Sallyport Global Senior Executive Federal Markets Leader in Alexandria, Virginia

WHO WE ARE

Supported by more than 3,000 employees in nearly 100 locations across the United States, we provide a full continuum of engineering and consulting services, including design, planning, architectural, environmental, construction and program management. Our clients include U.S. federal, state and municipal governments, foreign allied governments, and a wide range of commercial clients. Michael Baker is committed to delivering a standard of excellence that fosters a culture of innovation, collaboration and technological advancement to help solve our clients' complex challenges.

MICHAEL BAKER FEDERAL MARKETS

Michael Baker International is a leading solutions provider in delivering total life cycle expertise for our Federal Market clients. With a diversified portfolio of engineering consulting practices to our federal clients including the Air Force, USACE, DoD, DHS, FEMA and Navy, we align our exemplary services with the diverse missions of our military partners and federal clients to develop cost-effective, timely and innovative solutions.

DESCRIPTION

Background/Driver behind need for this role:

We seek a proven Senior Executive Federal Markets Leader to lead and rapidly expand our presence working alongside the Executive Team and Regional Leadership. This is a strategically significant role for the organization, and has prompted us to conduct a search for a highly engaged, dynamic leader who will continue to build on our demonstrated track record serving our diverse federal clients.

The Federal Markets Leader will develop market strategies and drive top line growth and performance within the Federal Market sectors. The position will be responsible for enhancing existing relationships with key clients and partners and creating new opportunities for expanded growth. Working with internal partners, the Federal Markets Leader will develop national strategies, business plans, capture planning, secure strategic hires, identify capabilities, assess past performance and identify technical personnel to create a strong national presence to deliver value-added expertise within the Federal Market. The role requires strong interpersonal and leadership skills with the ability to influence outcomes at multiple levels of an organization, both internally and externally.

Scope of the role:

· Reports directly to the President and Chief Executive Officer

· Develops national strategies and strategic alliances, identifies capabilities and resources, together with the CEO, COO, CPO (Chief Practice Officer), the National Practice Leaders, and Regional Directors to create a strong national presence and greatly expand our regional presence in our eight geographic regions

· Identifies adjacent market opportunities and national trends

· Coordinates with the National Practice Leads and Regional Directors to staff and resource key regional and national pursuits and opportunities

· Responsible for market research and intelligence for respective markets including budgetary cycles, budget trends, technology and industry trends, competitor positions and the development and execution of the National Market development pipeline

· Accountable for market metrics including but not limited to:

o New work added (year-over-year growth)

o Net backlog (year-over-year growth)

o Development of prime time/transformational initiatives (improve market share)

o Market-specific business development and marketing budget management

o Client engagement

· Drives the business strategy development for the Federal Market sectors

· Identifies growth opportunities through new and existing markets and clients, the acquisition of resources and skills and drives growth initiative implementation

· Plans and implements sales strategies for initiative pipelines and federal pursuits

· Manages and prepares strategic/key proposals, contracting and teaming negotiation, project management and establishing and sustaining relationships with key consultants to support the Federal business

· Collaborates with the national leaders of federal, state and local government affairs to be keenly aware of future budgetary funding and projects

· Represents Michael Baker International through direct industry involvement, including key association leadership roles and through various client and industry events

Key Responsibilities:

/Clients and Markets/

o Deep understanding of Federal Market sectors across planning, A/E services and alternative delivery acquisition strategies//

o Impact regional growth through strategic and tactical management decisions and new business development results//

o Strong external focus on leading Key Client Development//

o Champion client focus – repeatable business development processes//

o Translate client insights into workable plans/initiatives//

o Committed to service excellence and enhancing the client’s experience//

o Participation in federal, state and/or local professional associations and conferences//

/ /

/Strategic Leadership/

o Understand how to align business to execute regional, practice and market strategies

o Anticipate medium and long-term client needs and industry dynamics

o Comfort with changing market conditions

/Business Performance/

o Act as a key contributor and advisor to the business including practices, markets and regional teams

o Translate strategies into concrete action plans and deliver results

o Collaborate with leadership team and influence without need of direct responsibility

o Ability to see the opportunities for improved performance and act upon them

o Achieve budgeted business development outcomes

o Achieve business growth in all markets and services in each region

o Achieve strong client and stakeholder relationships

/Leadership/

o This position is a key executive leadership role within Michael Baker International

o Manages National Market Leads for the various market sectors (USACE, Air Force, Navy, DHS, and others), business developers, marketing research analysts and other staff

o Significant background and experience related to design focused programs

o Passionate with an understanding of alternative delivery strategies within the Federal Market

o Adjusts quickly to changing priorities and conditions

o Able to cope effectively with complexity and change

o Expects personal performance and team performance to be nothing short of the best

o Communicates ideas clearly across multi-regional teams

o Conducts presentations at the executive level

o Establishes a culture of excellence in performance and development of direct reports

o Clear leader for all disciplines providing services to the Federal Market clients including architecture, planning, design, construction management, program/project management, engineering and consultation as well as liaison with other Michael Baker practices

/Staff Development/

o Works closely with designated Regional Federal Liaisons to promote collaboration and long-term growth

o Prepares and delivers staff evaluations

o Participates in interview and recruitment of professional staff

o Conducts employee performance evaluations, responsible for performance development

PROFESSIONAL EXPERIENCE

At minimum, the individual we seek will have:

· Bachelor’s Degree in Engineering, Planning or related field

· 20 years of experience in engineering consulting

· Demonstrated experience shaping business strategy

· Proven business development track record

· Established client relationships in the Federal Market

· Demonstration of successful procurement/sales of consulting engineering and architectural services with US government agencies

· Effective leadership, communication and analytical skills

· Desire the position to be in the Washington DC Beltway within our Alexandria, VA office

· Ability to travel extensively

· Specific established relationships with key client decision makers with demonstrated experience in leading and winning large strategic pursuits

· High degree of organization, be a self-starter with a strong entrepreneurial spirit

· Due to the nature of this work, U.S. citizenship is required

The ideal candidate will possess:

· Exemplary executive presence and poise

· Is passionate, entrepreneurial oriented and devoted to doubling the current platform within five years

· Challenges the status quo while delivering innovative, thoughtful practices to differentiate

· Comfortable working within a matrixed organization with a keen ability to influence

· Proper license or certificate for his/her particular discipline strongly preferred

· Security clearance preferred, but not required

· Distinguished track record leading, growing and expanding Federal Markets’ growth strategies

Title: Senior Executive Federal Markets Leader

Location: VA-Alexandria

Requisition ID: 181009