Head of Business Development – North America

With a vision to be the leading asset advisory and capital programs professional services provider operating across real estate, infrastructure and natural resources, the North America region (United States and Canada) is a high growth market for Turner & Townsend. Critical to achieving this milestone is a multi-disciplinary marketing and business development function that strengthens the Turner & Townsend brand and supports our client-facing professionals in capturing new opportunities and growing existing business. The Head of Bids & BG Operations, North America is an integral contributor to this team, driving and helping to define the North America business development and sales enablement function within our region, markets and business segments.

Along with new leadership, the Business Generation and Marketing team has recently refreshed its strategy and approach. There is real energy and enthusiasm to make an impact, as experts in our fields. This will require us to ask difficult questions at times, and to be resilient and creative in a fast-paced environment. We collaborate daily with our colleagues across North America and around the globe, and are closely aligned with the firm’s leadership. As we build a high-performing team to take the organization to the next level, we are looking for talented marketing and business development professionals to join us as we make a difference!

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Job Summary:

Working closely with our CMO, North America, our regional BG & Marketing Leads in the U.S. and Canada, senior leadership, and other Turner & Townsend colleagues, the Head of Bids & BG Operations, North America will be responsible for leading the development and delivery of industry-leading standards to improve opportunity conversion across the lifecycle of bidding and closing. This role will be pivotal in professionalizing Turner & Townsend’s business generation/development function within North America. This role is based in our New York City office and will provide support across the U.S. and Canada.

To be successful, the incumbent must be able to lead and guide a sales enablement and business development function across the enterprise and demonstrate a sound understanding of marketing strategy. This is a hands-on role – active involvement in selected key opportunities/bids, as well as strategic marketing leadership, will be required. He/She will nurture highly collaborative internal client relationships with segment/service line professionals and SMEs to drive an integrated approach to business generation.

Specific responsibilities associated with the Head of Bids & BG Operations, North America role include:

Business development leadership:

• Supervise, endorse and enforce Turner & Townsend’s ‘Bid to Win’ process for all pursuits within North America to achieve a high-quality deliverables; coaching interview teams when required.
• Oversight of the bid qualification (go/no go) process for new opportunities in North America.
• Contribute to written proposals, at both the submission and presentation stages; support bid teams to understand and resolve complex (technical, strategic and business) issues to strengthen our proposition.
• Collate and act upon feedback from post-bid reviews with customers, post-contract award.
• Ensure discipline and best practice around client positioning, win themes, bid planning and management, proposition, governance/approvals, etc.
• In conjunction with the Head of Communications, North America, manage profile-raising activity, including gathering and internally publicizing new wins and client testimonials.
• Coach regional and segment teams in creating and rolling out effective key client and new client programs, including deployment of best KAM methodology (account plans, client care, value statements).

Strategic planning and best practice:

• Support the CMO, North America on new campaigns and initiatives, including assisting in the scoping, milestone management, stakeholder engagement, governance, launch and close out/ROI.
• Help guide the North America strategic planning process and facilitate the implementation of the business generation strategy for the region; support and facilitate business development and marketing strategy development across U.S. and Canada.
• Advise North America technical and key client teams on the right business development and marketing activities to achieve their objectives; ensure execution.
• Ensure discipline and best practice around conversion success factors; facilitate opportunity pipeline quality and decision-making.
• In conjunction with North America Head of Communications and Head of Key Client & Propositions, coach regional, service and segment teams in the development of best-in-class marketing and communications collateral for target markets or propositions.
• Support/deploy a business development training framework that identifies and delivers necessary skills to both business generation teams and the broader business.

Marketing and content management:

• Direct the production of marketing materials for relevant in-region execution of global campaigns.
• Support North America marketing initiatives and respond to internal requests for new sales enablement and marketing resources within the region, allocating to markets/hubs as needed.
• In conjunction with global team, facilitate market research and client intelligence activities for the region in order to support service delivery and the pursuit of new business.

Reporting:

• Responsible for the accuracy and management of the various business development and client databases (e.g., CMD).
• Produce and/or contribute to Board reports, performance reviews and summaries, as needed.
• Provide ongoing reporting and tracking of business development performance and activities as directed.

Other:

• Act as guardian of the Turner & Townsend brand ensuring consistency across the region.
• Champion global/North America programs, deliverables and initiatives across the region.
• Manage/supervise performance of Business Generation & Marketing Leads within the U.S. and Canada hub offices.
• Quality controls: Ensure all work is performed on time, cost effectively and according to Turner & Townsend’s high-quality standards.
• Define and manage ‘best practices’ across offices and activities – drawing from and contributing to global best practices where relevant.
• Assist global business generation and marketing teams, as needed.

Qualifications

Required Skill Sets and Qualifications:

To provide the support that Turner & Townsend’s professionals require, the incumbent will need 10+ years of consulting service delivery and business development experience, preferably operating within a B2B professional services environment at a strategic level. Required competencies include:

• Bachelor’s degree, or the equivalent in prior marketing, sales enablement and/or business development experience. Master’s degree, highly desired.
• 10+ years of experience across both bid management and corporate marketing/communications, preferably within the construction consultancy, advisory, legal, architecture, or real estate industries.
• A comprehensive knowledge of the construction consultancy/advisory business that adds value or strategically enhances deliverables and initiatives.
• Practical experience of how professional service organizations build brand and win work; and of the marketing and business development approaches which underpin them.
• A proven ability to successfully mentor, manage and supervise employees.
• An ability to develop, manage and improve business processes and initiatives to support a rapidly growing business.
• Passionate about and focused on doing the right things to support business success.
• An ability to contribute strategic concepts for business and project initiatives and successfully execute those concepts.
• Should be a self-starter and possess a strong ability to handle multiple projects simultaneously to tight deadlines, with an ability to work in a highly collaborative team environment.
• Superior written, analytical and oral communications skills; very detail oriented.
• Demonstrates the utmost in integrity, with a solid work ethic, confidence, diplomacy, and credibility.
• An ability to demonstrate consistently the expectations outlined in Turner & Townsend’s Model of Excellence.
• Strong PC skills required. Expert in the use of Microsoft Office package, especially MS Word, Excel and Power Point.

Additional Information