Business Development Director, Science + Technology

HKS, Inc; Richmond (VA); On-site; USD 120,000 - 180,000; Full time

Job summary

HKS, Inc. is seeking a senior Business Development leader in Richmond, VA to expand market presence and grow client relationships across practice areas.

You will guide yearly BD planning, develop targeted client lists, and lead capture efforts with project teams and leadership. As a trusted advocate for the firm, you will position HKS as a thought leader, participate in industry events, and ensure RFx activities are documented in Salesforce while maintaining strong pipelines and win/loss

Qualifications

• Bachelor's degree in Business, Sales or related subject
• Typically 10+ years of business development experience, industry experience preferred
• Experience with Salesforce or similar CRM software preferred
• Proficiency in MS Office Suite (Word, Excel, PowerPoint)
• Knowledge of architecture/interior design field
• Proven track record of establishing and maintaining partner relationships
• Experience developing lasting client relationships
• Strong presentation and interpersonal skills
• Ability to manage multiple priorities and deadlines
• Travel as required

Responsibilities

• Conducts market analysis to inform yearly BD planning
• Collaborates to establish yearly business development plans and targeted clients
• Executes yearly BD plans with project teams and leadership
• Creates capture plans for yearly targeted clients with teams
• Develops relationships with prospective clients across practices and offices
• Positions HKS as a thought leader and problem solver
• Communicates HKS story and speaks to firm capabilities and insights
• Represents HKS at local, regional and national events
• Prepares materials for BD introductions and relationship building
• Coordinates pursuits in Salesforce and informs reporting
• Leads BD huddles for the practice/region
• Ensures RFx activity is documented in Salesforce
• Coordinates Go/No Go processes for pursuits
• Supports RFx responses and interviews with pursuit team
• Coordinates internal/external pursuit debriefs
• Participates in client calls with BD and leaders
• Develops regional BD and marketing events

Skills

Business development

Sales strategy

CRM management

Salesforce

MS Office

Communication

Presentation

Negotiation

Project management

Team collaboration

Education

Bachelor's degree in Business or related field

Tools

Salesforce

CRM software

MS Office Suite

Job description

Overview

Focuses on growing presence and market share in identified markets aligned with HKS's practice and geographic areas of strategic growth. Leads pursuit and development activity of new client relationships for HKS, focusing on targeted clients.

Responsibilities

• Conducts market analysis to inform yearly BD planning and targeted client lists
• Collaborates with office, practice and sector leadership to establish yearly business development plans and targeted clients
• Executes yearly business development plans working with project teams and practice and regional leadership
• Creates capture plans for yearly targeted clients and executing on those capture plans working with project teams and practice and regional leadership
• Collaborates, develops and establishes relationships with prospective clients within assigned and across practices and offices
• Positions firm as a thought leader and problem solver to clients and influencers
• Communicates the HKS story and knows the key projects to be able to speak knowledgeably of the firm's capabilities, industry insights and best practices
• Represents HKS and finds opportunities to connect with potential clients through participation of local, regional and national events, including conferences
• Collaborates in the preparation of materials for business development introductions and relationship building
• Collaborates, develops and establishes relationships with prospective clients within assigned and across practices and offices
• Researches and follows up on opportunities and pursuits for individual projects and targets
• Coordinates and tracks business development pursuits in Salesforce to inform reporting for a comprehensive overview of business development and marketing activities. Including monthly pipeline reporting and win/loss hit rate ratios to determine corrective actions for future success
• Leads Business Development Huddles for the practice/region
• Ensures that every RFx and related activity is documented in Salesforce
• Collaborates with Marketing Manager and ensures that a Go/No Go process is conducted for each pursuit and that the appropriate people participate
• Ensures that the Go/No Go process is completed and documented in Salesforce
• Collaborates with pursuit champion and team on RFx response and interview to enhance deliverables
• Coordinates internal and external pursuit debrief with appropriate parties shares that information as appropriate
• Participates in client calls with other business developers and leaders as needed
• Collaborates in developing regional BD and marketing events

Qualifications

• Bachelor's degree in Business, Sales or related subject
• Typically with 10+ years of business development experience, industry experience preferred
• Experience working with Salesforce or similar CRM software preferred
• Proficiency in MS Office Suite, including Microsoft Word, Excel and PowerPoint preferred
• Knowledge of and understanding in the field of architecture/interior design
• Proven sales track record of establishing and maintaining partner relationships for immediate and on-going sales success
• Experience in developing lasting client relationships
• Excellent attention to detail and commitment to excellence
• Excellent interpersonal skills and the ability to interact with all levels of staff and customers; ability to forge trusting relationships within a diverse team
• Strong presentation skills
• Strong organizational skills and the ability to work on multiple projects at the same time
• Ability to negotiate, make difficult decisions, influence others and manage change
• Ability to work on a team in a diplomatic and collaborative manner that puts value on relationships and collaboration, both internal and external
• Ability to communicate and present ideas in a clear, concise and professional manner both verbally and in writing
• Ability to problem solve and apply innovative solutions
• Ability to collaborate and encourage collaboration in a team environment, and ability to work independently and prioritize work
• Ability to meet deadlines at expected quality
• Travel will be required

HKS is an EEO/AA Employer: M/F/Disabled/Veteran