Job Details
Level: Senior
Job Location: AEI - Boston - (5BOS) - Boston, MA
Description:
Arora is seeking an entrepreneurial and self-motivated leader to expand our service offerings within the New England Region of the United States, which is a key geographic focus area for the firm. Arora’s New England Region includes the states of Maine, New Hampshire, Vermont, Massachusetts, Connecticut, and Rhode Island, as well as can include upstate New York in coordination with NY Regional Lead. Our Office Locations within this region include Braintree, MA which are subject to change. This role will be accountable for client account management activities, client satisfaction, creating and implementing the business strategy for growth and project delivery and cultivating long-term relationships with clients and partners within the region.
Responsibilities:
Overall Responsibilities:
The candidate shall be responsible for business processes, development and relationship management, within the region including developing and executing a strategic regional business plan. Key duties will include identifying, developing and pursuing target Clients and Programs/Projects which complement Arora’s complete service offerings across all market sectors, as well as exploring other diversification strategies to generate business with new clients and markets. Key services include Facility and Airfield Systems Engineering, Environmental, Construction Services, and Technology (Asset Management, Geospatial, and Software).
Business Processes: Developing relationships with target clients, with ultimate responsibility for execution, delivery, and client satisfaction for all Arora services on the account. This includes risk management, quality management, contract management, task order/contract proposal assembly and A/R collection.
Relationship Management: Coordinates all Arora activities for the client with local or remote staff resources to preposition, win, negotiate contracts, and successfully deliver. This includes dotted line staff and potential office management functions for local Arora facilities. Additionally, has the responsibility of providing client specific training to Arora team for the execution of deliverables and activities in compliance with client expectations.
Operational Leadership: Collaborates with the Executive Leadership Team to administer policy and guidelines established with accounting, human resources, legal, information systems, communications, and strategy resources in support of the client account management function and client satisfaction.
Essential Functions:
- General:
- Represents Arora externally in the Business Community and serves as the critical Point-of-Contact (POC) for external communication including pursuits, project delivery, recruitment, and business/commercial functions.
- Effective communication skills to collaborate with internal and external team members, clients, funding and permitting agencies, and project stakeholders throughout a program lifecycle.
- Client Management Responsibilities:
- Possess a strong regional knowledge and understanding of the Southeast Business Community Marketplace inclusive of a network of established agency and partner contacts.
- Responsible for the development of business within the region to sustain growth including but not limited to:
- Identify, develop and generate successful regional Pipeline Opportunities, including research of capital plans, and direct meetings with target clients.
- Identify potential teaming partners (Prime firms and subconsultants), and leading the assembly and pursuit for Prime and Subconsultant teams.
- Leading the complete project life cycle from identification, positioning, proposal, negotiation through delivery and close out.
- Reviewing target client capital plans, monitoring client bid posting sites, and regular meetings with the client related to status of current work, and details to position for upcoming work.
- Generate and meet regional sales goals based on the approved business plan.
- Responsible for leading and preparing technical scope and fee proposals as well as marketing qualifications proposals with support from Marketing, and pursuit team for all regional business development opportunities.
- Participate in regional Business Community activities on behalf of Arora.
- Works within CRM system (Deltek Vision, OneNote, Salesforce, etc.) to update client data and opportunities, leads, and pipeline to ensure data accuracy.
- Supports corporate and client events, conferences, and tradeshows.
- Delivers Arora introduction presentations to prospective clients.
- Utilizes existing network and seeks new contacts to proactively pursue new business opportunities.
- Operational Responsibilities:
- Coordinate with Arora’s Technical Project Managers, and internal resources for project delivery support, to ensure regional work meets Arora Quality Assurance Standards. Ultimately responsible for delivery and quality for all Arora and subsidiary projects across all services for all clients.
- Project Management Requirements:
- Serve as Project Executive on regional projects.
- Support the Project Management Office (PMO) and Project Manager(s) in stakeholder management and project execution as needed.
- Responsible for collaborating with Project Managers in ascertaining client satisfaction.
- Utilization targets established in conjunction with executive team (25-75% based on region, project mix, and clients).
Secondary Functions:
- Duties as assigned by the COO, CMO, CDO, and SVP, Planning and Design.
Qualifications:
Needed Skills:
- Experience and knowledge of business development as it pertains to the A/E/C and technology industry.
- Thorough knowledge of design-to-completion engineering processes.
- Proven record of increasing business development successes.
- Proven record of increasing leadership responsibility and expertise, including: decision making, flexibility, problem-solving, reasoning strategic thinking, and accountability.
- Excellent negotiation and interpersonal skills.
- Thorough knowledge of Company Standards and Core Values.
- Ability to model Core Values.
- Exceptional communications skills including ability to direct communication at audience’s level, excellent writing and verbal skills.
- Demonstrated good judgment, and discretion in all communications.
- Ability to create and maintain productive relationships with employees, clients, and vendors.
- Ability to drive and maintain a safe driving record.
- Existing Client network and relationship in Arora’s Target Sectors.
- Ability to create opportunities, drive a sales process, close deals, and stay involved in their follow-through.
Education/Experience Minimum:
- Bachelor’s degree in Engineering or related field.
- Professional Engineering (PE) licensure in Electrical, Mechanical, or Fire Protection preferred.
- 12+ years business development and marketing expertise, including 5 years of management experience, demonstrating responsibility for project (or group/office) profit and loss.
- Experience in A/E/C industry mandatory.
- Experience with Target Market Sectors including Transportation Industry preferred.
- Valid state driver’s license (any in US) and ability to maintain a safe driving record.
- In possession of appropriate documentation to legally gain and maintain employment in the US.
- Ability to develop and maintain productive business relationships with clients, colleagues and vendors.