National Practice Leader-Sales

What We're Looking For

At HNTB, you can create a career that is meaningful to you while building communities that matter to all of us. For more than a century, we have been delivering solutions for some of the largest, most complex infrastructure projects across the country. With our historic growth, it is an exciting time to join our team of employee-owners.

This opportunity entails being responsible to provide an increased focus on developing, implementing, and evaluating a strategic plan for the Architecture Practice, partnering with both the division and office leadership in high growth markets. The expectation is to significantly increase HNTB’s position in the identified market and to understand, pursue, and win the most significant opportunities with our clients.

This position is responsible for the sustainable growth and success of the Architecture practice including business development, strategic thinking and developing laddered relationships with Clients. The National Practice Leader – Sales shepherds development of the office strategic plan, developing and delivering on the sales components of the same. Partners with Line Leaders & Client Service Leaders on implementing HNTB’s Sophisticated Sales Approach (SSA) process and serve as a key strategist to project pursuits. Will leverage relationships across all Divisions within the firm to promote timely and efficient sharing of key discovery to maximize pipeline.

In addition to Job Description functions, this position will focus on:

• In collaboration with Line Leadership, responsible for defining and executing growth strategies that increase HNTB’s market share of the Architecture Office’s markets and services.
• Supports the development of strategic plans, collaborating with national resources and line leaders to clearly define growth goals and strategies with foundation and future foundation clients. Responsible for ensuring that all market sectors and technical discipline leaders proactively identify and maintain sufficient pipeline for the immediate 18 months at all times in support of the practice’s sustainable profitable growth objectives as defined per the strategic plan.
• Will supervise Practice Leaders and Regional Business Development Directors across all markets and hold them accountable to execute the strategies outlined in the strategic plan.
• Leads, champions, owns, teaches and drives the SSA process for the Architecture practice.
• Serves as a key resource to Client Service Leaders and Pursuit Teams to strengthen relationships at all levels of the client organization and with external influencers. This includes identifying, leveraging, and deploying national resources.
• Identifies key recruiting needs and draft board candidates, and fully leverages professional network and personal connections to bring industry best talent that is aligned with our culture and values.
• May serve as a client service leader and/or pursuit champion.
• As key strategist to pursuits, leads WAR rooms, drives Go-No-Go decisions. Understands the status of each pursuit, monitoring risks to success, including pursuit resource allocation, key hires and client issues. Ensures debriefs and after action reviews (AAR) are completed on all pursuits, following up on and acting on lessons learned.
• Collaborates with internal government relations leaders and external consultants on legislative strategies, relationship development with clients and elected officials, contribution strategies and involvement in community and political initiatives

What You’ll Do:

• Work with Office Sales Leaders & Client Service Leaders on Implementing our Sophisticated Planning Approach (SPA).
• Coordinate development of Division Strategic Business Plan with National MSL’s/PSL’s, Division Sales & Marketing Director, Office Leaders and Foundation Client Service Leaders defining growth areas with target clients (both new and existing clients).

• Work with Division leadership to develop and execute strategic Client Service Plans, External Relationship Plans and other client focus strategies. 

• Define strategies that increase market share beyond existing Division service area footprint. Focused on building business over the next 2 to 5 years to establish Division/geographic dominance in DOT, tolls, rail transit and aviation.  Coordinates this activity with National Market Sector Leaders (MSL)/Practice Service Leaders (PSL) and Corporate Growth and Business Development Officers
• Provides leadership and takes ownership of Sophisticated Sales Approach (SSA) Stages 1-3, development of our client relationships and client plans, in support of external client focus and Division business development efforts.  Leads key business development related activities within the Division, including client service plan review meetings and busine