Business Development Specialist | Venues

Overview:

Responsibilities:

Revenue or Opportunity Generation

• Learns to conduct 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
• Learns to create 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 practice and potentially across practices and offices
• Sets up meetings and calls with qualified (prospective) clients
• Follows up on opportunities and pursuits for individual projects and targets; defines cadence of contact with each target to assist with prepositioning
• Works to communicate the HKS story and learns about 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 developing regional BD and marketing events
• Collaborates in the preparation of materials for business development introductions and relationship building
• 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
• Works to ensure that every RFx and related activity is documented in Salesforce
• Collaborates with Marketing Strategist, Business Development Director, Global Practice Director and pursuit champions to ensure that a Go/No Go process is conducted for each pursuit and that the appropriate people participate
• Collaborates to ensure that the Go/No Go process is completed and documented in Salesforce
• Collaborates with pursuit champion and team subsequent to RFx response and interview preparations and strategies 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
• Attends Business Development strategy meetings to collaborate with respective team

Cultural

• Endorses the firm's cultural values, including a commitment to quality, innovation, learning and growth
• Acts with positive, service-driven attitude with a commitment to going above and beyond to help clients and team members
• Collaborates across practices/offices on client relations and connections
• Facilitates the local team's self-evaluation and retrospection to distill and distribute lessons learned within the team and the firm, particularly around project pursuits
• Resolves conflict effectively and encourages a healthy team environment
• Fosters and maintains a collaborative professional working relationship with the project teams, including promoting communication and creating approachability
• Takes personal responsibility for fostering a green workplace through sustainable work practices

Financial

• Collaborates with practice and regional leadership to create annual business development plans that inform our annual budgeting process
• May lead as champion or collaborate in managing pursuit projects to satisfy requirements with best possible ROI
• Collaborates on development of annual regional marketing budget including conference attendance and forecasted travel
• Works to responsibly manage the marketing and business development spend for each pursuit

Qualifications:

• Bachelor's degree in Business, Sales or related subject
• Typically with 8+ 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 proactively 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

If you currently work for HKS, please submit your application via the Internal Careers Portal.

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