Client Development Manager

Job Description

General Responsibilities :

Actively search for new business opportunities for engineering consulting department, office or division. Develop and foster long-term client relationships. Utilize contacts in appropriate professional organizations to network with potential clients and develop intelligence regarding the firm’s competition. Use networking contacts to develop leads and provide new projects from past, existing and future clients. Prepare marketing materials including qualification packages, written proposals and other client submittals.

Essential Roles and Responsibilities :

• Oversee and manage the client development efforts for a large office or region.
• Provides client development leadership within a large office or region. This would include tracking and reporting of key marketing information, facilitating strategy meetings, motivating and training others in the art of client development and major project pursuit, managing key client relationships and professional organization membership and networking.
• Manages staff that may include marketing specialists and client development specialists.
• Collaborates with management to develop client development plans, budgets and performance goals for their staff and themselves.
• Develops key competencies in the companies’ business intelligence tools, in order to assist managers and others in strategic decision making (markets, sectors, go / no-go, etc.) and making the best use of their time and efforts.
• Has the experience and know-how to facilitate strategy meetings for both client and major project pursuits.
• Directs the activities and monitors the results of subordinate direct reports.
• Oversees the process of reporting client development results for both direct reports and themselves. This includes client and project pursuits, RFPs, proposals, key wins and losses, industry activities and other general marketing responsibilities.
• Regularly engages department, office, and regional management to keep them informed of activities and results, and regularly meets with supervisor to discuss progress on initiatives and plans as well as other items including career advancement.
• Works with corporate personnel including national accounts, sectors and marketing to assist in overall company goals related to revenue growth.
• Attend professional organization, government and technical meetings / events as a representative of Terracon and coordinate / participate in these meetings and events on a regular basis. Develop understanding and be aware of project-related risk. Be familiar with what could go wrong on a project and how to protect the Company. Be familiar with company risk policies.
• Lead safety efforts for team and ensure team follows safety rules and guidelines. Responsible for creating and modeling a safe work environment; demonstrates safety practices. Promote pre-task planning for all projects.
• Promote continuous quality monitoring and improvement on projects. Monitor quality standards and practices. Engage APRs in projects at their onset.

Requirements :

Preferred Certification :