean the chance to put together an exciting career. At HNTB ?together? also means collaborating across geographies and disciplines within the firm. And ?together? means that we are partners with our clients. Our goals are linked, and their success is our success. ?Together? means that we are engaged in the communities we serve ? we live there ? and are committed to their growth and development.
Just like we are committed to delivering for our clients, HNTB is also committed to delivering for you by offering benefits to protect the health of you and your family, help you balance family and career, and build your savings for retirement. Learn more at .
HNTB is currently seeking a Mega Pursuit Champion for our Northeast Divsion. This position can be based in either our NYC or Boston office locations.
The mega pursuit champion works closely with the Division Sales Officer and collaborates with the National Sales Officer to lead the pursuit and capture of mega pursuits. This position will typically report within the division structure. In key geographic focus areas outlined in HNTB?s Corporate direction, this position may be full-time with an explicit focus on winning high-priority mega projects.
The mega pursuit champion will proactively and consistently demonstrate a passion to win targeted mega projects. This individual must have a thorough understanding of HNTB?s Sophisticated Sales Approach (SSA) and will champion a disciplined application of this process. This person will assemble and leverage the skills of a pursuit team to achieve successful implementation of the SSA. This position has the ultimate responsibility for overall mega project win rate in the division.
Responsible for providing divisional leadership to, and developing and driving, the Division strategy for pursuits by developing strategies to win; developing project approaches; testing and refining strategies and approaches with clients; creating win plan schedules of activities; developing differentiators, value propositions, key messages and preparing for contracting and delivery of pursuits that have strategic importance to HNTB?s overall growth objective.
This position partners with leadership in the Division, and throughout the firm as needed, to drive execution of pursuit strategy to ensure success.
Serves as a divisional advocate to the pursuit and partners with the pursuit team, division and office leadership to support the value discovery process, developing and delivering resources to execute a relationship strategy that will discover client needs.
Partners with the business, participates in strategy sessions, and develops a pursuit strategy that is targeted to client needs, demonstrating HNTB?s understanding of those needs, and differentiating HNTB?s ability to deliver value to the client relative to competitors.
Uses knowledge, leadership, and influence to leverage resources across the firm to support all stages of the pursuit and differentiate HNTB to the client.
Serves as a division resource and pursuit advocate during all stages of the pursuit, updating the Chief Sales Officer (CSO), Division President (DP) and Division Sales Officer (DSO) on pursuit status.
Provides leadership to the proposal development and delivery team and ensures the greatest possibility of success by supporting compliance, readability, and sales messaging of pursuit related materials.
Performs other duties as assigned.
The mega pursuit champion is responsible for the following activities during each phase of the pursuit. The mega pursuit champion may delegate some of these activities to other pursuit team members, but remains accountable for successful execution:
LEADERSHIP: The PC directs the development of the pursuit.
Develops an overall win plan and determines the right things to do with sound winning strategies.
Leads the pursuit team. Inspires the team and holds members accountable.
Maintains a sense of urgency and focus on client needs.
Manages delays and client contact, as allowed.
Makes effective decisions considering input from others and follows through on those decisions.
Takes a leadership role in organizing and executing war rooms and related strategy sessions as prescribed in the SSA. Serves as a strategic thought leader in these sessions.
Works closely with division marketing and participates in the entire proposal preparation and interview process, from initial kick-off to final delivery.
DISCOVERY: Meets regularly with clients (in coordination with pursuit team) to understand project issues, consultant selection process, and key decision makers and influencers.
Identifies decision makers and influencers.
Determines client contact plan with the pursuit team and meets regularly with client contacts to discover issues, values, and needs and bring valuable ideas to them.
Meets regularly with client representatives to discover project issues, understand the consultant selection process, learn HNTB?s competitive position, and identify key decision-makers/influencers and their hot buttons.
STRATEGY: Proactively leads the development and execution of the winning strategy based on discovered values in coordination with the pursuit team.
Develops an overall strategy and supporting tactical elements.
Identifies teaming partners early and coordinates teaming agreements.
Assembles the appropriate HNTB resources needed to pursue, win and execute the project. This includes the local pursuit team, national market sector leaders, other national experts, the National Sales Office, etc.
Works with office, division and firmwide leadership to proactively identify project manager candidates that best fit the needs of the client. Ensures project manager candidates are fully tested with the client for optimal alignment with the client?s specific project needs.
Leads development and execution of a winning pursuit strategy. Leverages team to develop overall strategy, differentiators, and value propositions. Identifies tactics to test and pre-sell client on value propositions. Documents project win plan and monitors action items, including those identified in strategy/war room meetings and those resulting from client contacts.
Go/no go assessments: Leads the coordination of preliminary and final go/no go assessments.
Work plan/contracting plan: Leverages team to develop draft work plan and contracting win plan.
Pursuit budget: Develops/monitors pursuit budget.
CRM management: Updates pursuit status regularly in CRM.
Debriefs and after-action reviews: Coordinates execution of client debriefs and after action reviews on every mega pursuit.
15 years of relevant experience
15+ years of sales experience with emphasis on pursuing and winning large, complex projects. Must understand the AEC industry and the competitive environment. Working experience with AEC clients is required.
Travel is required
Persuasive: Articulate, confident, clear and convincing in individual and group discussions and public presentations.
Empathy: Sensitivity to others? views, needs and situations. An ability to know what other people want.
Collaborative: Carefully considers who needs to be involved in situational analysis, effective decision making, implementation planning, and reassessments for purposes of getting the best outcome and development of the people.
Judgement: Able to assess people and situations, to accurately form opinions based on information, experience and inference. Makes effective decisions and follows through on them.
Open: Flexible, adapts, and seeks input, new ideas, and learning. Develops creative, imaginative solutions.
Self-Aware: Knows their own strengths and weaknesses and how they come across to others. Is mindful of their personal impact.
Vision: Able to determine the right things to do, sound strategic orientation, providing break-through ideas that position the firm for success now & in the future, and enlisting others by drawing on shared aspirations.
General Work Conditions
Office Environment: Work is generally performed in an office environment in which there is only minimal exposure to potentially unpleasant working conditions. Incumbent must have the ability to stand and sit frequently, and reach horizontally as well as vertically for overhead use.
HNTB Corporation is an Affirmative Action and Equal Opportunity Employer, Minority/Female/Disabled/Veteran.
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