Director, National Healthcare, Principal

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{
  "lists": [
    {
      "text": "Essential Duties and Responsibilities",
      "content": "<div>\n<p>You contribute to TEECOM’s scale and growth through the following key activities and collaboration:</p>\n<ul style=\"list-style-type: disc;\">\n<li><strong>Develop and Manage Client Relationships:</strong>&nbsp;Build and maintain a pipeline of opportunities through proactive client relationship development, strategic research, and close collaboration with the Market Intel team.</li>\n<li><strong>Targeted Project Pursuits:</strong>&nbsp;Lead business development efforts and drive targeted project pursuits within TEECOM’s markets, identifying and aligning client needs with TEECOM’s solutions.</li>\n<li><strong>Strategic Partnership Development:</strong>&nbsp;Identify and develop partnerships with client and partner organizations with a gap in technology services, to become their preferred partner for TEECOM service offering.</li>\n<li><strong>Strategic Leadership Participation:</strong>&nbsp;Actively engage in monthly and quarterly Leadership Team meetings, contributing to problem-solving, operational alignment, and strategic initiatives the firm’s growth.</li>\n<li><strong>Annual Sales Planning:</strong>&nbsp;Work closely with the Leadership Team to develop annual client relations and sales strategy for specific target markets and accounts, ensuring alignment with TEECOM’s growth objectives.</li>\n<li><strong>Market Intelligence and Relationship Building:</strong>&nbsp;Gather insights and identify new client and channel partners (architects, engineers, General Contractors and Project Management organizations) to further TEECOM’s position in the market.</li>\n<li><strong>Client Mapping:</strong>&nbsp;Collaborate with our Market Intel team to prepare detailed client organization maps, identifying key decision-makers and existing vendor relationships.</li>\n<li><strong>Industry Networking and Visibility:</strong>&nbsp;Represent TEECOM at industry functions to increase visibility, connect with clients, and build long term partnerships and relationships.</li>\n<li><strong>Competitive Positioning and Proposal Strategy:</strong>&nbsp;Collect and organize intelligence that gives TEECOM a competitive edge in winning projects. Seek client feedback and referrals to strengthen client relationships.</li>\n<li><strong>Consistent Reporting:</strong>&nbsp;Provide regular updates on business development activities, including lead status and prospective projects, using TEECOM’s CRM tools and processes.</li>\n<li><strong>Solution-Oriented Selling:</strong>&nbsp;Apply a solution-selling approach by actively listening to the client’s business needs and aligning TEECOM’s offerings to address those needs effectively.</li>\n\n</ul></div>"
    },
    {
      "text": "Responsibilities and Expectations",
      "content": "<div>\n<h3 id=\"annual\">Annual</h3>\n<ul style=\"list-style-type: disc;\">\n<li>Develop and execute an annual plan collaborating with the Client Relations EVP, the Market Intel, and the broader leadership team</li>\n<li>Establish target client list and plans to secure new business opportunities with key clients and channel partners (e.g architects, engineers, general contractors, and project management firm partners)</li>\n<li>Align sales strategy with delivery capacity, utilization targets, and recruiting to ensure TEECOM’s successful delivery of our services</li>\n<li>Collaborate with Discipline and Team Leads to identify emerging technologies and potential new service offerings</li>\n<li>Report on annual performance and market insights to executive leadership</li>\n\n<h3 id=\"quarterly\">Quarterly</h3>\n<ul style=\"list-style-type: disc;\">\n<li>Review quarterly net bookings, backlog, and pipeline strength by clients, markets and regions</li>\n<li>Meet with clients and strategic partners to reinforce and escalate to executive-level relationships</li>\n<li>Collaborate with the Market Intel Team on thought leadership, conferences, and targeted campaigns</li>\n<li>Assist in the development of major proposals and interview strategies</li>\n<li>Coach and provide feedback to technical leaders on consultative selling behaviors</li>\n<li>Report quarterly results and corrective actions to firm leadership</li>\n<li>Participate in quarterly planning meetings to support TEECOM’s annual objectives</li>\n<li>Identify key partners for feedback session opportunities</li>\n\n<h3 id=\"monthly\">Monthly</h3>\n<ul style=\"list-style-type: disc;\">\n<li>Review monthly net bookings, pipeline, and forecast accuracy</li>\n<li>Lead monthly client relations meeting with leadership for specific market assigned</li>\n<li>Ensure CRM data quality, pursuit stage and close probabilities accuracy</li>\n<li>Review top pursuits across markets and disciplines</li>\n<li>Communicate pipeline of upcoming opportunities and