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Pursuit Manager

Date: Dec 3, 2018

Location: Mississauga, ON, CA

Company: Hatch

Requisition ID: 18195 

Job Category: Marketing; Shared Services 

Location: Mississauga, ON, Canada  

 

With over six decades of business and technical experience in the mining, energy, and infrastructure sectors, we understand that challenges are changing rapidly in every industry. We respond quickly with solutions that are smarter, more efficient, and innovative. We draw upon our 9,000 staff with experience in over 150 countries to challenge the status quo and create positive change for our clients, our employees, and the communities we serve.

We are in search of a mid-career to senior individual looking to take their career to the next level by making a measurable impact in regional client engagement efforts and sales.

You will have a minimum of 15+ years of working experience, with at least 5 years of Business Development (BD) experience preferably in an Engineering and project support environment. Experience and knowledge working in the Metals sector will be considered an additional benefit.

At Hatch you will represent our Client Engagement Team in North America. We are in search for an ambitious individual who can work as an advisor to our senior leadership team. You will partner with our business unit leads and senior directors to support their pursuit of business development opportunities. Our ideal person will have a hand in developing our pipeline of business, educate the group with market intelligence and help drive repeat business.

Hatch is all about challenge.  We challenge our clients with innovative ideas that help them take their business to higher levels.  We challenge our employees to take on responsibilities and take initiative regardless of position title or job description. 

Our global Client Engagement Team is comprised of professionals with experience in business development, marketing, pursuit management, engineering, project management and at least one of Hatch’s core lines of business.

Responsibilities

  • Acts as the Client Engagement (CE) “right hand” of the Regional Managing Director
  • Develop and enact a CE plan consistent with regional business plans
  • Identify must-win pursuits, prior to RFP release
  • Encourage global pursuit best-practices on all must-win opportunities
  • Coordinate internal resources on must-win pursuits (IRC, Commercial, Proposal Manager, etc.)
  • Provide Win Strategy Development expertise
  • Be a persuasive messaging architect, identifying and addressing client hot buttons
  • Prepare teams for internal Win Strategy Reviews (WSRs) with executives
  • Prepare teams for client meetings, including short-list interviews
  • Coordinate broader CE activities, with the input of Regional and BU leadership
  • Serve as industry expert on business news for the region, keeping internal clients informed
  • Identify marketing needs and opportunities during the course of the business development cycle and work with Marketing – Communications to execute on these needs
  • Drive follow-up for repeat business with PM
  • Measure results and identify areas for improvement
  • Participate in post- project award BD/ CE efforts, e.g. project handover process
  • Deliver Hatch Sales Training courses
  • Monitor and encourage skill adoption from Hatch Sales Training courses
  • Implement internal sales promotions/campaigns in the region

Qualifications

  • Bachelor degree or higher in Business, Marketing or Engineering
  • Minimum 15 years experience in an Account Manager, Business Development Manager, Commercial, Engineering, Project Manager or equivalent role, demonstrating increasing responsibilities over time
  • Previous experience working in an engineering project/consulting environment
  • Minimum 5 years experience in one of Hatch’s core industries – mining, energy, infrastructure or digital
  • Minimum 5 years experience pursuing new business, specific experience in $10 Million (+) pursuits
  • Existing clients contacts in the Metals industry is a plus
  • Excellent interpersonal, communications and presentation skills
  • High level of self-motivation and ability to consult in a productive, cooperative manner
  • Expert working knowledge of MS Office tools, including Word, Excel, PowerPoint

 

We are committed to fostering a workforce in each of our locations that reflects the diversity of the communities in which we operate. Hatch is an Equal Opportunity Employer that considers employment applicants without regard to age, race, colour, national origin, citizenship, religion, creed, sex, sexual orientation, marital status, disability or any other protected status. If you have any special needs requirements, please let us know. We will do our utmost to accommodate, in accordance with applicable local legislation. 


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