Regional Director, Strategic Pursuits and Marketing

Compensation Range:
$145,000.00 - $175,000.00 Annual Salary
Job Description Summary:
At Swinerton, the Strategic Pursuits team plays a focused and strategic role in supporting the acquisition of work through the development of pursuit strategies, participation in capture planning, and the crafting of compelling proposals and marketing materials that differentiate Swinerton from its competitors, enhancing the company's chances of winning projects. Leveraging expertise in branding, content creation, stakeholder engagement, and project management, the Marketing Pursuits team collaborates in partnership with pursuit teams (internal and external) to align client needs with the company's capabilities to secure the best opportunities for the organization aligned with strategic objectives.
As a Regional Director, Strategic Pursuits and Marketing, you play a pivotal role in driving strategic growth and success within your designated region. Your responsibilities span a wide spectrum of work acquisition strategy and support activities, all aimed at enhancing the firm's market presence, capturing new opportunities, and fostering long-term client relationships.
At the heart of your role lies the strategic development of regional initiatives in support of the identification and pursuit of new work, and the promotion of our people and projects. You will lead the strategy conversation and develop comprehensive tactics tailored to the unique characteristics and opportunities within your region involving, but not limited to, the analysis of CRM data and external market trends, the identification of competitor activities, the development of targeted assets to enhance our pursuits, the application of lessons learned from debriefs and previous pursuits, and an assessment of client needs to identify unique priorities and opportunities in full alignment with strategic growth goals (e.g., business plans).
Pursuit management is a cornerstone of your responsibilities. You oversee the strategic pursuit of key projects and clients, working closely with business development teams and/or seller-doer executives to identify and prioritize opportunities, develop winning strategies, and coordinate the creation of compelling proposals and presentations that showcase the firm's expertise and capabilities. When you are not personally involved in the region's highest priority pursuits, your leadership in this area includes thorough reviews of all regional pursuit marketing materials, proposals, and presentations to ensure accuracy, consistency, professionalism, and alignment with brand standards and client expectations. Your meticulous attention to detail and commitment to excellence elevates the firm's reputation and credibility in the marketplace. Your guidance empowers team members to excel in their roles and contribute to the firm's overall success. And your leadership supports the team's growth and development - building and nurturing a high-performing pursuit management team, providing mentorship, training, and support to enhance their skills and effectiveness in securing new work for the company.
As an extension of (and in support of) pursuit management, you are a key liaison for external communications. You develop strategies unique to your assigned region and/or division(s) to engage with key stakeholders, including clients, partners, industry associations, and the media, and work collaboratively with the company's Strategic Communications team who will ultimately implement all external communications efforts. Through the development of strategic thought leadership initiatives, digital marketing campaigns, and targeted communication efforts, you enhance the firm's visibility and reputation as a trusted leader in the AEC industry and, more specifically, within your designated region.
This role requires a seasoned professional with the ability to think strategically, a holistic understanding of our core business activities (as well as the overall AEC industry), an intimate understanding of the total pursuit lifecycle, a strong grasp of how communications strategies support the acquisition of work, and the ability to turn data and analytics into actionable strategies to support regional growth. It is also critical to possess proven capabilities managing complex teams and strong interpersonal skills that serve as a catalyst to positive interactions, teamwork, and a harmonious working relationship with others throughout the organization.
Job Description:
Job Responsibilities and Duties

• For each of the specific areas highlighted below, the position requires either individual accountability or management of regionally focused team members to accomplish all areas of responsibility.

Strategic Thinking + Partnership:

• Active engagement and collaboration with regional/divisional leadership; viewed and sought out as a strategic partner to the business.
• Active participation in all regional/divisional business development and opportunity review/ identification/ update meetings, or regional leadership meetings, where opportunities are reviewed, and strategies are discussed and developed collaboratively.
• Develop and maintain a complete understanding of the regional and/or divisional opportunity pipeline, i.e., markets, clients, opportunities, etc., and the associated timing of all in support of strategic growth goals.
• Develop client success or relationship plans, as required, as new clients are identified; support the implementation of the plans, as required.
• Active participation in go/no-go decisions; serve as the Marketing voice/viewpoint ranging from ability to be competitive to resource needs and availability.
• Identify and evaluate high-priority pursuits; make recommendations to leadership on which to prioritize and collaborate with national resources.
• Active participation in regional/divisional business planning strategy and discussions; contribute valuable insights, expertise, and strategic input including, but not limited to, regional market trends (via CRM and other available sources), client needs, competitive landscape, potential threats, and potential areas for growth (clients and market sectors), as well as resources required to support business goals.

