Southern California District Sales Mgr

US-CA-Los Angeles
1017-17135
HNTB Job Title
District Sales Mgr
Position Type
Regular Full-Time
Category
Business Operations

Why Choose HNTB?

For more than a century, HNTB has helped deliver infrastructure solutions that best meet the unique needs of our clients. With client relationships spanning decades, we understand infrastructure life cycles and have the perspective to solve technical challenges with clarity and imagination. We are far more than a design firm. We see and help address far-reaching issues of financing, legislation, design, construction, community outreach and ongoing operations. As employee-owners committed to the highest levels of performance, we enable clients to achieve their goals and inspiring visions.

At HNTB, we’re encouraged to go beyond discovering mere solutions that will impact our very landscape. We are encouraged to ask, “What if?” Our HNTB family fosters an inventive and resourceful commitment to finding unique answers to complex problems. We believe that the act of wondering sparks creativity. We will work to foster your creativity, career and personal growth. Come join HNTB and unleash your spark of imagination.

For you, “together” can mean the chance to put together an exciting career. At HNTB “together” also means collaborating across geographies and disciplines within the firm. And “together” means that we are partners with our clients. Our goals are linked, and their success is our success. “Together” means that we are engaged in the communities we serve — we live there — and are committed to their growth and development.

Overview

HNTB is seeking an accomplished sales leader to join our  Los Angeles, CA or Sanata Ana, CA  office as the Southern California District Sales Manager.

Job Summary

Functions as a key member of the district leadership team and may at times have impacts at the HNTB Division business unit level.

Essential Responsibility

  • Provides leadership and takes ownership for total Sophisticated Sales Approach (SSA) process for the district under the general direction of the District Leader. 
  • Leads, champions, owns, teaches and is responsible for the total SSA process for the district. 
  • Provides oversight and evaluation of office SSA effectiveness; intervenes when needed to make and improve upon process improvements.
  • Wins mega projects and serves as master strategist of mega projects and other major pursuits. Brings firm-wide resources and external resources on project pursuits and project performance.
  • Acts as coach during the selection interview preparation process.
  • Leads War Rooms.
  • Fosters effective teaming relationships at local, and  regional levels.
  • Positions people for specific assignments both internally and recruiting externally as a “talent scout”.
  • Acts as a trusted advisor to the District Leader, serving as part of the leadership team and contributing beyond sales focus.
  • Participates in client service action plans.
  • Shepherds the preparation of the district strategic plan, following the HNTB process, involving key inputs, ideas, and drafts for review and direction by the District Leader.
  • Encourages, facilitates, and energizes the office strategic planning process throughout the district, reviewing, commenting on, and following-up on office strategic plans.
  • Accountable for sales goals both budget and performance, leads and fees, district win/loss, Momentum, client assessments, and client audits.
  • Ensures debriefs and After Action Reviews (AAR) are completed on all pursuits, follow-up and act on lessons learned.
  • Responsible for Go/No Go on mega teaming/ role / subs / net to gross.  Has signing authority on Mega Go/No Go decisions as designated by the District Leader and on specific areas of responsibility and assignments.
  • Demonstrates “hair on fire” passion for sales, owns the pursuits, follow-through, and not just administers the SSA process.
  • Performs other duties as assigned.

Additional Responsibilities

Local Leadership
- Acts as a trusted advisor to the District Leader, serving as part of the leadership team and contributing beyond sales focus as a deputy district leader
- Provides leadership and takes ownership for the total sales process for the district under the general direction of the District Leader. 
- Develop client-level and office-level strategic plans and road maps; support development of district strategic plans
- Sales and Budgets
- Accountable for tracking sales goals and performance, leads and fees, district win/loss, sales database, and sales forecasting.
- Work with the District Leader and office business manager to develop sales and marketing budget component of annual operating budget and quarterly forecasts.
- Identify potential challenges in meeting annual sales and budget goals and initiate actions as required to meet goals and performance standards.
- Strategy, Client Service, and Pursuits
- Serve as a resource for client service leaders, department heads, project managers and others in the office seeking assistance with client relationships and specific pursuits.
- Fosters effective teaming relationships at local and regional levels.
- Actively engage in client service team (CST) meetings to develop and ensure execution of sales strategies.
- Meet regularly with client service leaders, department heads and project managers to review implementation of client service plans and relationship plans.
- Facilitate the development of client lifecycle plans and external relationship plans
- Support office leader in developing and overseeing a government relations program.
- Supports strategy development for project pursuits across the District. Monitor the development and execution of pursuit win plans. Assist pursuit champion and pursuit team as needed with execution of win plan.
- Advise on inclusion of firm wide resources in win planning.
- Participate in all preliminary and final go/no-go assessments.  Make recommendations to the district leader.
- Participate in war rooms.
- Communicate progress of win plan activities to office leader.
- Monitor schedule and response progress through communication with division marketing office.  Alert office leader if action is needed to better focus resources on response.
- Participate in response preparation as required.
- Coach interview teams.
- Participate as needed in client audits and debriefings.
- Conduct and/or participate in after action reviews (AARs) to identify opportunities for improvement related to sales performance.  Share results from AAR to improve future operational performance.
- Coach and mentor staff on the understanding and use of the SSA and to develop and improve skills.
 
 
 
 

Basic Qualification

Bachelor's degree
12 years related experience

Preferred Qualification/Skills

 
- Bachelor’s degree, advanced degree preferred – preference is a degree in engineering, planning, architecture, urban design or related field
- Professional registration a plus
- Minimum 12 years related experience in the AEC industry with demonstrated sales and client development success.
- PE
Key Characteristics:
- Demonstrates a true passion for sales
- Success oriented – willing to give extra effort and initiative
- Personal Accountability -  owns the district sales plan and is focused on engaging teams to achieve results
- Collaborative - engages others with the purpose of getting the best outcome and developing others
- Listens well - is open to others’ input and suggestions
- Team builder – both with internal client service and pursuit teams as well as externally with teaming partners
- Effective coach – assists professionals at all levels in successful client service and pursuit strategy development/implementation
- Deep knowledge (existing or ability to form) of competitors and teaming partners, client programs, political affairs
- Has a strong interest in becoming the District Leader
 

General Work Conditions

Office Environment:  Work is generally performed in an office environment in which there is only minimal exposure to potentially unpleasant working conditions.  Incumbent must have the ability to stand and sit frequently, and reach horizontally as well as vertically for overhead use.


HNTB Corporation is an Affirmative Action and Equal Opportunity Employer, Minority/Female/Disabled/Veteran. 

The HNTB Companies are an equal opportunity employer and does not discriminate on the basis of race, color, religion, creed, sex, national origin, age, disability, pregnancy status, sexual orientation, gender identity, veteran status, marital status, genetic information, citizenship status, or other status protected by law.  In compliance with the Immigration Reform and Control Act of 1986, we will hire only U.S. citizens and aliens lawfully authorized to work in the United States (if the position is or will be one which is subject to U.S. law). We will provide reasonable accommodation for qualified individual with a disability where appropriate.

 

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