Architectural Business Development Leader - New York, United States - NELSON

Description

Our Community Civic & Justice (CCJ) practice is seeking a Business Development Leader (BDL) who will be responsible for end-to-end business development, from initial prospect identification through the lifecycle of the client's relationship with the firm. These duties include developing a comprehensive business development plan to fuel our growth, creating targeted prospect lists, daily outbound outreach activities, receiving and responding to new RFPs, overseeing the proposal response team and appropriate delegating tasks.

The BDL will work with Marketing and Practice Leadership to shape our strategies for building brand awareness. This is a "team sale" model, and the BDL will act as the "deal quarterback", ensuring that the best available resources are staffed on any given project within their pipeline. This is a "closer" role, and the BDL will be measured by the total amount of revenue they are able to source and close/win.

Experience in Architecture, Interior Designer, or a related field is preferred. Candidates with experience in the following architecture/design sectors/practice areas are encouraged to apply: Community, Civic, Justice

Attributes to support the NELSON Culture: Go All-In, Keep It Real, Embrace Growth, Think Boldly and Be You:

• Go All-In - Take responsibility for your actions, do what you say and always lead by example
• Keep It Real - Communicate with empathy, transparency and respect to support each other in the pursuit of great work
• Embrace Growth - Seek to learn, grow and experiment to fuel our future
• Think Boldly - Exude a passion for problem solving, creativity and curiosity in everything you do
• Be You - Express your unique self and actively engage in our fun, diverse community of real people

Primary responsibility for this position is Business Development, as a Business Development Leader (BDL) as part of the NELSON Sales Team. These duties may not preclude performance of other jobs that may be assigned. Responsibilities will vary with the demands of the Practice, Region and projects. Critical features of this job are described under the headings below. They may be subject to change at any time due to reasonable accommodation or other reasons.

Primary Responsibilities:

• Build comprehensive business development, sales, and marketing strategy.
• Identify new prospects, qualify opportunities, and handle initial introduction calls.
• Collaborate with Practice Leaders and HQ Marketing to identify key opportunities for networking and sponsorship.
• Lead the sales process for new clients from qualification through the proposal process, and ultimately to a closed/won contract.
• Make go/no-go determinations for RFP responses and coordinate internal and external stakeholders around successful bid submissions.
• Leads the team in the development of RFP responses, proposals, interviews, and pitch presentations, guiding the team in content development. Coaching the pursuit team as needed.
• Track and maintain pipeline alignment and provide ongoing strategic and tactical analysis of industry data and other relevant business trends.
• Maintain CRM with all sales activity related to prospecting, field meeting outcomes, and opportunity pursuits.
• Attend weekly & monthly sales/marketing communications meetings, town halls, and other appropriate company meetings.
• Travel to/Attend client pitches; must be able to attend in-person meetings and events.

Additional Responsibilities:

• Responsible for supporting the Firm's vision, mission and business strategic plans, goals, philosophy, principles and values.
• Handle a variety of confidential information and maintain confidentiality.
• Conduct training where appropriate.

Required Knowledge, Skills, and Abilities:

• Yes, AND attitude and work ethic.
• Experience with strategic sales development, market research, direct marketing and sales campaigns, proposal preparation and development of Practice specific and firm-wide collateral materials.
• Ability to work independently and be self-motivated with good follow through skills.
• Strong writing capabilities and an eye for graphic composition
• Resourceful, well organized, hands on, excellent reasoning abilities with excellent communication skills.
• Ability to motivate and work effectively with unique and diverse personalities, be tactful, mature, and flexible.
• Exceptional flexibility and orientation toward innovation and change.
• Ability to effectively present information to Firm leadership and clients.
• Ability to respond to common inquiries or complaints from clients.
• Ability to establish credibility, be decisive and support Firm preferences and priorities.
• Good business acumen and computer proficiency.
• Ability to plan a myriad of activities with high energy level.
• Ability to problem-solve, make suggestions, use sounds judgment, and think on feet.
• Understanding of the financial indicators and how their functions impact the bottom line.
• Strong inter-personal skills experience to effectively build trust and relationships with clients.
• Track record in developing new business.

Required Education and Experience:

• Minimum 5 years' experience in business development or proposal marketing gained through increasingly responsible positions.
• Bachelor's degree or MBA in Marketing, Business, OR substantive, directly relevant, successful experience in architecture, design or related field.
• Knowledge of the Architectural & Design Services industry, sales process, competition, industry events, and annual work cycles.

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