Business Development - Corporate - HGA

Overview::

Join HGA's Corporate market sector partnering with senior leadership in both our San Jose and San Francisco offices!

 

As an award-winning architecture, engineering, interior design and planning firm, we have an excellent opportunity for an experienced business developer who is:

• passionate about helping our clients navigate their challenges;
• forward-thinking in how we position HGA in parallel with changes in the market;
• seeking to be at the top of their game by assisting local Principals in growing revenue; and
• innovative about how HGA deepens our client engagement strategies.

In this role you will::

1.  be a trusted advisor and partner with the Practice Group Leaders and Principals to ensure the success of the practice, and 

2.  be included in the development and implementation of strategy at the regional, client, and project levels as well as leveraging a strong network to position the firm to win impactful, enduring work.

 

As this role reports to our Public | Corporate Practice Group Leader in this region, you will partner with the Principals in both our San Jose and San Francisco locations to accomplish the following:

 

Research is key – at many levels:

• Track and qualify potential leads (using tools like ZoomInfo, LinkedIn, CoStar, etc.)
  
• Initiate calls, either cold or warm, to prospective clients
• Conduct deep research on specific targeted clients, opportunities, selection committees, competition, and potential partners

Development of Strategy:

• Develop an understanding of each Principal in order to best position each of their strengths (or combined of strengths) in relation to the market and specific opportunities.
  
• Collaborate with Practice Group Leaders and Principals to create and manage an overall Bay Area strategy showcasing a competitive edge that is forward thinking, taps into HGA resources and specialties, and aligns with the national brand.
  • Use market research and analysis to identify emerging trends in the marketplace and determine how we stay aligned with changes in our client’s industries.
  • Develop a list of strategic targeted clients and project opportunities that support the Regional Plan for each practice.
  • Develop an approach to various client types such as developers, investors, and corporations.
  • Develop an approach for participation in relevant industry organizations and affiliations.
  • Assist in creating new relationships with those contacts.
• Develop an understanding of the current networks held by others within the practice and coordinate on how best to leverage them in strengthening existing relationships and building new ones.

Implementation of Strategy:

• Develop and manage capture plans for targeted clients and pursuits to have a deep understanding of clients, their business, their needs, and their decision-making process to inform how to position for opportunities updating and sharing knowledge with other Business Developers and Principals as needed.
• Identify and form relationships with key decision makers within targeted clients.
• Convert your network into opportunities.
• Advise in Go/No-Go Decisions.
• Assist in the development of a strategic point of view or win strategy for pursuits and interviews.
• Develop, maintain, and leverage a strong internal network to understand how to position Subject Matter Experts (SME’s) and all of HGA integrated services, including collaboration with other Business Developers, Market Strategists, Offices and Sectors for a strategic advantage over our competition.
• Schedule, conduct, and lead regular meetings with regional Principals to strategize, track, and inform collaborative efforts in client engagement and prepositioning.
• Inform the creation of local marketing plans completed by Marketing Managers and collaborate with the marketing team to develop proposals, collateral, and marketing strategy to increase client engagement and awareness of HGA’s capabilities.

Leveraging a Strong Network:

• Possess an established network with high-quality relationships in the Bay Area region and possess the ability to build and maintain strong business network contacts to keep abreast of industry, client, and competitor activity as well as identify strong project partners. This may entail creating a new network to align with our strategic goals.
  
• Possess the ability to share HGA differentiators that align with the needs of our targeted clients and services provided in our markets.
• Assist in positioning HGA by crafting scenarios and ideas for networking and engagement.
• Identify and represent HGA at key industry associations, events, and coordinate participation of other key HGA personnel. 

Ability to Mentor:

• Assist Principals in converting opportunities into project wins and long-term accounts.
  • Inform win strategy for proposals and interviews.
  • Coach and mentor Principals and pursuit teams on business development strategy and skills, as well as interview preparation in conjunction with our marketing team.
  • Collaborate with Principals and Subject Matter Experts (SME’s) on a strategy, as well as coaching on how to build and maintain key client relationships.
• Ability to mentor the next generation of Associate Principals and senior Project Managers in business development skills.

You will need to have::

• experience in Deltek Vision and/or other CRM/real estate software;
• a strong acumen to learn new technologies and software for data input;
• experience with coordination of conferences, inform the registration of booth/sponsorship, coordinate attendees, and plan events; and
• ability to understand and analyze detailed marketing budget reports, manage spend, and assist in reporting KPIs.

Salary Information::

The pay ranges listed align to the geography of the following offices: San Franscisco, and San Jose. Actual compensation will be based upon work experience, education, licensure requirements and/or skill level and will be finalized at the time of offer. Individuals in this role working more than 24 hours a week on a regular basis are eligible to participate in HGA’s robust benefit programs which include an annual bonus and success sharing bonus program, 401(k) guaranteed contribution, paid parental leave, medical, dental and life insurance plans as well as PTO and short- and long-term disability programs. Salary Range: $102,900-$180,000.

 

 

Additional Information::

Equity
Equity is a living, breathing part of who we are and what we do at HGA. Our goal is to ensure that every employee brings their authentic self to work, feels a sense of belonging and works collaboratively to support each other.

 

Sustainability
We are committed to meeting our clients' sustainability goals as well as challenging our industry. We aim to develop the expertise and research to push beyond net zero energy to positive energy; from neutral effect on health, safety, and resources to a positive one. As the need and desire for sustainability environments grow, so does the focus on high-performance buildings with sound data that we can share back with clients and our design teams.

 

Application Requirements
Click on Apply and submit your resume, portfolio, and cover letter.

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