Client Development Director – Wastewater
🔍 United States, Nebraska, Omaha
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Do you have a driven personality that thrives on the challenges of meeting goals and ‘raising the bar’ for the rest of the team? Are you a natural engager of people and pride yourself in your ability to connect with people to understand their motivations and business objectives? In the role of the Wastewater Client Development Director, you’ll be in an exclusive position interfacing with HDR’s most significant wastewater clients throughout North America while building close internal relationships with HDR’s foremost technical professionals representing cutting edge wastewater technologies and integrated water planning. You’ll feel confident knowing you have the power of over 1,700 technical professionals focused on managing all aspects of Earth’s ultimate resource – water.
You’re a polished professional with impeccable listening skills and an ability to maintain laser focus on a goal. From a client standpoint, you’ll get to know their mission, vision, culture, and goals with the objective of positioning HDR professionals to solve their greatest challenges.
The Client Development Director (CDD) is focused upon the NFB (net fees booked) metric that drives success and growth of the Wastewater Market Sector. As such, in the Wastewater Client Development Director role you will be primarily focused upon driving current and future year bookings to achieve plan, and more importantly position the sector for growth in future years. Ideally, you will focus the most significant clients of HDR, those which drive a large share of the Wastewater Market Sector revenues.
Your direct supervisor will be our Director of Market Sector Development. This role will enable a division of responsibilities to permit the Market Sector Director to maintain a strategic perspective on the marketplace necessary to develop, maintain and clearly communicate the Wastewater Sector vision to the Water Business Group (WBG) and to HDR. The Wastewater Client Development Director will then execute the strategic plan necessary to identify, develop and drive key wastewater opportunities needed to achieve current year net fees booked goals and develop Major Campaigns and critical strategic initiatives and opportunities for future years.
The following outlines the responsibilities for this role. The role is driven on execution of the Wastewater Sector strategic plan. This enables the Market Sector Director to maintain the strategic perspective necessary to implement a long-term vision for the Market Sector.
Primary Role & Responsibilities:
Path to Goal (10% of time) – In coordination with Wastewater Market Sector Director, identify, monitor, and support attainment of annual NFB plan using the Path to Goal concept to drive consistent communication across the Water Business Group organization.
Strategic Client Development Leadership & Assistance (20% of time) - Assist/Collaborate with Regional Business Group / Area Client Development leadership in the development of the top 10% of clients for the Wastewater Market Sector (Top 10% are defined as clients with long-term, large scale revenue potential to drive sustained growth of Wastewater Market Sector)
Major Campaign and Strategic Pursuit Leadership (30-40% of time) – Engage Regional/Area Wastewater Market Sector staff in the development and execution of key market sector initiatives identified during strategic planning. (i.e., Advanced Treatment, Conveyance, CSO/SSO, Water Quality, Nutrient Removal, Wet Weather, Reuse, Biosolids, Regulatory Compliance, Asset Management, Resiliency, etc.) In addition, assume primary leadership of select Wastewater Market Sector Pursuits in the $2 to $10 M range.
Alignment of Resources (10% of time) – Coordinate the alignment of Wastewater market sector and business class resources with the needs of Regional/Local Client Development Leads and pursuits critical to achieving “Path to Goal.”
Leadership, Management and Delivery of Select Wastewater Projects (20-30% of time) – To remain sharp and focused on the most critical wastewater initiatives and key WBG clients, it is anticipated that the Wastewater Client Development Director will assume leadership roles on pursuit organization charts and delivery teams. This will encourage a utilization goal of approximately 20-30%.
Secondary Responsibilities:
NFB Tracking - Monitor and communicate progress toward annual NFB (net fees booked) goals. Work closely with Regional Water Business Group leadership to observe trends, adjust projections and make required alterations to plan to achieve year-over-year NFB success.
Other Support – Provide Market Sector Director other support in critical areas for the Market Sector. These areas would typically include:
Strategic Planning – Assist in development of annual strategic planning effort
Controlling – Assist in monitoring Net Fee Earned /Utilization/P&L for the Market Sector, as required.
Staffing - Assist in prioritization of strategic hires, identification and recruiting of candidates.
- Bachelors/Master’s Degree in Engineering with an emphasis in water.
- 15+ years of experience in the consulting industry, with a proven track record of successful client capture strategies and pursuit leadership.
- 5+ year previous experience with direct accountability for achievement of financial results for a business unit as a consultant.
- Proven track record of successfully establishing relationships with clients in the water/wastewater industry through various premarketing activities (conferences, workshops, lunch and learns, permit negotiations etc.). Excellent interpersonal communication/connector skills.
- Experienced in the development and management of diverse teams.
- 30-60% travel
- Commitment to HDR’s core values of quality work and continuous improvement.
- Commitment in being an active participant in HDR’s employee-owned culture.
- Existing network of clients, throughout the United States.
- A minimum of 15 years relevant industry experience
- Demonstrated "self-starter" with a history of completing projects with limited oversight
- Deep knowledge of the A/E/C industry's standard approach to procurement of professional services
- Demonstrated ability to motivate and inspire others
- Demonstrated ability to build a network of clients and industry partners
- Experience in sales and developing effective win strategies
- Strong financial acumen and negotiation skills
- Excellent written and verbal communication skills
- Proficient in Microsoft Office applications, including Outlook, Word, Excel and PowerPoint
- Ability and desire to travel and engage with others in-person
- Demonstrated experience in growing programs in new or highly competitive markets
- Demonstrated experience in winning high-value contracts in the A/E/C industry
- Demonstrated experience in writing compelling content based on information from technical staff
What We Believe
HDR is our company. Together, we build on each other's life experiences and perspectives to make great things possible every day. This shapes our collaborative culture, encourages organizational trust and connects us closer to the clients and communities we serve.
Our Commitment
As employee owners, we all have a role in creating an inclusive environment where each of us is welcomed, valued, respected and empowered to bring our authentic selves to work every day.
Our eight Employee Network Groups (Asian Pacific, Black, Hispanic/Latino(a), LGBTQ+, People with Disabilities, Veterans, Women, Young Professionals) help create a sense of belonging and foster a supportive environment where everyone is empowered to engage and contribute. Each group has an executive sponsor and is open to all employees.