coordinate with team leads on timing, probability and potential workload</li>\n<li>Track progress on strategic partner plans and key relationships</li>\n<li>Adjust focus based on market fluctuation, demand and capacity</li>\n<li>Contribute to TEECOM’s documentation to improve results and advance training for non-client relations team members</li>\n\n<h3 id=\"bi-weekly-weekly\">Bi-Weekly / Weekly</h3>\n<ul style=\"list-style-type: disc;\">\n<li>Participate in and inform the weekly client relations meeting</li>\n<li>Participate in and inform the Bi-weekly Owners Client Relations reviews</li>\n<li>Review active proposals, RFP/RFQ/SOQ, and interview preparation efforts</li>\n<li>Coordinate with the Market Intel team on proposal development, messaging and deadlines</li>\n<li>Share competitive intelligence and market insights</li>\n<li>Develop and maintain relationships with our clients and channel partners through consistent outreach and sharing value-adding intel</li>\n<li>Collaborate in weekly 1:1 with Client Relations EVP</li>\n<li>Attend bi-weekly client relations team meeting</li>\n\n<h3 id=\"daily\">Daily</h3>\n<ul style=\"list-style-type: disc;\">\n<li>Participate in daily huddle with the client relations team</li>\n<li>Inform and monitor pipeline changes, pursuits, and near-term deadlines</li>\n<li>Support Market Intel and Project Delivery teams on active pursuits</li>\n<li>Engage in person with priority clients, channel partners and prospective clients</li>\n<li>Coordinate with discipline leads and team leads to present TEECOM’s solutions</li>\n<li>Document and track personal outreach to clients, channel partners and prospective clients in TEECOM’s CRM database</li>\n<li>Document and track prospects and pursuits in TEECOM’s Pursuit database</li>\n<li>Model firm values, collaboration, and professional rigor</li>\n\n</ul></ul></ul></ul></ul></div>"
    },
    {
      "text": "Supervisory / Mentorship / Training Responsibilities",
      "content": "<div>\n<ul style=\"list-style-type: disc;\">\n<li>No immediate but potential direct supervisory responsibilities supported by growth.</li>\n<li>Initially an individual contributor, with a high degree of cross-functional team collaboration.</li>\n<li>Mentor technical team members in client relations and business development activities</li>\n\n</ul></div>"
    },
    {
      "text": "Experience and Qualifications",
      "content": "<div>\n<ul style=\"list-style-type: disc;\">\n<li>Bachelor’s degree required. Majors: Business Administration, Marketing, Sales, or Engineering.</li>\n<li>15 years experience in a sales role with a proven track record of exceeding sales goals.</li>\n<li>Experience and an established network within the AEC industry, highly preferred.</li>\n<li>Passion for relationship building, technology, and the construction industry.</li>\n<li>Knowledge of professional services procurement process from RFPs/RFQs, Proposals, and bidding to award.</li>\n<li>Excellent verbal and written communication skills.</li>\n<li>Results-driven and highly ethical in practice.</li>\n<li>Methodical, tenacious, personable, and comfortable prospecting and asking for the business.</li>\n<li>Outstanding networking and people skills, both in person and online.</li>\n<li>Highly autonomous, proactive, and able to manage multiple accounts and pursuits simultaneously.</li>\n<li>Ability to work as a team and positively contribute to TEECOM culture</li>\n\n</ul></div>"
    },
    {
      "text": "Physical Demands",
      "content": "<div>\n<p>These physical demands represent what is required to perform the essential functions of this job. Reasonable accommodations will be provided as needed.</p>\n<ul style=\"list-style-type: disc;\">\n<li>Prolonged desk work using a computer, keyboard, mouse, and telephone.</li>\n<li>Regular reading, writing, and communication in virtual and in-person settings.</li>\n<li>Occasional travel to client sites for in-person meetings, events, or conferences&nbsp;</li>\n<li>Site walks may require standing or walking for extended periods, climbing stairs, and navigating construction or utility areas.</li>\n<li>Field activities may involve bending, kneeling, or maneuvering in confined spaces.</li>\n<li>May occasionally lift or move equipment weighing up to 25 pounds.</li>\n\n</ul></div>"
    },
    {
      "text": "Work Environment ",
      "content": "<div>\n\n<li style=\"list-style-type: revert;\">These work environment characteristics represent the conditions encountered while performing essential job functions. Reasonable accommodations will be provided as needed.</li>\n<li style=\"list-style-type: revert;\">Approximately 100% of work is performed in a remote setting.</li>\n<li style=\"list-style-type: revert;\">Approximately 50% travel occurs at client in-person meetings, events, or conferences</li>\n\n</div>"
    }
  ],
  "country": "US",
  "createdAt": 1753981833529,
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