VP, National Aviation Market Growth Leader

RS&H is one of the nation’s leading architecture, engineering, and consulting firms, and they are seeking a Vice President, National Aviation Market Growth Leader. This role is responsible for developing and executing growth plans for aviation clients, driving engagement and market expansion through strategic planning and collaboration across business units.

Responsibilities:

• Develop and implement our firmwide aviation market growth objectives, working closely in a matrix-oriented manner with our Operations teams, including organic growth as well as geographic expansion, new and current clients targeting strategies, offering new services, partnership strategies, and leadership with all our joint-venture and project partners
• Lead client management efforts, including account planning, relationship development, client meetings, feedback coordination, and client-facing sales, working closely in a coach/player orientation. Serves as the client account manager for key client accounts. The ability to travel weekly to meet with clients, attend key trade shows and conferences, and participate in in-person internal meetings will be required for this role
• Responsible for achieving annual sales goals for our Aviation Market by partnering with seller-doers and doer-sellers in all our three business units, Infrastructure, Construction Management, and Buildings, developing and executing strategic business development plans, building client relationships, and aligning pursuits with RS&H’s growth objectives
• Partner closely with operations leadership, working in lockstep to align market growth objectives with delivery, resource planning, and client outcomes, while driving key accounts’ leadership
• Oversee and participate in key business development activities, including lead generation, proposal leadership, client interviews, pursuit strategy, and Go/No Go processes, and provide start-to-finish opportunities’ leadership and guidance
• Manage partnerships and internal aviation team growth, joint ventures, and sub-consultant relationships to support market growth. Will also work closely with Corporate Development (M&A) to guide and actualize our organic and external growth in our Aviation market
• Drive market intelligence efforts, including research, funding insights, and advocacy tracking
• Lead business planning, sales forecasting, and pipeline management for the market
• Champion people and market leadership:
• People leadership: provide leadership to a team of professionals with a shared focus on market growth and development. Serve as a thought leader and foster innovative thinking and development of ideas that differentiate the firm in the marketplace
• Market Growth leadership: elevate market visibility, including representing the market in national associations and industry forums. The ability to travel weekly to meet with clients, attend key trade shows and conferences, and participate in in-person internal meetings will be required for this role
• Assist on the BDO team to drive and support firm-wide CRM usage and data management, and ensure and foster the Aviation team’s usage, tracking of opportunities, and client account strategies in the CRM platform
• Performs all other duties as assigned and within the scope of practice

Requirements:

• Bachelor's degree in business, marketing, engineering, or related field
• 15+ years of proven experience in hands-on business development, client growth management, and overall aviation market strategy, with 5+ years in a senior role, and 5+ years in a leadership role
• Proven ability to lead enterprise-wide market growth and client development strategies in the AEC Aviation and/or Aviation Management Consulting marketplace
• Experience in professional services, AEC, or consulting industries specific to the assigned market
• Excellent business development and client management, mentoring, coaching, and teaching skills
• Strong business acumen with a deep understanding of early-middle-end game sales processes and strategies, and business development negotiations
• Excellent relationship building and communication skills
• Experience with CRM systems and data-driven decision-making
• Ability to lead cross-functional teams and manage complex partnerships and client/opportunity pursuits
• Master's degree in business administration, architecture, engineering, or related field
• Familiarity with M&A strategy and technology-enabled service offerings
• Certifications in business development leadership, marketing, positioning, and segmentation, or strategic planning