Client Development Manager

Job Description

Job Description

OneDigital | Resourcing Edge , a premiere HR/Talent services company, has partnered directly with a structural engineering services company ready to expand into the Raleigh, NC market.

*** Confidential Search for a Client Development Manager ***

This position plays a key role in driving growth across the firm —supporting client development strategy, leading CRM and pipeline visibility, and partnering closely with technical leaders to convert opportunities into revenue.

Ideal candidate:

• "Deep Roots" in the Triangle Area
• 8+ years of client experience
  • Preferably 5+ in A/E/C space or economic development
• Involved in key organizations such as ULI, NAIOP, SMPS
• Has established relationships in the community including developer, owner + architectural firms
• Have a reputation for expertise in the following markets
  • Primary: housing + industrial
  • Secondary: higher education, healthcare, retail

About the Company/Client:

• Proven success across 3 established markets
• 50+ years of excellence (200+ employees)
• New Office in Raleigh, NC
• Hybrid flexibility
• Competitive Salary + Bonus

Role Summary
Builds market position and revenue generation by locating, developing, defining, negotiating, and closing business relationships. This includes assessing market and growth opportunities, gathering intelligence on customers and competitors, generating leads, following up and coordinating sales and client relationship activities.

Strategic Planning and Execution

• Assists in the development of annual marketing plan and budget.
• In partnership with related departments, aids in the development of business plans for niche markets; provides support information to include competitive profiles, prospects and contacts.
• Supports, challenges and updates team members through regular attendance to weekly Marketing meetings.

Business Practices and Development

• Supports the firm by leading team members with business development activities that result in increased revenue generation.
• Develops and maintains a strong business network. Accomplishes by scheduling meetings with new and existing clients to discover project information.
• Provides support, information, and guidance to clients; researches and recommends new opportunities; recommends profit and service improvements.
• Schedules meetings with industry peers to mine for project opportunity information.
• Makes commitments to prospects/clients on behalf of the firm.
• Navigates multiple steps in the sales process with clients, demonstrating the ability to influence high-level decision makers and generate results in procured work.
• Maintains active and meaningful participation in related societies and organizations (AIA, SMPS, ACI, etc.) in order to advance the firm’s presence in the industry. As appropriate, serves on committees in outreach/client organizations.

Marketing

• Logs all activities and opportunities into the CRM system. Produces monthly business development reports/tracks metrics via CRM. Provides analysis and recommendations to management for potential lead generation.
• Researches and gathers information on potential clients and projects with the marketing direct reports.
• Coordinates with the marketing direct reports to produce accurate and timely qualification submittals.
• Guides and supports the technical staff during fee proposal process.

Staff Development

• Partners with client managers to strategize, plan and execute effective client management plan.
• Coordination of all client manager and local office business development events. (Internal events, external events, sporting events, organizational involvement + sponsorship, etc)
• Logs and tracks all client manager target procurement and client contact activities in the CRM system. Actively works with each client manager to ensure they are actively engaging clients per the agree upon plan.
• Helps to develop and coach Client Managers on successful business development practices.
• CRM expert. Trains others, advocates and holds Client Managers accountable for client touches and timely CRM input.

Minimum Position Requirements

• Bachelor’s degree in Business Management/Administration, Marketing or related discipline.
• 8+ years of client experience
• Grounded and well informed in business development practices, marketing, team management, and research.
• Certified Professional Services Marketer Certification (CPSM) preferred
• Solid business acumen in the A/E/C industry.
• Ability to communicate, present and negotiate effectively
• Results driven.
• Ability to work autonomously and set own work schedule to meet priorities and established business objectives.
• Experience with CRM software and Microsoft Office products

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