WHAT WE’RE LOOKING FOR

At HNTB, you can create a career that is meaningful to you while building communities that matter to all of us. For more than a century, we have been delivering solutions for some of the largest, most complex infrastructure projects across the country. With our historic growth, it is an exciting time to join our team of employee-owners. This opportunity functions as a key member of the division leadership team and may at times have impact at the HNTB Corporation business unit level.
The successful candidate should have a deep understanding of HNTB’s markets and be able to inspire the Northeast Division team to think big and in alignment with our clients strategy. This person should be able to help inspire creative and innovative approaches to help our clients with their programs and drive growth across the Division.

WHAT YOU’LL DO:

• Provides leadership and takes ownership for total Sophisticated Sales Approach (SSA) process for the division under the general direction of the Division President.
• Provides leadership in the division marketing function including line authority over this function and the Division Marketing Sales Manager.
• Hires and/or provides managerial leadership to a Division Marketing Sales Manager and organization to ensure the Division Sales Officer remains focused on significant sales related issues and to ensure that each office cooperates and utilizes the division marketing resources effectively.
• Leads, champions, owns, teaches and is responsible for the total SSA process. Provides oversight and evaluation of office SSA effectiveness; intervene when needed to make and improve upon process improvements.
• Wins mega projects and serves as master strategist of mega projects and other major pursuits. Brings firm-wide resources and external resources on project pursuits and project performance.
• Supports cash management goals and objectives.
• Acts as coach during the selection interview preparation process.
• Facilitates the Government Relations Program in the offices and throughout the division including oversight of legislative initiatives, personal involvement with clients, elected officials, contributions, and fed PAC.
• Leads War Rooms.
• Fosters effective teaming relationships at local, regional and national levels.
• Positions people for specific assignments both internally and recruiting externally as a “talent scout”.
• Acts as a trusted advisor to the Division President, serving as part of the leadership team and contributing beyond sales focus.
• Participates in client service action plans.
• Shepherds the preparation of the division strategic plan, following the HNTB process, involving key inputs, ideas, and drafts for review and direction by the Division President.
• Encourages, facilitates, and energizes the office strategic planning process throughout the division, reviewing, commenting on, and following-up on office strategic plans.
• Accountable for sales goals both budget and performance, leads and fees, division win/loss, Momentum, client assessments, and client audits.
• Ensures debriefs and After Action Reviews (AAR) are completed on all pursuits, follow-up and act on lessons learned.
• Responsible for Go/No Go on mega teaming/ role / subs / net to gross. Has signing authority on Mega Go/No Go decisions as designated by the Division President and on specific areas of responsibility and assignments.
• Demonstrates a passion for sales, owns the pursuits, follow-through, and not just administer the SSA process.
• Chairs the office Sales Managers’ group weekly meeting and communications.
• Performs other duties as assigned.

WHAT YOU’LL DO:

This role involves leading and managing the Sophisticated Sales Approach (SSA) process and division marketing, including hiring and overseeing the Division Marketing Sales Manager. Responsibilities include strategizing and winning mega projects, supporting cash management goals, facilitating the Government Relations Program, leading War Rooms, and fostering effective teaming relationships. The position also requires acting as a trusted advisor to the Division President, preparing and overseeing the division strategic plan, ensuring sales goals and client assessments are met, making Go/No Go decisions on mega teaming, and chairing weekly Sales Managers’ meetings.
High-level qualifications include a bachelor’s degree and 15 years of related experience.