Sr. Business Development Manager (Creative Design)

At SOM, we are a collective committed to shaping a better future for our clients, communities and planet. We aspire to create the most sustainable, impactful work through creative, interdisciplinary teams with all the resources and diversity of a global firm. We value those who are passionate about excellence, innovation, integrity, inclusivity, and collaboration. Together we can achieve great things.

Success at SOM Means 

• Ideas: We believe in a meritocracy of ideas. We look to everyone to actively contribute to the discourse in the firm.

• Knowledge: We believe that expertise is the result of lifelong learning. We are not expected to know everything, but rather to passionately pursue answers, develop new skills and deepen our knowledge.  

• Product: We strive for excellence in the concept, quality, and delivery of our work.  

• Individual: We value individuals who bring the highest standards of professionalism and personal integrity in the way they work. Each person can develop and contribute their wealth of attributes, skills and knowledge to support the overall health of the firm. 

• Team: We value the power of interdisciplinary integration. A positive team culture in which everyone collaborates openly towards common goals is essential.  

• Firm: We have a history of making transformative contributions to the profession and our communities. We are constantly innovating and attempting to bring new approaches, solutions and processes to our work.

Position Responsibilities 

• Business Development 

  • Drives the development and implementation of regional and firmwide business development strategies. 

  • Leads and facilitates the development and execution of Go/No Go decisionmaking on regional market pursuits.

  • Co-manages pipeline with Regional Practice Leaders and understands pipeline, win rates and ROI, and reports out regularly to the Global Marketing Directors and leadership on regional market progress. 

  • Is a strong contributor to regional business plan creation, working with Practice Leaders and regional Partners on its development, identifying trends and growth areas in the market, and how to best strategically position SOM, interpreting historical data, identifying desired clients, etc. 

  • Is a strong contributor to regional business plan implementation, working with Practice Leaders and regional Partners on its implementation, by keeping groups/leaders on target, ensuring activities are executed to achieve yearly goals, and by guiding marketing teams in the development of targeted, strategic marketing collateral

  • Researches, interprets, and shares market intelligence, including specific client research. 

  • Represents SOM to clients and consultants; and identifies and strategizes participation at conferences and events; and attends them as appropriate.

  • Coaches and mentors Marketing and Design Disciplines staff on business development strategies and techniques.

  • Develops and maintains a strong business network, within one or two regions or practice areas.

  • Maintains a profile in professional and community organizations. 

  • Regularly communicates and meets with new/existing clients to discover project information, with or without Firm Leadership.

  • Evaluates potential clients and projects for alignment with our business plans.

• Marketing 

  • Contributes to/collaborates on proposal and interview strategy and messaging, identifying and leading conversations around win themes and value propositions, to increase the win probability of key pursuits.

  • Assists in forming external teaming arrangements and partnerships, including the recruitment of consultant partners and subconsultants.

  • Identifies needs for specific marketing collateral (e.g. for B2B meetings).

  • Advises on marketing collateral, when relevant.

• Team Management 

  • Contributes to the training and mentorship of local marketing team, including their professional development 

  • Manages the local business development team, including their professional development (if applicable) 

• Other 

  • Leads business development portion of regular Leadership meetings and participates at a high level in firmwide practice calls.

  • Collaborates with Global Marketing Directors and other managers to develop and lead firmwide business development strategies.

  • Tracks opportunities, business plans, and business development initiatives using Salesforce, and effectively uses Salesforce to manage work and communicate with others through reports.

  • Acts as a key resource in the office for Salesforce training and quality assurances.    

  • Liaises with local and global Communications Team, both with content and ideas to support marketing and business development efforts.

  • Performs other tasks and responsibilities as may be required.

Minimum Qualifications

• Bachelor's degree in Architecture, Urban Design, Marketing, Communications, or related field.

• 12+ years of professional services business development experience (A/E/C industry preferred), with a minimum of 5 years in a management role. 

• Exceptional written, oral, interpersonal, and presentation skills and the ability to effectively work within a matrix organization 

• Strong people and project management skills 

• Strong storytelling skills 

• Enthusiastic collaborator and team player 

• Proactive, detail-oriented and committed to achieving tangible results in a fast-paced environment 

• Ability to coach and mentor others, including peers 

• Self-reliant, creative problem solver, results-oriented 

• Must have Salesforce or other CRM software experience 

• Strong Microsoft Office and Google Workspace skills 

• Adobe Creative Suite skills preferred 

• Fluency in English; other languages a plus.