Overview:
Focuses on growing presence and market share in identified markets aligned with HKS’s practice and geographic areas of strategic growth. Develops connects to lead pursuit and development activity of new client relationships for HKS, focusing on targeted clients. Developing into a leader and facilitating collaboration is key, as well as enjoying creating relationships and strategic partnerships.
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
Base Salary Range: $120k - $150k annually – Los Angeles location only
The estimate displayed represents the general base salary range of candidates hired in the Los Angeles location only. Factors that may be used to determine your actual salary may include internal equity, experience, education, specialty and training.
HKS offers a comprehensive total compensation & benefits package with health, dental, and vision care coverage, 401(k) plans, life & AD&D insurance, short/long term disability plans, paid days off (sick leave, parental leave, vacation), and much more for benefits-eligible employees. To learn more about our benefits visit this page.
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
What We Do
We are a design firm of more than 1,400 architects, interior designers, urban designers, scientists, artists, anthropologists and more. We work together across industries and across the globe to create places that delight, heal and stimulate peak performance.
We nurture a culture of extraordinary people with curious and creative minds who are passionate about delivering elegant solutions. We also have a dedicated research team devoted to discovering processes and ideas that improve outcomes for everyone.
In everything we do, we're mindful of the fragility of all life and of the planet.
