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SVP, Business Development & Strategic Growth (AEC Industry Experience Required)

Company: Harris & Associates, Inc.
Location: Irvine
Posted on: May 28, 2023

Job Description:

SVP, Business Development & Strategic Growth (AEC Industry Experience Required) The Senior Vice President, Business Development & Strategic Growth (SVP, BD) will be a member of the Executive Leadership Team reporting to the Chief Operating Officer. The SVP BD, plays a key role in developing ways to deepen and expand our core capabilities, clients, and services with correlating strategies to achieve desired results. The individual will focus on improving how Harris subject matter experts (seller-doers) best position for and win the type of work required to execute Harris' strategy, including supporting the achievement of strategic growth initiatives. This leader will provide and leverage market/business intelligence to support strategies and decision-making for:

  • Improving our approach to winning more work with our core clients,
  • Determining where we may want to expand (e.g. client markets, geographies, services)
  • Ensuring we are winning the type of work that moves us forward commensurate to our strategic plan. KEY RESPONSIBILITIES:
    Contribute to Growth
    • Leading efforts to ensure sales, sales pipeline and win rates tie to annual budget goals. Along with the leadership team, work on sales initiatives that meet profit targets.
    • Provide value-added focus on significant strategic growth pursuits and key client management.
    • Partner and serve as a catalyst to align and optimize cross-functional team's BD activities.
    • Develop a greater overview and understanding of our core clients (Top 10) and act on the insights that this analysis provides.
    • Train and develop client managers and market leaders in business development and marketing, ensuring a strong foundation and greater depth of capabilities in the Firm. Drive Annual Strategic Planning Process + Execution
      • Ensure formal linkage between strategic plan/vision and client management/sales priorities.
      • Develop methods for evaluating and providing competitive market intelligence, financial analyses, and emerging business and industry trends.
      • Develop and track KPIs for sales and marketing efforts; demonstrate improvement over time.
      • Uncover ways to leverage existing capabilities and client relationships to maximize revenue and growth.
      • Collaborate with leadership, client managers, and key staff to execute Division and Business Unit level business development strategies; monitoring execution and identifying risks; ensuring suitable metrics are in place to measure business development and growth performance and progress. Mature the Firmwide Growth Strategy
        • Enhance strategies to purposefully outline Harris' future growth.
        • Develop strategic approach and action plan to expand key client and/or geographic market sector trusted advisor relationships.
        • Collaborate with CFO to develop a long-term capital growth plan in line with the strategy. Advance Client Management Process and Collaboration
          • Identify market opportunities and strategic potential clients.
          • Work with client managers to develop winning strategies for key pursuits focused on key growth areas.
          • Participate in industry-related professional organizations, conferences, and represent the Firm at key stakeholder events.
          • Facilitate Directors and Business Unit Leaders ongoing contact with networks such as: cities, agencies, government entities, professional organizations, potential teaming partners and others.
          • Promote client management coordination and collaboration across the Firm.
          • Analyze market dynamics, market share changes, critical capability requirements, and competitive intelligence. Communicate resulting key insights and actions.
          • Clarify all marketing activities come from a specific value proposition to be utilized by client managers as context to improve nurturing the trusted advisor relationship and increasing key must wins.
          • Elevate the focus of all business development activities to maintain Harris' value proposition and strategic alignment.
          • Proactively identify priorities for new growth initiatives, strategic partnerships, and potential acquisition targets.
          • In partnership with executive leadership, support the M&A integration process and manage client relationships through transition. QUALIFICATIONS
            • A bachelor's degree is required. A master's degree in marketing, finance, business management or another relevant field is strongly preferred.
            • Experience leading the strategy function or another complex organization. Demonstrated success-driving strategy from design to implementation with balanced abilities in innovation and implementation.
            • Thorough knowledge and understanding in trends in the AEC industry. Exposure to the industry and understanding of subsectors with the ability to translate Harris' purpose and vision into new revenue streams and diversification opportunities.
            • Experience leveraging data, analytic capabilities, market insights, and risk assessments to design and drive market and value-based pricing strategies. Has a bias for digitization, automation, and technology-enabled solutions.
            • Experience leading business development, screening deals, developing a business case, and coordinating resources internally.
              • Exemplary business development and client management capabilities with a proven track record of building business in the AEC industry.
              • Understands key areas of marketing, sales, client service, and revenue generation, and how they intersect in a professional services business to create profitability.
              • Highly persuasive with the ability to articulate the future value proposition of a combined entity with potential M&A targets to clients.
              • Possess a diverse skill set, blending technical expertise and business intelligence with a range of soft skills that complement leadership capabilities.
              • Exceptional interpersonal and relationship building skills required to initiate and develop productive working partnerships; both internally and externally.
              • Technologically savvy.
              • Outstanding presentation, written, and verbal communication skills and executive presence.
              • Able to build strong partnerships and networks while balancing stakeholders needs.
              • Ability to operate consistent with our Firm's Shared Values and drive growth consistent with Harris' Purpose and Vision. The annual salary range for this position is $250,000-$276,000. This will be dependent on the experience and expertise of the incoming candidate We offer competitive salaries and benefits, including medical, dental, vision, andlife insurance. Harris & Associates is committed to creating a diverse environment and is proud to be an EEO/AA employer. We invite resumes from all interested and qualified candidates including women, minorities, veterans and persons with disabilities. Harris & Associates is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity or expression, sexual orientation, race, color, religion, national origin, citizenship, disability, marital status, protected Veteran status, age, or any other characteristic protected by law. Are you legally authorized to work in the US?* Do you now or in the future need sponsorship? If requested, would you be willing to submit to a background check? (Some positions may require)* Are you willing to travel?* What is the range of your salary expectation?* List three persons not related to you who would be willing to provide professional and/or character references. Please enter their name, contact information, company, job title and their relationship to you.* Please read the following information thoroughly and carefully.

