Strategy & Development Manager

Strategy & Development Manager - Healthcare

HED is looking to add an experienced person to our Strategy and Development team. The person filling this position will be responsible for building a new regional Healthcare market in the Midwest region. Qualified candidates should already have an extensive amount of relationships within the Healthcare community.

About HED

We are a team that is full of ideas, experience, creativity, passionate opinions, insatiable curiosity, uncompromising integrity, commitment, and skill. Our culture is about aspiration, embracing change and challenges, listening to (and learning from) each other, encouraging continual learning, and inspiring collective growth. As an inclusive, integrated architecture and engineering practice, we value the diversity of perspectives, experiences, abilities, and expertise that advance both the work we do, and the world we share.

Position Summary
HED is seeking a Strategy and Business Development Manager to join our Healthcare team. The position focuses on growing presence and market share in identified markets aligned with HED's practice and geographic areas of strategic growth. Leads the pursuit and development activities of new client relationships for HED, focusing on targeted clients.

Conduct business development efforts, lead high-value pursuits in coordinating with the sector team(s) and sector leadership by identifying prospects, performing market research, and integrating with the development of strategy for client proposals. Drive revenue growth and sales by fostering strong client and industry relationships. This position will be based out of our Chicago office.

Responsibilities

• Existing working relationships with Healthcare System leadership
• Conducts market analysis to inform, develop and implement sales growth strategies that align with targeted client lists, the company, and Healthcare sector goals
• Collaborates with office, national practice and sector leadership to establish yearly business development plans and targeted clients
• Executes and expands key client accounts, serving as the initial point of contact
• Refine the market strategy and analysis and competitive intelligence on behalf of sector leaders and the business development team
• Assist in mentoring technical professionals, sector leaders, and others in the business development process
• Creates Target Client capture plans for yearly targeted clients and executing on those capture plans working with project teams and practice and regional leadership
• Positions firm as a thought leader and problem solver to Healthcare clients and influencers.
• Represents HED and finds opportunities to connect with potential clients through participation in local, regional and national events, including conferences
• Collaborates in the preparation of materials for business development introductions and relationship building
• Collaborates, develops and establishes relationships with prospective clients within assigned and across practices and offices
• Researches and follows up on opportunities and pursuits for individual projects and targets
• Coordinates and tracks business development pursuits in CRM 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
• Participates in and leads Business Development Huddles for the practice/region
• Ensures that every opportunity and related activity is documented in the CRM
• Collaborates with the Marketing Manager and ensures that a Go/No-Go process is conducted for each pursuit and that the appropriate people participate
• Ensures that the Go/No-Go process is completed and documented in CRM
• Collaborates with pursuit champion and team on RFx response and interview to enhance deliverables
• Coordinates internal and external pursuit debriefs with appropriate parties and shares information as appropriate
• Participates in client calls with other business developers and leaders as needed
• Collaborates in developing regional Healthcare BD and marketing events

Skills

• Leadership, Team, and Client management skills
• Advanced insight into market and competitive landscape to provide and strategic marketing consultation to the sectors
• Make data driven sales decisions utilizing business development KPIs in coordination with sector leadership
• Strategic thinking and ability to align solutions with client needs
• Understanding of key sales performance metrics and reporting
• Networking and relationship-building ability

Essential Functions

• Engage in market analysis and competitive intelligence on behalf of sector leaders and the business development team
• Lead client meetings, presentations, and sales pitches
• Lead in the preparation of proposals and interview pitches, and assist the marketing team with response strategy
• Serve as the trusted advisor to Business Leader(s) and Sector Leaders
• Have a deep understanding of the company's services and client needs.
• Communication and interpersonal skills.
• Initiate, develop and track client contacts, identify key decision makers, introduce Firm capabilities and identify potential service opportunities.
• Manage the client development process by providing information, promotional materials and advice to potential clients, and act as liaison for the firm.
• Experience working with and proficient in CRM and sales tools to maintain databases for opportunities, pursuits and client contacts.
• Perform additional assignments as directed by the Business Leaders and Sector Leaders.
• Proven sales track record of establishing and maintaining Healthcare partner relationships for immediate and on-going sales success
• Experience in developing lasting Healthcare 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 solve problems 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 - 50%

Requirements

• Bachelor's Degree in Architecture or Engineering, Marketing, Business or Communications or a minimum of 10-15 years of equivalent sales experience.
• Ability to manage multiple deadlines and diverse teams in a fast-paced environment.
• Very detail-oriented, self-motivated, enthusiastic and flexible.
• Ability to interact well in various business and social settings with all types of people in a mature and professional manner.
• Ability to represent Company at professional conferences and other industry events.
• Computer literate in general office applications.
• Excellent writing and speaking skills

Physical Requirements

• Must be able to effectively communicate in writing and verbally via phone, video conferencing, and in-person.
• Ability to attend after-hours business functions and conferences
• Ability to travel to other company locations, client sites, or out-of-town events
  

Work Environment

• We embrace a hybrid model that promotes both autonomy and collaboration, including the freedom to work from home, with regular in-office days to connect with teammates and build culture.
• The office is a professional, open-space environment for collaborative and independent work.

Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.