HNTB Northeast Division Pursuit Champion/Capture Manager in Boston, Massachusetts
What We're Looking For
The time is right to join HNTB! The Northeast Division Pursuit Champion / Capture Manager is 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 with estimated fees between $5M and $25M or 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.
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:
Develops an overall win plan and determines the right things to do in alignment with HNTB’s Sophisticated Sales Approach.
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: Collaborates with Pursuit Team to define necessary Client discovery to understand project issues, consultant selection process, and key decision makers and influencers.
Collaborates with Pursuit Team to identify 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.
For assigned pursuits, manages HNTB interface 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.
Collaborates with the Line Organization to identify 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.
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.
What You'll Need
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.
20 years related experience
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.
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 https://www.myhntbtotalrewards.com/en/public/
HNTB Corporation is an Affirmative Action and Equal Opportunity Employer, Minority/Female/Disabled/Veteran.
The HNTB Companies are an equal opportunity employer and does not discriminate on the basis of race, color, religion, creed, sex, national origin, age, disability, pregnancy status, sexual orientation, gender identity, veteran status, marital status, genetic information, citizenship status, or other status protected by law. In compliance with the Immigration Reform and Control Act of 1986, we will hire only U.S. citizens and aliens lawfully authorized to work in the United States (if the position is or will be one which is subject to U.S. law). We will provide reasonable accommodation for qualified individual with a disability where appropriate.