Director of Client Services

US-NY-New York
3 weeks ago(11/27/2017 4:37 PM)
Job ID
5522
# of Openings
1
Category
Marketing
Relocation Assistance
No

Job Description

Dewberry is a leading, market-facing professional services firm with more than 50 locations and 2,000 professionals nationwide. What sets us apart from our competitors are our people. At Dewberry, we seek out exceptional talent and strive to deliver the highest quality of services to our clients. Whether you’re an experienced professional or a new graduate, you’ll have the chance to collaborate with the best and brightest and work on innovative and complex projects at the forefront of the industry. Our commitment to excellence stems from our personal integrity and from other defining attributes, which we call “Dewberry at Work,” that have inspired our employees to be successful for more than a half-century.

 

 

Director of Client Services

 

Reports to the Business Unit Manager and is responsible for research/lead generation, tracking and qualifying leads in coordination with the Marketing Manager and Client Managers, and fostering long term relationships with key public and private clients. Advises on go/no go recommendations, identifies winning strategies, assists with branch marketing plans, engages client, project managers and subject matter experts in the business development program, develops trusted relationships with the contracting community to enable successful design build ventures and progresses MEP and Building Structure opportunities that will result in new or expanded work for the firm. In this position, the incumbent is expected to spend the majority of their time contacting and visiting existing and potential clients and teaming partners in markets consistent with Business Unit and Firm strategic goals and objectives. This individual is responsible for relationship maintenance and development, collaborating across the Northeast as required to produce work sharing opportunities that service clients in the NY Metropolitan Region.

Responsibilities

Corporate/Operating Unit Level:

  • Seek executive and senior manager input and feedback on corporate and operating initiatives.
  • When appropriate, attend corporate/regional meetings.
  • Communicate and coordinate with Marketing and Client Managers on strategic initiatives, trends, successful tactics and lessons learned . Analyze corporate reports and share insights with appropriate managers throughout the branch and region.
  • Coordinate work sharing opportunities and teaming strategies with other business unit and client managers for clients operating in the NY Metropolitan Region.
  • Coordinate with Marketing and Business Development Leaders to integrate corporate and operating unit goals, objectives and strategies into the development of Branch marketing and strategic plans.
  • As requested, support Corporate Marketing by participating in the development of winning proposals and presentations, providing assistance with reviewing, writing and editing.

 Within Business Unit:

  • Active in the development of winning leads, proposals and presentations that lead to significant growth in branch top line revenue with an average 20% increase per annum over five years
  • Shares information and intelligence gathered from regular client contacts with appropriate managers. 
  • Coordinates and plans client visits with branch, department, client, marketing and appropriate project managers.
  • Participates in lead development; participates in go/no-go decisions; identifies teaming and joint venture partners and develops capture strategies.
  • Collaborates closely with Business Unit Manager, Assistant Business Unit Manager , Marketing and Department personnel to identify and develop sales initiatives; track and monitor the results to meet business development objectives.
  • Supports Department, Client and Project Managers throughout the firm in specific requests for information and sales support, and makes introductions as appropriate.
  • Responsible for developing detailed Capture Plans that document intelligence and outline strategy for specific opportunities.
  • Leverages new services and technology from acquisitions or organic growth to expand our client and project opportunities.
  • Tracks and trends the quality of his/her individual performance, products and services in order to strive for continuous improvement.

Preferred Characteristics:

  • Excellent communications skills.
  • High energy. Enthusiastic and positive about Dewberry and our people and service lines.
  • Diplomatic and persuasive. Able to influence clients and develop strong business relationships in both the public and private sector.
  • Able to work under tight deadlines and pressure, maintaining a professional demeanor.
  • Interpersonal skills necessary to participate in multidisciplinary teams to develop concepts, storyboards, and creative strategies.
  • Known and respected by NYC Metropolitan client base, preferably private sector as well as public sector agencies. Ability to work with and expand the firm’s current State, Municipal and Private Sector client set.

Required Skills & Required Experience

Job Requirements:

  • Established network of contacts within New York public sector agencies, contractors, architects, developers and private owners.
  • Participation in external organizations and activities including conferences and exhibits to expand visibility and presence in the marketplace.
  • Competitor knowledge and intelligence in general activities as well as for specific pursuits.
  • Working knowledge of firm’s operations and the capabilities of staff in the regional and operating areas of primary responsibility.
  • Working knowledge of overall corporate resources and capabilities.
  • Ability to use a personal computer effectively in support of communication responsibilities which includes using Deltek Vision, electronic mail, word processing, presentation development, database access, and internet searching software.
  • Willing to work overtime and on select weekends as required and limited travel as appropriate.

 External Sales Responsibilities

  • Establishes and maintains continuing contact with new and existing clients and new prospects; coordinates contacts involving appropriate Service Line Leaders and potential clients and serves as principal client contact as appropriate.
  • Schedules, coordinates, prepares for and attends marketing visits with current and potential clients and prospects for specific project opportunities presenting leads and setting proposal strategies.
  • Meets and develops trusted business relationships with contractors for design build and MEP/Building Structure opportunities, Dewberry branch and client managers, potential joint venture and teaming partners, and specialty sub-consultants..
  • Attends and maintains corporate visibility and positive reputation at meetings, conferences, exhibits and other industry events.
  • Contributes materially to the incremental growth in branch revenue over the next five years.

Experience:

  • Minimum of ten years of direct interface with clients requiring engineering and architectural design services.

 Education:

  • Bachelor’s degree in Engineering, Marketing, Communications, Business Administration. Master’s Degree in any of the above fields is a plus.
  • Appropriate education or equivalent practical experience needed to understand the major technical, organizational, managerial, and business issues involved in architecture and engineering design marketing and sales.

 Registration:

  • Professional Engineer license is a plus.

 

*At this time, Dewberry will not sponsor a new applicant for work authorization.

*Dewberry is an Equal Opportunity/ Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, gender identity or sexual orientation.

*Prior to a final offer of employment, the selected candidate will be required to submit to a background screening which may include, but is not limited to, employment verification, educational and other credential verification, driving record check, criminal background check, and an investigative consumer report. These screenings will be conducted by Dewberry’s background vendor of choice and will be conducted in compliance with all applicable federal, state, and local law.

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