Capture Planning + Pursuit Strategy Development

• Play a leadership role in prioritizing capture planning by providing strategic direction, fostering collaboration, and ensuring alignment with the firm's business objectives.
• Work closely with Division Managers, business development teams (or seller-doer executives, as applicable), market sector leaders, etc. to translate pursuit strategies into actionable plans. This involves facilitating cross-functional collaboration between marketing, business development, technical, and project management teams involved in capture planning; bringing together diverse perspectives and expertise to develop comprehensive plans that address client requirements and differentiate the firm from competitors.
• Lead discussions on resource allocation, including budget, personnel, and technology, to support capture planning efforts. Ensure resources are allocated effectively to pursue high-potential opportunities and maximize the firm's chances of success.
• Contribute to the development of pursuit strategies by providing insights and expertise on market trends, client needs, and competitive landscape within your region. Your understanding of local market dynamics, client preferences, evaluation and decision-making processes, competitor trends and activities, etc. to inform the overall pursuit strategy.
• Identify potential risks and uncertainties that may impact capture planning efforts and develop strategies to mitigate these risks. Anticipate challenges and proactively address them to increase the likelihood of success in pursuing opportunities.

Pursuit Management

• Lead a team of pursuit management professionals in support of the regional/divisional opportunity pipeline; take an active/personal role in all regional/divisional pursuits, as well as a hands-on leadership role in the highest priority pursuits. Oversee the development of high-quality proposals, qualifications packages, and presentations that effectively communicate the firm's capabilities, value proposition, and differentiation; serve both as a contributor and coach.
• Engage with key stakeholders, including clients, partners, and internal teams, to gather input, address concerns, and build consensus around proposal development strategies. Foster strong relationships and communication channels to facilitate collaboration and alignment throughout the process.
• Provide strategic input to ensure that proposals are tailored to meet client requirements, address key decision criteria, and align with the firm's overall pursuit strategy; serve both as a contributor and coach.
• Ensure strong presentation/interview planning and execution by coaching the team through preparation and rehearsals, leading the development of clear storylines/engaging visuals, anticipating questions, and coordinating logistics; serve both as a contributor and coach.
• Facilitate post-pursuit debriefs and lessons learned sessions to capture feedback and insights for continuous improvement. This includes identifying strengths, weaknesses, and opportunities for enhancement in pursuit strategy, process, and execution to inform future pursuits and increase win rates.
• Accountable for ensuring 100% of regional proposals are closed out in alignment with our established Proposal Closeout process.

Quality Control and Review

• Ensure that all marketing materials produced by the regional pursuit team meets the company's quality standards. This could include brochures, presentations, proposals, and other materials generated in support of the acquisition of work.
• Ensure consistency in branding across all pursuit materials; continuously review all content to ensure it aligns with the company's brand guidelines and messaging.
• Review content for accuracy, completeness, and relevance, and adherence to the company's Writing Style Guide, including all pursuit content, project descriptions, and other content generated by the team to ensure it meets the needs of the target audience and accurately represents the company's capabilities.
• Initial responsibility to review and confirm cross-functional requirements, i.e., risk, legal, compliance, etc. prior to engaging interdepartmental partners; create efficiencies by serving as the first line of defense.
• Collect feedback from internal stakeholders and partners, analyze performance metrics, and identify areas for improvement in marketing materials and processes for continuous improvement.

Regional External Communications Strategy Development

• Work collaboratively with the Strategic Communications team who has ultimate accountability for the execution of all the company's external communications activities, without exception.
• Regional liaison responsible for the development of external communications strategies to engage with key stakeholders, including clients, partners, industry associations, and the media in support of regional/divisional business plan goals.
• Develop specific concepts for thought leadership initiatives, digital marketing campaigns, and targeted communication efforts in support of strategic goals to enhance the firm's visibility and reputation as a trusted leader in the AEC industry, and specifically within your designated region.
• Focus on strategic initiatives that support a specific strategic goal or purpose (quality over quantity).

Team Growth + Development

• Lead, mentor, and empower a team of professionals, fostering a culture of collaboration, accountability, and continuous growth.
• Develop and implement strategies to optimize team performance, ensuring alignment with organizational objectives and fostering a high-performance environment.
• Provide direction and guidance to team members, setting clear goals, objectives, and expectations to drive individual and collective success.
• Conduct regular performance evaluations, provide constructive feedback, and identify opportunities for skill development and career advancement.
• Cultivate a supportive and inclusive work environment, promoting diversity, equity, and inclusion initiatives within the team.
• Proactively identify challenges and opportunities for improvement within the team, implementing solutions and process enhancements to drive efficiency and effectiveness.
• Serve as a role model for professionalism, integrity, and ethical conduct, upholding organizational values and fostering a positive work culture.
• Foster a culture of innovation and continuous learning, encouraging creativity, experimentation, and knowledge sharing among team members.
• Manage difficult situations/conversations, resolution of team challenges.
• Proactively identify and recruit new talent

Enterprise Mindset

• Active participation as a member of the company's national marketing leadership helping to identify and promote key initiatives, knowledge sharing/best practices, and processes for continuous improvement.
• Accountable to promote and ensure compliance with all national/corporate initiatives to promote maximum consistency, efficiency, and agility; support the development, maintenance, and implementation/use of best practices for process, content, templates, etc.
• Accountable to provide support for national efforts for data capture, as necessary, in various areas, i.e., regional project data, regional personnel, regional sustainability certifications, etc.
• Actively seek out solutions to challenges that affect the entire organization, rather than just focusing on local/regional issues. This might involve thinking creatively, leveraging resources from different offices, and being willing to experiment with new approaches.

