These are exciting times to join Gannett Fleming. As part of our strategy to expand our geographic reach and further expand our client portfolio, we are looking for a Manager - Business Development to lead client development and capture planning, provide support through the business development lifecycle -, drive achievement of growth goals, and implementation of marketing activities specific to the Gannett Fleming Transit & Rail Business Line. Location preference for position is Western US to include but not limited to Los Angeles, San Francisco, Denver or Seattle
Gannett Fleming’s Transit & Rail Business Line provides Program Management and design services to the transit and railroad industry in the United States and Canada.
With one of the strongest Transit and Rail Systems Groups in North America, we provide professional planning, design, and construction consulting and management services that respond to a variety of railway/rail transit system needs, including railroad signal, electrification, catenary, communication, and track engineering.
Transit & Rail also provides management and design for facilities projects including passenger stations, rail maintenance shops and yards, bus maintenance and storage garages and intermodal facilities. In addition, Transit & Rail offers clients consulting on rail operations through new technologies, such as GF’s Taros® suite of operations simulation software, which supports clients in making key decisions.
The successful candidate will have 10 or more years of progressive Client Account Management, Business Development and Capture Planning experience and understand the complete marketing lifecycle/continuum. We are looking for a self-starter, with the ability to develop and maintain focus on strategic marketing objectives; and possess well-developed interpersonal, negotiation, and communication skills. The individual must be persistent, highly organized, detail oriented, collaborative, and able to balance short-term deadlines against long-term goals.
This is a leadership role that requires a high degree of emotional intelligence, capable of leading diverse teams across multiple offices with enthusiasm and passion.
Market Assessment: Assess and make recommendation of best markets (services and geographies) that Gannett Fleming should engage and expand in based on demographics and Gannett Fleming characteristics. Assist Business Line Leaders in determining gaps and ways to fill gaps to allow successful penetration/expansion.
Market Strategy Planning: lead the planning, development, and execution of the Business Line’s major business segments’ external marketing and business development plans. With Business Line Leaders, determine key issues and markets for each Business Line in the Operation and most effective means of penetration.
Strategic Market Planning: Develop strategic marketing plans based on Region/Practice Business Plan. Conceptualize, develop, and execute all aspects of marketing plan including firm positioning, differentiation, public relations, and all aspects of a Thought Leadership program including conferences. Develop and execute strategic marketing communications maintaining the high-quality identity requirements and standards.
Marketing Campaigns: Execute and measure marketing campaigns. Responsible for meeting established marketing goals. Strategize and build marketing projects from the ground up.
Project Management: Manage key research and marketing projects (identify/clarify objectives; scope requirements; develop approach; identify both internal/external resources; develop cost estimates; and prepare timeline to meet major milestones).
Capture Planning and Proposal Management:
Research Methodologies: Analyze Gannett Fleming information needs and propose research methodologies to acquire desired information. Execute research and/or direct support staff to ensure project deliverables meet research needs. Consult with key contacts in Gannett Fleming regarding proposed approaches.
Capture Planning and Pursuit Development: Demonstrated understanding of industry best practices for the lifecycle of pursuits, including, but not limited to, the early identification of opportunities, ‘go-no go’ analysis and justification, client analysis and understanding, value proposition development, proposal leadership and guidance of supporting staff, and excellent written communication skills.
Business Network: Have an established network of industry contacts, including teaming partners, clients, associations, and contractors. Work in a dynamic setting, enabling proactive teaming arrangements in the pursuit of key projects. Lead workshops to develop differentiation strategies for teaming and ultimately project wins.
Manage, coach and facilitate proposal team activities from pursuit decision stage through post-submittal stage working in partnership with the leadership teams and other stakeholders.
Bachelor’s degree in Engineering, Business, Marketing, or related field, or sufficient professional experience.
Must have 10 years’ experience in business leadership with focus on business development, market research, market planning, business planning, business analysis, and competitive intelligence.
Experience in A/E, Agency leadership and or Transportation/Transit-related industry preferred
Must have supervisory level experience, preferably with employees in multiple locations.
Ability to travel at a rate of 20-30%
Proficient in MS office suite.
Proficient in accessing information from the Internet and using a variety of search engines and information databases.
Must maintain a proactive, positive, professional and creative approach to business and people, with the ability to listen effectively and communicate clearly and completely in written and oral presentations.
Must have excellent attention-to-detail skills.
Must be proficient in interpreting/analyzing financial data.
Internal Number: 5267
About Gannett Fleming
At Gannett Fleming, we believe in improving the lives of the people we serve. We believe in innovation and social responsibility. We believe in the diversity of our team and the creative solutions they provide. We believe in embracing change and emerging technologies while maintaining an unmatched standard of quality. We believe in creating an environment where employees can thrive at home and at work. We believe in engaging our employees, building lasting relationships with our clients, and, in turn, making a difference in the world.
Excellence Delivered As Promised. It’s more than a slogan. It’s our standard. It’s the expectation we place upon ourselves as individuals and as a company. It represents our commitment to our valued clients, industry partners, and employees. It’s our earnest pledge to do what we say. It’s the core of who we are as a firm and the foundation upon which all of our relationships and projects are built.