Jersey City, NJ
Remote Full-time Director
Job Description
Our premier client’s business provides the structure, tools, techniques, and process to deliver on this vision. By connecting our expertise across services, markets, and geographies, we manage outcome-driven projects that deliver social, economic and environmental value. These include programs of critical national importance in transportation including transit, aviation, surface transportation and goods movement shaping many of the world’s major cities. In line with our growth strategy, we are currently seeking a Strategic Business Development and Enterprise Pursuits Director, Vice President, to support capturing major new business in our TGBL.
Due to the nature of this role, the location is flexible, however preference will be given to US based professionals, and can be remote / virtual with travel as and when required. Reporting to the Vice President (VP), Director of Strategic Business Development (Major Programs) TGBL, the successful candidate will direct and support enterprise pursuits and strategic capture management efforts for the TGBL in partnership with our Global and Regional Business Lines. This candidate will develop and maintain business relationships while identifying client needs to advance growth and profitability in the market.
Key requirements of this role include the following:
Win major strategic pursuits as the consultative sales process leader, contributing strategy, business development best practices and sales leadership to drive an integrated growth strategy. Will lead as Enterprise Pursuits Director/Capture Manager on Enterprise level pursuits.
Understand firm-wide capabilities and bring regional and global expertise to pursuits
Key attributes include:
External Presence - Has strong market, marketing, and technical knowledge, which is relevant to the opportunity being pursued.
Internal Presence - Ability to communicate pursuit priorities clearly across market sectors to executive, regional and business line leadership, to ensure resources are made available and win strategies are supported.
Partnering with Technical and Marketing Staff - Guides technical writers to develop dynamic and compelling content, that is both compliant and compelling/persuasive. Ensures partnership between technical and marketing staff for proposal best practices.
Client Relationships - Partners with the Client Account Manager and other business line representatives (including geopolitical positioning).
Growth - Drives growth through the ability to position for and capture key opportunities, including both new business opportunities and the renewal/extension of existing opportunities within the account.
Impact on Reputation - Champion for ethical and safe working practices while focusing on ED&I endeavors, striving to align initiatives with those of the client.
Innovation - Understanding client’s innovation agenda, acts as a conduit to position innovative solutions within the specific opportunity while encouraging adoption of key initiatives such as ESG and digitalization.
Delivery focus - Demonstrated ability to set a schedule and milestones for the opportunity short-, medium- and long-term goals, including reviews, deliverables, and ultimate delivery of the bid/proposal while managing the opportunity budget.
Commercial - Demonstrates good understand of commercial elements of contracts (financial/pricing, legal/risk and governance).
Development of people/ mentoring - Coaches and supports other team members in building strong relationships within the capture team and trains others in to enhance their capture management skills.
Displays aspirational leadership behaviors - People/Team Developer - Encourages diverse, accountable, and inclusive teams leveraging global footprint to enable individual growth and collective success through trust, autonomy, accountability, and alignment.
Partner with Client Account Managers (CAMs), Marketing and Capture Managers to close new business, drive our sales process, prepare and facilitate presentations, RFQ, RFP, and highly complex proposal responses, including contributing input to commercial proposals.
Assist developing and implementing the TGBL Growth Plan. Work with Global and Business Line Leaders, Regional Business Line Leaders and Client Account Managers (CAMs) to define growth targets and prioritize pursuits.
Coordinate with the overall TGBL Strategy and Growth Leadership
QA/QC, champion and drive the complete life cycle of the sales process.
Support building and maintaining a deep and diversified qualified opportunity pipeline.
Direct discovery, pre-positioning, differentiation, and delivery strategies for major transformative programs with current/prospective clients and internal partners.
Bring discipline and rigor to the Go/No Go process and capture management planning phase.
Work in collaboration with Marketing to develop and execute strategic marketing campaigns that position around key opportunities.
Lead pursuit team strategy meetings and coach presentation/interview teams in coordination with Marketing.
Qualifications
Minimum Requirements:
Bachelor's degree plus 12+ years of extensive relevant experience, including at a Director / Vice President Level, or demonstrated equivalency of experience and/or education, and at least 5 years of leadership experience.
Experience must demonstrate sales production metrics, demonstrated skills in business development strategy, team leadership, client discovery and development of compelling value propositions that meet client’s needs.
Preferred Qualifications
The candidate should demonstrate a proven track record of sales production, specifically the winning of major enterprise level pursuits.
They should also be high energy, outgoing and self-motivated with a track record of winning major pursuits, capturing new business, and driving integrated multidiscipline teams through a consultative sales process with Major and/or Global clients.
Additional Information
Offered rate of compensation will be based on individual education, qualifications, experience, and work location. The salary range for this position typically is $230,000 - $250,000. Please note that this role can be based anywhere in the United States and compensation data will vary in each location, including higher or lower than the stated range.
Due to the partial remote/virtual nature of this position, relocation assistance is not available.
Ability to travel 50% to 70%.
Freedom to Grow in a World of Opportunity!
You will have the flexibility you need to do your best work with hybrid work options. Whether you’re working from an office, remote location or at a client site, you will be working in a dynamic environment where your integrity, entrepreneurial spirit and pioneering mindset are championed.
You will help us foster a culture of equity, diversity, and inclusion – a safe and respectful workplace, where we invite everyone to bring their whole selves to work using their unique talents, backgrounds, and expertise to create transformational outcomes for our clients.
Provides a wide array of compensation and benefits programs to meet the diverse needs of our employees and their families. We also provide a robust global well-being program. We’re the world’s trusted global infrastructure firm, and we’re in this together – your growth and success are ours too.
Join us, and you’ll get all the benefits of being a part of a global, publicly traded firm – access to industry-leading technology and thinking and transformational work with big impact and work flexibility. As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.
All your information will be kept confidential according to EEO guidelines.
ReqID: J10106260
TO APPLY - Please forward resume to Roxxanne Miller at rmiller@pailingroup.com
pailingroup.com
