Market and Capture Strategy Advisor

7 months ago


Brossard, Canada GHD Full time

**Reports To:
Capture Strategy Leader with dotted line to Regional General Manager

**Role Purpose:
Play a critical role in aligning strategic market growth objectives with executable programs centred around Growth, Client Experience, and Winning Work through compelling business intelligence, a strong culture of accountability, and connection between various stakeholder groups at GHD. This will include discovery and qualification efforts for long lead priority pursuits, and the mobilization of Winning Work teams in collaboration with market focused Capture Managers, Market Leadership, and Regional General Manager.

**Primary Functions:
Provide focused support on the growth of GHD’s external industry awareness and strengthening GHD internal go-to-market, key client, and capture activities necessary to grow our business.

Key areas of responsibilities include:
Growth Strategy:

- Support strategic planning efforts with the region’s Market Leads and stakeholders to develop a growth strategy to support targets.
- Support regional Market Leaders with regular performance-to-plan meetings to analyze gaps, opportunities, and focus areas.
- Support regional leaders in driving a culture of accountability for strategic growth.
- Maintain market intel capturing competitor and client data.
- Maintain teaming partner information to identify preferred partners by scope, geography, client relationship, qualifications, and performance (pursuit and delivery).
- Coordination and compilation of market intel and competitor research, in collaboration with Market Teams to ensure the team has an up-to-date understanding of competitor positioning and clear / precise understanding of where the market opportunity is for GHD.
- Support regional Market Leaders and technical communities with the creation and refinement of agile market-led service offerings and help develop go-to-market approaches and supporting value propositions to drive growth.
- Provide support to Relationship Managers, in conjunction with the global CX program, to drive a culture of growth and accountability in performance. Coordinate Voice of the Client (VOC) efforts for the market.Client Experience:

- Support Client Experience (CX) programs and identify activities for NA Market Leads, Regional Market Leaders, and Service Line Leads that support the capture of strategic pursuits.

Winning Work:

- Assess GHD’s ability to pursue, win, and execute projects and, support Market Leads, Business Group Leads, and stakeholders (i.e., Capture) to prioritize clients and priority opportunities.
- Maintain a list of the Market’s priority pursuits and update Salesforce records to identify and qualify long-lead priority pursuits and lead Capture efforts to enable the dissemination of critical success factors like client and competitive intel, market analysis, and teaming strategies.
- Support the delivery of strategic capture activity to support Opportunity Owners and identify and connect global capabilities to maximize GHD’s position to win and working with market focused capture managers and proposal manager during the proposal process.
- Work with Regional Market Leads, other Market stakeholders, and MarComms to develop fit-for-purpose client presentations, regionally relevant and customized pitch packs, capability statements, and proposal-ready case studies etc. for priority pursuits. Lead proposal development process for select priority pursuits.**Key Performance Indicators:
To be developed by the Market and Capture Strategy Leader and the appropriate Market Leader.
- **Growth strategy**
- Increase the Region’s utilization of Salesforces by 50% in year 1. Support Regional General Manager in establishing regional budget.- **Client Experience (Cx)
- Support Regional Market Leads with development of one new regional key client per year. Attend two regional key client care visit per year.- **Winning Work**
- Maintain an active pipeline of strategic pursuits that align with business planning goals.Qualifications:

- BA/BS in Business or related field with at least eight (8) years industry experience at an operational level.
- Proven ability to successfully manage complex business captures and provide advance guidance for complex scope crossing multiple market sectors and regions.
- Experience with similar A/E/C firms preferred.
- Strong communication skills both written and verbal.
- Bilingual: French and English.
- Flexible and able to meet challenging deadlines.
- Excellent organizational skills required with ability to multi-task and prioritize. Consistent personal ethics: integrity, dependability, initiative, and quality.

**Budget
The budget for this role will remain within the regional budget, but the reporting structure will move to the appropriate Market and Capture Strategy Leader with dotted line to Regional General Manager as required in matrix structure between region and function.



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