Pursuit Manager

Hatch - Mississauga, ON (10 months ago)

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Requisition ID: 18195

Job Category: Marketing; Shared Services

Location: Mississauga, ON, Canada

With over six decades of business and technical experience in the mining, energy, and infrastructure sectors, we understand that challenges are changing rapidly in every industry. We respond quickly with solutions that are smarter, more efficient, and innovative. We draw upon our 9,000 staff with experience in over 150 countries to challenge the status quo and create positive change for our clients, our employees, and the communities we serve.

We are in search of a mid-career to senior individual looking to take their career to the next level by making a measurable internal impact on our North American Infrastructure colleagues’ client engagement and sales efforts.

You will have a minimum of 15+ years of working experience, with at least 5 years of Business Development (BD) experience in Infrastructure Engineering/consulting and project support environment. Experience and knowledge working in the Mining & Metals sector or in the Energy Sector will be considered an additional benefit.

At Hatch you will represent our Client Engagement Team, primarily in Western North America. We are in search of an ambitious individual who can work as an advisor to our senior Infrastructure leadership team. You will partner with our business unit leads and senior directors to support their pursuit of business development opportunities. Our ideal person will assist these individuals as they engage with clients to develop our pipeline of business, identify and acquire new work, and drive repeat business. Hatch is all about challenge. We challenge our clients with innovative ideas that help them take their business to higher levels. We challenge our employees to take on responsibilities and take initiative regardless of position title or job description. Our global Client Engagement Team is comprised of professionals with experience in business development, marketing, pursuit management, engineering, construction management, project management and at least one of Hatch’s core lines of business.

Responsibilities

Act as the Client Engagement (CE) “right hand” to our North American Infrastructure MDs and Business Unit Leads.
Support the development of CE plans consistent with regional and global business plans
Assist in the Identification of must-win pursuits, and best practice efforts to position Hatch favorably, prior to RFP release Encourage global pursuit best-practices on all must-win opportunities
Coordinate internal resources on must-win pursuits (IRC, Commercial, Proposal Manager, etc.)
Embed Win Strategy Development practices
Be a persuasive messaging architect, identifying and addressing client hot buttons
Prepare teams for internal Win Strategy Reviews (WSRs) with executives
Prepare teams for client meetings, including short-list interviews
Coordinate broader CE activities, with the input of Infrastructure MDs and BU leadership
Coordinate with Hatch’s marketing department needs and opportunities during the course of the business development cycle
Work with Business Unit leads to identify opportunities for repeat business
Measure results and identify areas for improvement
Participate in post- project award BD/ CE efforts, e.g. project handover process
Deliver Hatch Sales Training courses
Monitor and encourage skill adoption from Hatch Sales Training courses
Implement internal sales promotions/campaigns in the region
Assure successful implementation of the Global Key Account Management framework and tools for Key Account Managers based in the region.
Coordinate ongoing follow-up with these Global Key Account Managers and their teams.
Support the regional rollout of Hatch’s Total Client Management system – CRM replacement
Assist in ongoing TCM access requests, training and troubleshooting
Assist in the general development of Client Engagement and Sales competencies, for all employees, per Hatch’s Leadership Development Framework
Qualifications

Bachelor degree or higher in Business, Marketing or Engineering
Strong business acumen
Minimum 15 years’ experience in an Account Manager, Business Development Manager, Commercial, Engineering, Project Manager or equivalent role, demonstrating increasing responsibilities over time
Previous experience working in an engineering project/consulting environment
Minimum 5 years’ experience in public and/or private infrastructure, one of Hatch’s core industries Minimum 5 years’ experience pursuing new business, specific experience in $10 Million (+) pursuits
Existing clients contacts in the Infrastructure industry is a plus
Excellent interpersonal, leadership, communications and presentation skills
High level of self-motivation and ability to consult in a productive, cooperative manner
Expert working knowledge of MS Office tools, including Word, Excel, PowerPoint

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We are committed to fostering a workforce in each of our locations that reflects the diversity of the communities in which we operate. Hatch is an Equal Opportunity Employer that considers employment applicants without regard to age, race, colour, national origin, citizenship, religion, creed, sex, sexual orientation, marital status, disability or any other protected status. If you have any special needs requirements, please let us know. We will do our utmost to accommodate, in accordance with applicable local legislation.