Michigan Water Business Development Manager

Water Business Development Manager

At HDR, our employee-owners are fully engaged in creating a welcoming environment where each of us is valued and respected, a place where everyone is empowered to bring their authentic selves and novel ideas to work every day. As we work to weave diversity, equity, and inclusion into our work and foster a sense of belonging throughout the company and within our communities, we constantly ask ourselves: What is our impact on the world?

Each and every role throughout our organization makes a difference in our ability to change the world for the better. Read further to learn how you could help make great things possible not only in your community, but around the world.

We believe that the way we work can add meaning and value to the world. That ideas inspire positive change. That coloring outside the lines can illuminate fresh perspectives. And that small details yield important realizations. Above all, we believe that collaboration is the best way forward.

Primary Responsibilities

This role will work in partnership with the Michigan Water Business Group Manager, and work closely with the Regional Business Development Leaders, and Regional Market Sector Leads to grow HDR's water business within Michigan. This position is responsible for identifying, developing, and directing clients' business opportunities across our four market sectors: including Drinking Water, Wastewater, Federal Water, and Water Resource Management in Michigan. Duties include maintaining and expanding existing client relationships, identifying, establishing, and nurturing relationships with new target clients, developing market networks, forecasting and positioning the firm for project pursuits that result in selection and award, as well as leading project pursuits including the development of winning strategies, preparation of proposals and presentations, quality review, and coaching presentation teams. The Water Business Development Manager is also responsible for market analysis and strategic plan development. The selected candidate will need excellent writing, presentation, and speaking skills.

Specific Duties And Responsibilities

• Identify and qualify leads that outline a path to achieving annual area and market sector Net Fee Booked (NFB) goals
• Achieve area and market sector Net Fees Booked (NFB) goals
• Manage area business development and marketing budgets
• Manage client relationship management (CRM) and financial systems to inform reporting metrics and dashboards
• Maintain a strong understanding of the market trends and drivers impacting our clients
• Develop annual and long-term strategic plans within established company direction and goals, including creating growth initiatives and prioritizing strategic investments
• Implement key growth initiatives and investments as defined in annual and long-term strategic plans
• Serve as a Client Manager (for assigned accounts), which includes maintaining strong client relationships and a deep understanding of the client's organization, trends/drivers, and upcoming opportunities
• Develop and implement client plans, including long-term strategies to capture market share, as assigned
• Develop business relationships with teaming partners
• Implement go/no-go decision process in accordance with HDR's Matrix of Authority
• Lead pursuit teams in creating and implementing effective win strategies (capture planning)
• Engage the appropriate project management and technical talent in pursuit teams
• Participate in pursuit teams to develop persuasive proposals and interview materials
• Participate in quality reviews of the proposal and interview materials
• Coach interview teams to be effective at delivering key messages during interview presentations
• Facilitate debriefs to identify improvement opportunities and to measure overall competitiveness
• Recognize and celebrate the pursuit of successes and milestones
• Direct content marketing campaigns to strengthen our brand, increase our visibility, and showcase our thought leaders.
• Identify candidates to fill management, technical, and business development positions, as needed
• Train and mentor employees on business development and marketing best practices
• Solicit and act on formal and informal client feedback
• Understand and apply HDR's risk management approach when pursuing new business opportunities
• Actively participate in professional associations to elevate HDR's brand in target markets
• Articulate HDR's capabilities and competitive advantages

Preferred Qualifications

• Bachelor's degree in an engineering (preferred), professional, or related field.
• Minimum of 15 years of experience with program development, pursuit management, and client relationship development in the water consulting industry.
• Proven business development success in the water consulting industry.
• Existing network of clients in Michigan is preferred.
• Experience in the development and management of diverse teams.
• Willingness to travel including overnight trips.
• Commitment to HDR's core values of quality work and continuous improvement.
• Commitment to being an active participant in HDR's employee-owned culture.

Required Qualifications

• Bachelor's degree in Engineering
• 15 years related experience
• A minimum 7 years project management experience
• Professional Engineer (PE or P.Eng) license
• MS Office and MS Project experience is required (Access experience would be plus)
• Demonstrated leadership, business development and strategic planning skills
• An attitude and commitment to being an active participant of our employee-owned culture is a must

HDR is our company. Together, we build on each other's life experiences and perspectives to make great things possible every day. This shapes our collaborative culture, encourages organizational trust and connects us closer to the clients and communities we serve.

As employee owners, we all have a role in creating an inclusive environment where each of us is welcomed, valued, respected and empowered to bring our authentic selves to work every day. Our eight Employee Network Groups (Asian Pacific, Black, Hispanic/Latino(a), LGBTQ+, People with Disabilities, Veterans, Women, Young Professionals) help create a sense of belonging and foster a supportive environment where everyone is empowered to engage and contribute. Each group has an executive sponsor and is open to all employees.