Federal Client Development Lead

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 foster a culture of inclusion throughout our company and within our communities, we constantly ask ourselves: What is our impact on the world?

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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.

The Federal Client Development Lead (CDL) will drive and oversee the processes and activities to achieve booking goals and excellent client relationships. Specific responsibilities include:

• In partnership with program and operations leadership, develop and implement annual plans including strategic goals and objectives that align with meeting financial net fees booked (NFB) goals.
• Analyze and qualify potential clients that align with professional and financial value to the firm. Identify contact and assist in building relationships with key decision makers of targeted clients.
• Drive client development plans for key clients and bases
• 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 annual growth strategy and participate in the annual planning/budgeting process
• Suggest and investigate "investments" required to grow the sector, including new markets/ service offerings, acquisitions, key hires, internal mentorship, and strategy development
• Identify client leads and establish focused client management efforts for each client organization/installation
• Implement go/no-go decision process in accordance with HDR's Matrix of Authority.
• Train and mentor employees on business development and marketing best practices.
• 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.
• Project assignments will vary depending on the skill of the actual candidate.
• Lead pursuit teams in creating and implementing effective win strategies (capture planning)
• Ensure SF330/proposal development for key pursuits.
• Drive continuous Oracle Sales Cloud updates on new and existing opportunities
• Closely manage expenditures of Marketing Budgets and adjust when/where appropriate
• Ensure coordinated plans for conference attendance to include presentations and awards
• Perform other duties as assigned.
• Work with Business Group Manager and Marketing Services Manager to:
  • Pursue opportunities, including leading key pursuits and ensuring sound capture planning
  • Coordinate/collaborate with Federal CDLs
  • Develop practice-specific strategic goals and initiatives
  • Track and communicate client/industry trends in types of work, funding, priorities, and future direction
  • Assist in contract sellout plans

This role will also include Project Management responsibilities/activities:

• Plan and manage all aspects of multi-discipline projects throughout the project's lifecycle (from development & initiation to close-out)

• Coordinate work of professional staff and subconsultants on federal facility projects with high degree of technical complexity

• Establish client relations, and be involved with marketing, contractual, design and production meetings

• Produce and coordinate several projects concurrently

• Participate in design reviews with various governing agencies for compliance with UFCs

• Conduct work sessions for design development and contract document in conjunction with other staff

• Coordinate workload through entire project development, and ensure completion of documents on schedule

• Track financial aspects of projects, and coordinate and adjust work effort with team to ensure that work is completed within parameters of agreed-to schedule

• Work with Business/Accounting Manager or Project Controller and Department Manager for project reviews and with company management as needed

• Implement QA/QC procedures in compliance with HDR's QMS

Preferred Qualifications

• Bachelor's Degree in Science or Engineering

• 10-15 years of relevant experience leading client and project teams

• 7 years in project management and/or client development experience for an A/E firm providing multi-discipline facility design services for Federal Clients.

• Proven ability to develop and implement client development plans and deep knowledge of the A/E/C industry's approach to federal procurement

• Previous experience capture planning and developing SF330 for A/E IDIQ Contracts.

• Experience managing projects for Federal clients.

• Strong track record of excellent client service, including receiving strong CPARS ratings.

• Experience working with DOD clients, including USACE and Air Force and specifically USACE Far East District and USACE Sacramento District

• Experienced in the development and management of diverse teams

• Strong leadership skills with proven ability to lead and motivate others in executing concurrent tasks, prioritizing demands coming from multiple people, and meeting deadlines

• Strong analytical skills and ability to identify and execute innovative business and technology solution to support program team requirements

• Excellent written and verbal communications skills; demonstrated experience in writing compelling content based on information from technical staff

• Commitment to HDR's core values of quality work and continuous improvement

• An attitude and commitment to being an active participant of our employee-owned culture is a must