Lead business development for sports practice: perform market analysis; create and execute capture and BD plans; build C‑suite client relationships; manage pursuits in Salesforce; represent firm at events; develop thought leadership; support BD budgeting and regional growth. Travel required.
Overview:
Focuses on growing presence and market share in identified markets aligned with HKS’s practice and geographic areas of strategic growth. Leads pursuit and development activity of new client relationships for HKS, focusing on targeted clients.Responsibilities:
- Conducts market analysis to inform yearly BD planning and targeted client lists
- Collaborates with office, practice and sector leadership to establish yearly business development plans and targeted clients
- Executes yearly business development plans working with project teams and practice and regional leadership
- Creates capture plans for yearly targeted clients and executing on those capture plans working with project teams and practice and regional leadership
- Collaborates, develops and establishes relationships with prospective clients within assigned and across practices and offices
- Positions firm as a thought leader and problem solver to clients and influencers
- Communicates the HKS story and knows the key projects to be able to speak knowledgeably of the firm's capabilities, industry insights and best practices
- Represents HKS and finds opportunities to connect with potential clients through participation of 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 Salesforce 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
- Ensures that every RFx and related activity is documented in Salesforce
- Collaborates with 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 Salesforce
- Collaborates with pursuit champion and team on RFx response and interview to enhance deliverables
- Coordinates internal and external pursuit debrief with appropriate parties shares that information as appropriate
- Participates in client calls with other business developers and leaders as needed
- Collaborates in developing regional BD and marketing events
- Drives proactive client development to build qualified pipeline and win work with owners, operators, rights-holders, investors and delivery partners in sports and entertainment
- Develops Point-of-View pieces to strategically deliver to prospective clients and markets
- Supports budgeting for annual marketing and business development budget planning
- Supports strategic growth in key US markets
Qualifications:
- Bachelor’s degree in Business, Marketing, Sales, Architecture or related subject
- Typically with 10+ years of business development experience, within sports, entertainment or venue development sector preferred
- Experience working with Salesforce or similar CRM software preferred
- Proficiency in MS Office Suite, including Microsoft Word, Excel and PowerPoint preferred
- Knowledge of and understanding in the field of architecture/interior design
- Proven sales track record of establishing and maintaining partner relationships for immediate and on-going sales success
- Experience in developing lasting client relationships at C-Suite level and within US and Sports markets
- 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 problem solve 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
If you currently work for HKS, please submit your application via the Internal Careers Portal.
HKS is an EEO/AA Employer: M/F/Disabled/Veteran
Top Skills
Salesforce,Microsoft Word,Microsoft Excel,Microsoft Powerpoint
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