Deputy Market Director (Wastewater) - H2M Architects and Engineers : Job Details

360 Bloomfield Ave, Windsor, CT 06095, USA

Posted Saturday, April 6, 2024 at 4:00 AM | Expired Wednesday, May 1, 2024 at 3:59 AM

JOB SUMMARY

Responsible for assisting in the development, vision, planning, execution and success of the corporate strategy in the market, focused on the CT, Westchester and Hudson Valley NY regions. It is expected that the Deputy Market Director achieve the highest level of understanding of the parameters and dynamics of operating within the market. To be successful in the market, the Deputy Market Director must have an excellent understanding of all services and skill sets provided by H2M to capitalize on all opportunities. The successful candidate will develop new and leverage existing relationships within the industry through market engagements, conferences and client interactions. The Deputy Market Director will work with other deputies and the Market Director in planning and coordination of market activities including but not limited to actively participating in industry events, presenting, developing subject matter technical materials, proposal development, etc. As an industry doer/seller, the Deputy Market Director will have required project management and participation goals. The ideal candidate therefore should possess the technical skills to perform required tasks within a project delivery structure and to engage clients and potential clients on technical matters and solutions. Maintains and develops relationships with a diverse group of existing and prospective clients. Uses the resources of H2M staff as internal contacts for new leads. Interfaces with all levels of the organization to develop and maintain the market share. Will be responsible for communicating across the divisions to ensure the market needs are met. Independent judgment is required to plan, prioritize and organize diversified workload, recommends changes in office practices or procedures relating to serving the market and adheres to the highest level of client service excellence.

JOB RESPONSIBILITIES

• Develop and oversee implementation of strategy for market growth:
  • Establish and implement a plan for growth of the wastewater market, while maintaining market revenue and operating profit projections.
  • Financial proficiency in establishing project related fees and aggressive revenue projections and profit margins is required.
• Working closely with H2M's head of the Wastewater Engineering Division to establish staffing needs, achievable project schedules and an excellent work product.
• Prepare a detailed market plan. Determine where the money is being spent [capital program]. The market plan should be prepared in cooperation with deputy market directors, account managers, division/service leaders, marketing, sales and human resources. The plan should layout the overall strategy to grow and expand H2M services in the market, identify challenges, assign responsibilities and set goals and objectives
• Prepare/develop a toolbox for sales to assist in penetrating the market and open doors. Work with the marketing team to produce materials pertinent to the market. Responsible for utilizing the CRM system for tracking leads and opportunities. Maintain a market sector mailing list in the CRM for use in developing mailers and e-mailers specific to the market
• Develop marketing strategy in conjunction with the marketing department that is specific to the market. This may include collateral materials like brochures and handouts, trade shows, articles, blogs, social media, direct mail, press releases, advertising and other aspects of marketing with a goal to promote H2M's presence in the market.
• Coordinate and communicate with the marketing and sales group. Establish the need for intelligence in the market. Establish adequacy of any needs for assistance from the marketing and sales groups and
• develop a tactical market plan with input from the sales team. Set up a communication protocol to ensure the effective coordination of the sales team in the market.
• Oversee the marketing efforts of regional offices for the purpose of unifying the market message and the overall growth of the Wastewater Engineering Division.
• Coordinate and communicate with division/service leaders regarding optimizing and diversifying H2M services within the market. Coordinate staffing needs for strategic hires for the market and assist in coordinating staffing needs amongst the divisions. Develop a communication program with the divisions to ensure the market needs are met and hires are being made as outlined in the business plans
• Deputy market directors are responsible to build a sense of team within the market. This will typically involve spending a significant amount of time with the division staff getting to know them and their capabilities. May enlist key people within the firm to assist and drive important market initiatives
• Responsible to make sure we provide excellent customer service both internally and externally. Will respond to requests of others as needed and set up a communication protocol for existing and future clients to ensure their needs are met. This includes communication with account managers within the market. Be able to fully understand the relationships between account managers and accounts and support and challenge account manager to optimize and diversify H2M services as appropriate. Work with account managers to farm additional work from current clients. Attend one-on-one client development events such as lunches, dinners, golf outings and other events like fundraisers
• Participate in trade shows and be active in industry/relevant associations including but not limited to serving on committees or hold an elected position. Prepare and submit/publish articles in your area of expertise and give presentations whenever the opportunities exist. Create opportunities to get in front of the market whenever possible such as speaking engagements. Prepare submissions for project awards in coordination with the marketing group. Be known as the H2M representative and “the expert” in the market. Provide visibility in the market
• Responsible for establishing financial goals throughout all H2M divisions/service areas for the market. The deputy market director and division/service leadership will be judged together on the financial success in the market. May also negotiate contracts. Deputy market directors are expected to be a resource to division leaders and have the ability to drill down to the working organization level and provide input regarding project performance, internal and external communication, responsiveness and cost competitiveness
• Develop teaming opportunities in the market. Prepare/coordinate proposals in conjunction with the marketing and technical staff. Take the lead on the “Go/No Go” decision for responding to RFP's. Marshall the necessary resources on proposal opportunities which may involve developing a proposal strategy, writing portions of the proposal and coordinating efforts of other technical writers to develop a winning proposal. Conduct debriefs on wins and losses in the market in coordination with the sales team.
• Identify and participate in acquisition of firms to strengthen our position in the market

STANDARDS OF PERFORMANCE

• Maintains technical knowledge through practice and awareness of changing market. When necessary attends trade shows or other outside client related events
• Remains current on the use of computer software including MS Office Suite, CRM and other technical software as needed
• Displays a team mentality by interacting with all levels of the firm, serves as a point of contact for all issues related to the market
• Follows and adheres to the highest level of client service expectations, for both internal and external clients
• Displays a positive “can do” attitude and supports company standards at all times
• Responsible to grow and develop the market

QUALIFICATIONS AND EDUCATION REQUIREMENTS

• Bachelor degree required with 15+ years' experience in the business of consulting wastewater engineering for municipal, private, and public agency clients with the ability to maintain client relations and serve a large group of internal and external clients and lead a group of technical staff.
• Relevant knowledge of project management, design, construction, operation, and administration of wastewater infrastructure is required. A strong technical background is required.
• Successful track record of performance for obtaining new clients and in creating new projects for existing clients.
• Able to develop long term, professional relationships with existing and potential clients including strong one-on-one client development and entertainment, where appropriate.
• Successful track record of performance for obtaining new clients and in creating new projects for existing clients.
• Licensed professional engineer in New York and Connecticut or able to gain reciprocity.

PREFERRED SKILLS

• Knowledge of MS suite including Word, Excel, Power Point required and CRM a plus
• Microsoft Outlook and Adobe writer experience required
• Ability to multi-task and prioritize workload
• Ability to effectively delegate responsibilities when necessary to marshal proposals, keep existing clients satisfied and help find new work
• Ability to communicate effectively with the marketplace and develop and give presentations to a group and one-on-one.
• Forecasting trends and tracking emerging technologies in wastewater collection, conveyance and treatment systems.
• Excellent written and verbal communication skills in the preparation of engineering design reports and studies, proposals for professional engineering services, public presentations, and project interviews using PowerPoint. Proficient public speaking skills are a necessity.
• Keeping abreast with local issues impacting the future of the wastewater market or oversee a team with specific vision towards industry trends in nitrogen removal, smart growth, downtown revitalization, and ground and surface water protection with the ability to promote the firm as a leader in the understanding of these types of local issues.
• A proficient grant writer is a plus in helping clients qualify for funding a project.