                By checking the box below, I certify that the facts set forth in the Application for Employment are true and complete to the best of my knowledge. I understand that if I am employed, false statements on this application shall be considered sufficient cause for dismissal at any time. Harris & Associates is hereby authorized to make any investigation of my prior educational and employment history. I understand that employment at Harris & Associates is "at will" which means that either I or Harris & Associates can terminate the employment relationship at anytime, with or without prior notice, and for any reason not prohibited by statute. It is further understood that this "at-will" employment relationship may not be changed by any written document or by conduct unless such change is specifically acknowledged in writing by the President of the company.* I agree The following questions are entirely optional. To comply with government Equal Employment Opportunity and/or Affirmative Action reporting regulations, we are requesting (but NOT requiring) that you enter this personal data. This information will not be used in connection with any employment decisions, and will be used solely as permitted by state and federal law. Your voluntary cooperation would be appreciated. Learn more . Invitation for Job Applicants to Self-Identify as a U.S. Veteran
                • A "disabled veteran" is one of the following:
                  • a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or
                  • a person who was discharged or released from active duty because of a service-connected disability.
                  • A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.
                  • An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.
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                    Expires 5/31/2023 Why are you being asked to complete this form? We are a federal contractor or subcontractor required by law to provide equal employment opportunity to qualified people with disabilities. We are also required to measure our progress toward having at least 7% of our workforce be individuals with disabilities. To do this, we must ask applicants and employees if they have a disability or have ever had a disability.Because a person may become disabled at any time, we ask all of our employees to update their information at least every five years.Identifying yourself as an individual with a disability is voluntary, and we hope that you will choose to do so. Your answer will be maintained confidentially and not be seen by selecting officials or anyone else involved in making personnel decisions. Completing the form will not negatively impact you in any way, regardless of whether you have self-identified in the past.For more information about this form or the equal employment obligations of federal contractors under Section 503 of the Rehabilitation Act, visit the U.S. Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) website at . How do you know if you have a disability? You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition. Disabilities include, but are not limited to:
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Keywords: Harris & Associates, Inc., Irvine , SVP, Business Development & Strategic Growth (AEC Industry Experience Required), Accounting, Auditing , Irvine, California

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