Senior Federal Business Development Manager

Federal Program Management And Construction Management Services

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 work to weave diversity, equity, and inclusion into our work and foster a sense of belonging throughout the company and within our communities, we constantly ask ourselves: What is our impact on the world? 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.

HDR is seeking a driven, hands-on professional to lead client development efforts primarily for our Program Management and Construction Management Services for Federal clients. We have provided successful Program Management and Construction Management (PMCM) and engineering support for the General Services Administrations (GSA), US Army Corps of Engineers (USACE), Naval Facilities Engineering Command (NAVFAC), Army, Navy, and Air Force on construction programs worldwide.

HDR's numerous programs and long history gives us unparalleled experience in Program Management, Construction Program Management, Base Operations Support Services Contract, Staff Augmentation, and on-site programmatic support.

Our ideal candidate is an entrepreneurial business development professional who can work with dynamic teams to establish and implement market and client-specific development growth plans and strategy that will deliver tangible measurable results. The landscape for these clients is rapidly changing and more competitive than ever. We strive to connect our clients with our highly specialized technical and project management staff to deliver solutions unique to their needs. This position can be located anywhere in the US and we will consider other offices than those that are listed. There will be travel up to 50% within the US to cultivate new and ongoing business endeavors.

Primary Responsibilities

• Work with Client Development Leaders and Area Manager to identify targets and growth areas, and lead implementation of growth plans and initiatives.
• Develop capture strategy for new clients and develop/mature pursuit strategies in partnership with operations and management.
• Position PMCM group to win staff augmentation, base operating support services, program management, and/or construction management contracts for federal government.
• Market existing clients and ID/IQ contracts to position for and win task orders for the FED PM/CM group within HDR.
• Identify and strategically participate in industry conferences directly aligned with market growth strategy. Lead participation activities for conferences and awards.
• Guide development of program-level client plans and assist with client management. Lead marketing training efforts for technical and project managers. Lead and/or support capture planning activities for select clients to include leading pursuit teams and participating in SF330 preparation.
• Support annual budgeting activities to identify required budgets and personnel in accordance with annual and strategic plans.
• Identify and lead development of marketing and proposal materials to support Federal proposal preparation, client visits, conferences, and other required documentation.
• Manage the tracking and reporting of leads, opportunities, bookings, and a marketing budget.
• Provide strategy, storyboarding and message development for pursuits, presentations, emerging technical areas, and external and internal communication.

Preferred Qualifications

• Track record of capturing staff augmentation, base operating support services, program management, and/or construction management contracts.
• Experience working in the construction industry, specifically in program management or construction management.
• Experience working in or managing DoD Base Operations and services (BOS) contracts.
• Registered Licensed Professional Engineer, Registered Architect, or Certified Construction Manager.
• A minimum of 15 years' experience in business development of operations in the federal market with recent experience and knowledge of USACE, DoD, and civilian federal agencies. Understanding of proposal efforts, proposal pricing, contract terminology, negotiations with potential clients.
• Experienced self-starter with a proven long-term track record of growing their firm and achieving long term strategic objectives while operating in a team environment.
• Ability to negotiate with key members of other firms.
• Successful track record of winning contracts that deliver services in multiple contract types and procurements (Firm Fixed Price, Cost Plus, Cost Reimbursable).
• Proven results with development and execution of a federal business development plan.
• Strong existing client relationships and ability to interface at all levels within client organizations.
• Capable of developing comprehensive client account strategies to produce winning results at the IDIQ level and Task Order Level.
• Understanding of current market trends and differentiated solutions in this space.
• Understanding of design-build and design-bid-build construction contract execution as well as all forms of USG contract acquisition vehicles.
• Strong understanding of program execution risk and how to deliver programs while maintaining exceptional client relations.

Required Qualifications

• A minimum of 15 years relevant industry experience
• Demonstrated "self-starter" with a history of completing projects with limited oversight
• Deep knowledge of the A/E/C industry's standard approach to procurement of professional services
• Demonstrated ability to motivate and inspire others
• Demonstrated ability to build a network of clients and industry partners
• Experience in sales and developing effective win strategies
• Strong financial acumen and negotiation skills
• Excellent written and verbal communication skills
• Proficient in Microsoft Office applications, including Outlook, Word, Excel and PowerPoint
• Ability and desire to travel and engage with others in-person
• Demonstrated experience in writing compelling content based on information from technical staff
• Demonstrated experience in growing programs in new or highly competitive markets
• Demonstrated experience in winning high-value contracts in the A/E/C industry

HDR is our company. Together, we build on each other's life experiences and perspectives to make great things possible every day. This shapes our collaborative culture, encourages organizational trust and connects us closer to the clients and communities we serve. As employee owners, we all have a role in creating an inclusive environment where each of us is welcomed, valued, respected and empowered to bring our authentic selves to work every day. Our eight Employee Network Groups (Asian Pacific, Black, Hispanic/Latino(a), LGBTQ+, People with Disabilities, Veterans, Women, Young Professionals) help create a sense of belonging and foster a supportive environment where everyone is empowered to engage and contribute. Each group has an executive sponsor and is open to all employees.