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North Carolina Transportation Client Development Leader

Company: S&ME Inc.
Location: Raleigh
Posted on: September 19, 2023

Job Description:

Position: North Carolina Transportation Client Development Leader
Requisition Number: 2023-1050-20

S&ME is a leading, 100% employee-owned, multi-disciplined firm, offering civil, geotechnical, environmental, and construction materials testing and inspection services. We are proud employee-owners tenaciously working together to solve our clients' most complex challenges. We value eager, passionate, honest, and hard-working employees who strive to make positive impacts on our communities.Our people are the heartbeat of our company, and with employee ownership at our foundation, we are all vested in the success of each other and S&ME as a whole.

We are currently seeking a Transportation Client Development Leader (CDL) to join our team in Raleigh or Charlotte, North Carolina. The focus of this role will be in North Carolina with some involvement in adjacent states (South Carolina, Tennessee, Virginia, and West Virginia).

The Transportation CDL has a primary focus on the net fee booked metric (New Sales) that drives financial success and growth of S&ME. The CDL will focus on the recruitment and retention of transportation-related clients to connect and align with the multiple services S&ME offers and over 1,000 technical professionals and support staff. The CDL role is integral and essential to achieve financial goals and market growth.

The position will play a key role in building a nationally recognized transportation program and provide S&ME services to transportation clients, including Highway/Bridge, Rail, Aviation, Port and Pedestrian modes within the North Carolina Region market. The successful candidate will be a team-oriented leader with expertise as the project/business development lead on major transportation projects, have a desire to participate in regionally and nationally significant projects, provide exemplary client relations and demonstrate extraordinary responsiveness to transportation clients within a personally and professionally fulfilling work environment. This individual will be skilled in project development, seeking project opportunities, recruiting of project personnel and leading transportation projects.

Primary Role & Responsibilities

  • Establish and lead Sales/Bookings efforts for the North Carolina Transportation Market Sector with some involvement in adjacent states (South Carolina, Tennessee, Virginia, and West Virginia).
  • Serve as the project lead on major transportation projects;
  • Collaborate with the Transportation Market Sector Director (MSD), Regional Directors, Office Principals, Operation Managers, Team Leaders, Project Managers,and other CDL's across the company to identify, pursue, and win work for all of S&ME;
  • Extensive travel expected to meet with internal team members and external clients (existing and new) to establish and promote advanced business development services.

    Key activities

    • Assist in developing an annual Regional Financial plan (e.g. budget book) with unit leadership. The annual budget book reflects annual financial direction, client focus, and pursuits;
    • Screen and target clients to increase pursuit success ("win rate" or "hit rate");
    • Drive and participate in pursuits, including holding frequent business development meetings with Transportation Market Sector partners (e.g. MSD, Regional Directors, Office Principals, Operation Managers, Team Leaders, Project Managers, and other CDL's across the company;
    • Lead pursuits with clients along with S&ME leadership in "go/no go" decisions, project risk assessment, and management and coaching respective transportation teams on how to win work;
    • Coordinate with MSD, Regional Directors, and Office Principals to balance profit and growth, while being responsive to market dynamics;
    • Engage and coordinate with Marketing team members to develop and produce winning proposals;
    • Identify transportation market sector "Clients for Life" and lead client management plans and relationship development for each client.

      Key expectations

      • Leadership - personal and professional growth, recruit, train and retain key hires, lead business development and marketing activities, create and enhance business development and leadership skills, develop and implement successful strategic plans;
      • Financial - grow business, build quality backlog of projects, measure results, set business goals and enhance sales success, increase ROI of business development investments, budget control and management, partner with MSD, Regional Director, and Office Principals to align business development "philosophy" with operations and increase communications ;
      • Client Service - deepen relationships with external clients, create winning teams with internal clients and explore new market sector opportunities;
      • Personal and Company Enhancement - establish and maintain consistency in achieving sales/bookings goals, grow top and bottom line results, implement tools, processes, to consistently determine "Go/No Go and Risk Assessment" criteria within and across the Transportation Market Sector, re-energize mature leaders and managers; engage professionals who are early in their career and professional development; and assist in development of career paths for others in business development.

        Required Qualifications:

        Bachelor's degree
        Will be based in or within close proximity to Raleigh or Charlotte, North Carolina
        15+ years of experience in Transportation Services
        10+ years in a business development role with focus on clients and work product
        5+ experience in supervisory or management capacity
        Experience in developing client relationships, proposals, and work opportunities

        Preferred Qualifications:

        • Bachelor's degree in Civil Engineering
        • Licensed Professional Engineer (in good standing)
        • Experience managing transportation services for NCDOT's, rail and transit agencies, airports and/or toll authorities

          Why work at S&ME?
          S&ME is a 1,100-employee-owned engineering firm, which means the hard work and dedication you provide every day directly contributes to the health and performance of a company you partly own. We know that creating an environment where employees can grow and flourish, both professionally and personally, leads to our collective drive for success. We offer professional development, leadership, and employee engagement programs and task forces to exemplify our purpose of "helping you prosper" and our commitment to culture. Visit our careers page to learn more:

          S&ME Benefits to Help You Thrive:

          • Competitive Compensation
          • Medical/ Dental/ Vision Plans
          • Health Savings Account with company contributions
          • Flexible Spending Account
          • 401(K) with Matching
          • Employee Stock Ownership Program (ESOP)
          • PTO / Holidays with the ability to carryover
          • Credential Incentive Program and Tuition Reimbursement
          • Company Vehicle with gas card (if applicable)
          • Referral Bonuses

            This is a full-time position with competitive pay based on experience. The successful candidate must meet the requirements of the company's Fleet Management Program, Substance Policy, and Reference Check Program. Submit resume, cover letter, and salary expectations for consideration. Only qualified candidates with acceptable employment eligibility verification (I-9) will be considered. Visa assistance is not provided. S&ME reserves the right to fill this position with an internal or external candidate at any time during the search. S&ME is not responsible for unauthorized job postings or submissions of resumes using external links/websites.

            No candidate/recruiter calls, personal calls, or walk-ins are accepted.

Keywords: S&ME Inc., Raleigh , North Carolina Transportation Client Development Leader, Professions , Raleigh, North Carolina

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