Minimum Skills & Experience

• Bachelor's degree in marketing, communications, business administration, or a related field is required.
• Master's degree or MBA is a plus.
• 12 - 15 years+ of experience in marketing, communications and branding, or a related field.
• Minimum of five (5) years of experience in a team leadership role with demonstrated experience in leading and managing teams effectively. This includes setting clear goals, providing direction, and empowering team members to succeed, fostering a collaborative and inclusive work environment where team members feel valued and supported, encouraging open communication, active listening, and mutual respect to strengthen team cohesion and morale.
• Prior experience in marketing roles, particularly within the AEC industry or a related field, is preferred, i.e., marketing strategy development, branding, pursuit content creation, and complex pursuit life-cycle management.
• High-level familiarity with the AEC industry is critical. Understanding the construction process, project management principles, architectural design, and engineering concepts are required to effectively market the firm's services and solutions.
• Develop, grow, and maintain a strong level of business literacy about the company's total operating model, strategic initiatives, financial position, short- and long-term plans, and culture.
• Intimate knowledge of the client identification and acquisition process required, i.e., business development, capture planning, relationship planning and building (clients, trade partners, etc.), pursuit strategy development, pre-positioning, pursuit management, etc.
• Possess advanced knowledge of best practices in modern pursuit strategies and client evaluation behaviors.
• Ability to think strategically to develop and implement strategic marketing, pursuit, and client relationship plans aligned with the company's regional/divisional goals and objectives. This involves working with internal partners to analyze market trends, identify areas/opportunities for growth, and adapt marketing and pursuit strategies accordingly.
• Strong leadership skills, both in leading a team and collaborating with various departments within the organization and external partners and stakeholders; ability to motivate and inspire team members, delegate tasks, and provide guidance, are essential.
• Excellent communication skills, both written and verbal; essential for effectively conveying messages to internal and external stakeholders, i.e., persuasive pursuit materials, presenting ideas to clients and colleagues, and building relationships with key stakeholders.
• Ability to think creatively and innovatively to develop engaging marketing campaigns and materials is important. This includes coming up with fresh ideas, storytelling, and finding unique ways to showcase the firm's projects and capabilities throughout the pursuit life-cycle.
• Proficiency in data analysis and interpretation is required for evaluating marketing performance, measuring ROI, and making data-driven decisions. Familiarity with analytics tools (e.g., CRM) and techniques can help you track effectiveness and optimize pursuit efforts.
• Attention to detail is critical to ensure accuracy and quality in pursuit and other collateral materials. This includes reviewing technical content, adhering to brand guidelines, and proofreading materials for errors.
• The AEC industry is dynamic, with changing market conditions and project requirements. Being adaptable and able to navigate through uncertainty or changing circumstances is important for success in this role.
• Professional judgment and discretion to effectively navigate complex challenges, build trust with stakeholders, and contribute to the success of the organization.
• Proven ability to recruit, train, and develop talent within the team. Provide mentorship, coaching, and opportunities for growth to enable team members to reach their full potential and contribute to overall team success.
• Exceptional organizational and time management skills; ability to manage multiple competing priorities.
• Excellent interpersonal skills and ability to work with multiple stakeholders, building bridges versus walls.
• Ability to work both independently and collaboratively.
• Excellent verbal and written communication skills.
• Excellent organizational and time management skills with a proven ability to meet deadlines.
• Exemplify unwavering accountability in executing assigned duties and responsibilities.
• Proficient with Unanet CRM or equal Customer Relationship Management software is preferred.
• Proficiency with Adobe Creative Suite and Microsoft Office is required.
• Ability and willingness to travel.

Summary of Benefits
This role is eligible for the following benefits: medical, dental, vision, 401(k) with company matching, Employee Stock Ownership Program (ESOP), individual stock ownership, paid vacation, paid sick leave, paid holidays, bereavement leave, employee assistance program, pre-tax flexible spending accounts, basic term life insurance and AD&D, business travel accident insurance, short and long term disability, financial wellness coaching, educational assistance, Care.com membership, ClassPass fitness membership, and DashPass delivery membership. Voluntary benefits include additional term life insurance, long term care insurance, critical illness and accidental injury insurance, pet insurance, legal plan, identity theft protection, and other voluntary benefit options.
Anticipated Job Application Deadline:
11/30/2024