Marketing Director

Posted on Jan 23, 2019 by Wsp | Parsons Brinckerhoff

Washington, WA 20001
Sales
Immediate Start
Annual Salary
Full-Time

The employer is the U.S. operating company of one of the world's leading engineering and professional services firms.

  • Client Relations Management
  • Oversee development and implementation of Client Relations Management Plans
  • Key clients that are accessible via internal relationships
  • Key clients that are owned by Advisory
  • Ensure all staff that will have direct client responsibilities have participated in client relations training.
  • Establish and maintain personal client relations with selected clients.
  • Monitor and continuously improve the effectiveness of Client Relations Management Plan.
  • Marketing Management
  • Manage the Advisory marketing team of 6-10 people.
  • Oversee the recruitment, development and retention of the Advisory marketing team.
  • Assess needs and capabilities of the Advisory organization, growth plans / strategies, relationships with other end markets, and other related topics to support the development of a Strategic Sales & Marketing Plan.
  • Sets forth short, medium & long term plans for Advisory marketing / sales growth including enhancements to the organization, key goals, steps to achieve goals including timing, and any other requirements related to people, process and tools.
  • Includes sales and marketing strategies for both front end / early stage services more commonly deployed by Advisory, as well as the interrelationships with downstream services for all end markets (Advisory, Energy, Property & Buildings, Transportation & Infrastructure, Water & Environment). Essentially, strategies to sell not only Advisory, but downstream opportunities for the entire company.
  • Maintain high level of focus on pipeline development.
  • Direct ongoing intelligence gathering on client issues, decision makers, and pursuit status.
  • Track results of all pursuits and analyze data to uncover trends by client, markets, size, pursuit staff, etc.
  • Monitor competitors' pursuit process.
  • Identify candidates (internal and external) for marketing staff positions.
  • Develop and implement the Advisory marketing budget.
  • Pursuit/Bid Management
  • Manage the Go/No-Go decision making process with Advisory and other end market leaders including Area Managers. Ensure that the Pursuit Management Process is followed for all pursuits.
  • Serve on the Red Team for all strategic pursuits.
  • Ensure debriefs are performed on all lost opportunities and incorporate critical intelligence in future pursuit efforts.
  • Engage in and contribute to the Pursuit Management Process on selected opportunities.
  • Recommend the appropriate marketing staffing level and distribution.
  • Review performance of staff and identify future development areas.
  • Over fifteen years of experience in infrastructure professional services marketing or similar position with an established track record in meeting sales goals for a multi-state region.
  • Passion for continuous improvement, seeking new strategies to grow/enhance sales/marketing capabilities and market positioning to continuously differentiate Advisory and the broader suite of services in the marketplace.
  • Experience in building and managing teams of marketing professionals including proposal coordinators and other key personnel.
  • Experience in leading and winning large strategic pursuits.
  • Understanding of the commercial aspects of major, complex pursuits and how to how to manage the proposal development process from creation through submission.
  • Established relationships with internal clients and decision makers. It is desirable to have additional relationships with teaming partners and key client decision makers as well.

Reference: 615425922

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