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Department of Transportation (DOT) Business Development & Strategy (BD&S) Director

  • Job reference: NA-001168
  • Sector: Asset Management, Sales & Marketing
  • Location: United States, Denver, Miami, Orlando, Atlanta, Charlotte, Houston, Alexandria

Atkins has been providing infrastructure planning, engineering, construction, environmental consulting, urban planning, architecture, and program management services to public and private clients across the United States for more than 50 years.

Globally, Atkins is the largest UK-based engineering and design consultancy and one of the world's largest design firm with nearly 18,000 employees worldwide. We have the depth and breadth of expertise to respond to the most technically challenging and time-critical infrastructure projects and the urgent transition to a low-carbon economy.

At Atkins, we offer our employees more than just a job; we offer an opportunity to shape the world for generations to come through innovative and sound design. As the official Lead Designer working with GDOT, FDOT, TxDOT, CDOT, few companies can rival the size and diversity of our projects. Whether it’s the concept for a new skyscraper, the upgrade of a rail network, the modeling of a flood defense system or the improvement of a management process, we plan, design and enable solutions.

Atkins seeks an energetic and highly motivated self-starter to join our Department of Transportation (DOT) Business Unit as the Business Development & Sales Director. In this role you will develop and implement business development and sales (BD&S) activities to maintain and expand the firm's participation in DOT business opportunities throughout North America, with a focus on large, complex DOT programs and projects as well as create business opportunities that ultimately result in meeting the established sales targets for the DOT Business Unit.

 
MAJOR FUNCTION/ROLE


Participates in the development of strategic and/or operational plans for the BU, and implements accordingly. Develops and implements business unit sales plan consistent with the ANA strategic and BD&S plans, assists in identifying new opportunities and positioning ANA to capitalize on those opportunities to achieve sales targets for the BU. Plays a major role in new work identification and pursuit, working with the ANA BD&S team, Client Account Managers, and Project Directors/Managers. Performs no/go reviews of BU pursuits.

Provides input to BU Director and BD&S Team regional managers on opportunities, legislative/political developments, competitors, key client trends, funding trends, marketing/branding, and other related issues that may have an impact on the BU success. This may include, but not be limited to, recommendations for services, key opportunities/pursuits, participation on trade organization boards or specific conferences, marketing/branding, and/or unique client relationships.

Leads in effectively positioning the BU for key client opportunities, gathering market and client intelligence, (clients/programs/projects) to expand participation with existing clients, penetrate geographic markets and maintain a competitive advantage leading to winning contracts that are aligned with the ANA DOT Business Unit Strategy.

Coordinates/Collaborates with the ANA Business Unit Director to develop and manage the overall Sales budgets for the BU.


JOB DUTIES



May serve as a Client Account Manager for key clients of the BU. Responsible for working with other Client Account Manager to oversee development and implementation of Client Account Manager plans.

Assists with the preparation, provides review and approval, and manages the BU budget for BD&S activities; develops annual projections of BD&S expenditures, and revenue based on opportunity pipeline

Explores business opportunities with new clients and areas, working closely with the BU Team as well as Client Account Managers and other key ANA staff; identifies new project prospects, screens project opportunities, and schedules contacts, visits, information gathering and follow-up.

Coordinates and reviews all aspects of proposal development with the Pursuits Team, BU staff, and technical professional staff, and ANA Marketing/Communication personnel, including proposal strategy, pursuit strategy and team composition.

Develops and executes teaming agreements with strategic partners on behalf of the BU, working collaboratively with the ANA BD&S Director.

Responsible for Customer Satisfaction Surveys and Reporting for the BU.

Foster client recognition through participation in awards competitions, in conferences and technical paper presentations with the client’s staff.

Assists with opportunity presentation strategies, support materials and visuals; coordinates and critiques rehearsals and presentations.

Actively engages members of the BU and technical professional organization to stay abreast of key technical and business trends generated from ongoing client and project activities. Leverages information gathered to support development and evolution of sales and marketing strategies to advance marketing positioning.

Participates in the development, planning and implementation of BU marketing and branding initiatives with the Marketing/Communications team; participates in selective industry associations and community/civic activities in a leadership role, and helps drive BU thought leadership efforts.



EDUCATION AND EXPERIENCE


Bachelor's degree, preferably in engineering plus 20 years' relevant experience and proven track record in business development and sales, with emphasis in the DOT sector.


SPECIAL SKILLS


Excellent interpersonal skills plus written and oral communications skills are essential. Outgoing, self-starter with innate sales orientation, optimism and drive; good organizational skills. Background in intermodal management or consulting is required. Experience identifying, pursuing, and winning major DOT pursuits in North America in excess of $25M highly desired.


PROFESSIONAL REGISTRATIONS


Professional registration in field of practice is required, if available, i.e., P.E., P.G., PLS, R.A., or RLA.

General Competencies expected of all Professionals and Managers are as follows: Client Service, Commitment, Communication, Innovation & Continuous Improvement, Professionalism, Quality, and Teamwork.

Job requires ability to travel. If local travel is required and no company vehicle is available, the use of a personal vehicle may be required. The incumbent must have a valid driver's license and a driving record that meets company policy. The vehicle must be in good working order and insured. Mileage reimbursement allowance will be available.




Atkins offers its employees a robust rewards package which includes: a competitive salary; a broad benefits package including medical/RX, dental, vision, life, disability, legal, hospitalization and other valuable voluntary options; generous time-off programs; flexible work schedules; 401(k) with employer match; professional and career development opportunities through our corporate university, as well as a highly-regarded tuition reimbursement program; and an unmatched culture focused on client-service, quality, and tireless pursuit of excellence in all we do. Atkins is an equal opportunity, drug-free employer committed to diversity in the workplace. 

 

Please see Atkins Equal Opportunity Statement.