West Regional Market Leader

AEI - San Jose - [6SJO] - San Jose, CA

We are seeking a ! This position will be based at our San Jose, CA office, or could be based remotely in the region. The candidate shall be responsible for the operational leadership of the region including developing and executing a strategic regional business plan focused on the West Region of the United States, which includes California, Washington, Oregon, Nevada, Arizona, New Mexico, Colorado, Utah, Idaho, Montana, Wyoming, Alaska, and Hawaii. Our Office Locations within this region currently include San Jose and Los Angeles, which are subject to change. Key duties will include identifying, developing and pursuing target Clients and Programs/Projects which compliment Arora's complete service offerings across all market sectors, as well as exploring other diversification strategies to generate business with new clients and markets. Key services include Facility and Airfield Systems Engineering, as well as Construction Management, and Technology (Asset Management, Geospatial, and Software).

Operational responsibilities include oversite of the regional offices and staff in support of the national practice leads, client management and satisfaction, and ultimate responsibility for project delivery within the region, to include project utilization of project executive and select project management roles. Along with this will be coordination with national practice leads for required local resources needed to win, and deliver work. In addition, this role will collaborate with the Executive Leadership Team to administer policy and guidelines established with accounting, human resources, legal, information systems, communications, and strategy resources. Further, the candidate must display strong communication skills to collaborate with internal and external team members and clients during the project delivery process.

• General:
  • Represents Arora externally in the Business Community and serves as the critical Point-of-Contact (POC) for external communication including pursuits, project delivery, recruitment, and business/commercial functions.
• Market Lead Responsibilities:
  • Possess a strong regional knowledge and understanding of the West Business Community Marketplace inclusive of a network of established agency and partner contacts.
  • Responsible for the development of business in the region to sustain growth:
    • Identify, develop and generate successful regional Pipeline Opportunities.
    • Identify potential teaming partners.
    • Leading the complete project life cycle from identification, positioning, proposal, negotiation through delivery and close out.
  • Be able to generate and meet regional sales targets.
  • Responsible for leading and preparing proposals with support from Marketing and national practice leads for all regional business development opportunities.
  • Participate in regional Business Community activities on behalf of Arora.
  • Works within CRM system (Deltek Vision, OnePageCRM, Salesforce, etc.) to update client data and opportunities, leads, and pipeline to ensure data accuracy.
  • Supports corporate and client events, conferences, and tradeshows.
  • Delivers Arora introduction presentations to prospective clients.
  • Utilizes existing network and seeks new contacts to proactively pursue new business opportunities.
• Operational Responsibilities:
  • Coordinate with Arora's Technical Project Managers, Practice Leads, Operations Managers, and Discipline Leads as well as other regions needed for design support to ensure regional work meets Arora Quality Assurance Standards.
  • Provides leadership, direction, and guidance to all regional staff.
• Project Management Requirements:
  • Serve as Project Executive on regional projects.
  • Support Project Management Office and Project Manager in stakeholder management and project execution as needed.
  • Responsible for collaborating with Project Managers in ascertaining client satisfaction.

• Duties as assigned by the CMO, CDO, and SVP, Planning and Design.

• Bachelor's degree in Engineering or related field.
• Professional Engineering (PE) licensure in Electrical, Mechanical, or Fire Protection preferred
• 12+ years business development and marketing expertise, including 5 years of management experience, demonstrating responsibility for project (or group/office) profit and loss.
• Experience in A/E/C industry mandatory.
• Experience with Target Market Sectors including Transportation Industry preferred.
• Valid state driver's license (any in US) and ability to maintain a safe driving record.
• In possession of appropriate documentation to legally gain and maintain employment in the US.
• Ability to develop and maintain productive business relationships with clients, colleagues and vendors.

• Experience and knowledge of business development as it pertains to the A/E/C and technology industry.
• Thorough knowledge of design-to-completion engineering processes.
• Proven record of increasing business development successes.
• Proven record of increasing leadership responsibility and expertise, including: decision making, flexibility, problem-solving, reasoning strategic thinking, and accountability.
• Excellent negotiation and interpersonal skills.
• Thorough knowledge of Company Standards and Core Values.
• Ability to model Core Values.
• Exceptional communications skills including ability to direct communication at audience's level, excellent writing and verbal skills.
• Demonstrated good judgment, and discretion in all communications.
• Ability to create and maintain productive relationships with employees, clients, and vendors.
• Ability to drive and maintain a safe driving record.
• Existing Client network and relationship in Arora's Target Sectors.
• Ability to create opportunities, drive a sales process, close deals, and stay involved in their follow-through.

- Arora provides clients in the aviation, transportation, education, government, and commercial/institutional sectors with engineering services for intelligent infrastructure solutions. Through smart design, construction management, and facilities maintenance management, we rethink industry needs to help keep clients on the cutting edge and add value to a project. Arora is a growing firm that welcomes individuals with a thirst for knowledge and the energy to tackle projects that help take the infrastructure of our world to the next level.

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required of employees assigned to this position.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against, on the basis of these factors or of disability.