Director, National Healthcare, Principal

You contribute to TEECOM’s scale and growth through the following key activities and collaboration:

• Develop and Manage Client Relationships: Build and maintain a pipeline of opportunities through proactive client relationship development, strategic research, and close collaboration with the Market Intel team.
• Targeted Project Pursuits: Lead business development efforts and drive targeted project pursuits within TEECOM’s markets, identifying and aligning client needs with TEECOM’s solutions.
• Strategic Partnership Development: Identify and develop partnerships with client and partner organizations with a gap in technology services, to become their preferred partner for TEECOM service offering.
• Strategic Leadership Participation: Actively engage in monthly and quarterly Leadership Team meetings, contributing to problem-solving, operational alignment, and strategic initiatives the firm’s growth.
• Annual Sales Planning: 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.
• Market Intelligence and Relationship Building: 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.
• Client Mapping: Collaborate with our Market Intel team to prepare detailed client organization maps, identifying key decision-makers and existing vendor relationships.
• Industry Networking and Visibility: Represent TEECOM at industry functions to increase visibility, connect with clients, and build long term partnerships and relationships.
• Competitive Positioning and Proposal Strategy: Collect and organize intelligence that gives TEECOM a competitive edge in winning projects. Seek client feedback and referrals to strengthen client relationships.
• Consistent Reporting: Provide regular updates on business development activities, including lead status and prospective projects, using TEECOM’s CRM tools and processes.
• Solution-Oriented Selling: Apply a solution-selling approach by actively listening to the client’s business needs and aligning TEECOM’s offerings to address those needs effectively.

Annual

• Develop and execute an annual plan collaborating with the Client Relations EVP, the Market Intel, and the broader leadership team
• 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)
• Align sales strategy with delivery capacity, utilization targets, and recruiting to ensure TEECOM’s successful delivery of our services
• Collaborate with Discipline and Team Leads to identify emerging technologies and potential new service offerings
• Report on annual performance and market insights to executive leadership

Quarterly

• Review quarterly net bookings, backlog, and pipeline strength by clients, markets and regions
• Meet with clients and strategic partners to reinforce and escalate to executive-level relationships
• Collaborate with the Market Intel Team on thought leadership, conferences, and targeted campaigns
• Assist in the development of major proposals and interview strategies
• Coach and provide feedback to technical leaders on consultative selling behaviors
• Report quarterly results and corrective actions to firm leadership
• Participate in quarterly planning meetings to support TEECOM’s annual objectives
• Identify key partners for feedback session opportunities

Monthly

• Review monthly net bookings, pipeline, and forecast accuracy
• Lead monthly client relations meeting with leadership for specific market assigned
• Ensure CRM data quality, pursuit stage and close probabilities accuracy
• Review top pursuits across markets and disciplines
• Communicate pipeline of upcoming opportunities and coordinate with team leads on timing, probability and potential workload
• Track progress on strategic partner plans and key relationships
• Adjust focus based on market fluctuation, demand and capacity
• Contribute to TEECOM’s documentation to improve results and advance training for non-client relations team members

Bi-Weekly / Weekly

• Participate in and inform the weekly client relations meeting
• Participate in and inform the Bi-weekly Owners Client Relations reviews
• Review active proposals, RFP/RFQ/SOQ, and interview preparation efforts
• Coordinate with the Market Intel team on proposal development, messaging and deadlines
• Share competitive intelligence and market insights
• Develop and maintain relationships with our clients and channel partners through consistent outreach and sharing value-adding intel
• Collaborate in weekly 1:1 with Client Relations EVP
• Attend bi-weekly client relations team meeting

Daily

• Participate in daily huddle with the client relations team
• Inform and monitor pipeline changes, pursuits, and near-term deadlines
• Support Market Intel and Project Delivery teams on active pursuits
• Engage in person with priority clients, channel partners and prospective clients
• Coordinate with discipline leads and team leads to present TEECOM’s solutions
• Document and track personal outreach to clients, channel partners and prospective clients in TEECOM’s CRM database
• Document and track prospects and pursuits in TEECOM’s Pursuit database
• Model firm values, collaboration, and professional rigor

• No immediate but potential direct supervisory responsibilities supported by growth.
• Initially an individual contributor, with a high degree of cross-functional team collaboration.
• Mentor technical team members in client relations and business development activities

• Bachelor’s degree required. Majors: Business Administration, Marketing, Sales, or Engineering.
• 15 years experience in a sales role with a proven track record of exceeding sales goals.
• Experience and an established network within the AEC industry, highly preferred.
• Passion for relationship building, technology, and the construction industry.
• Knowledge of professional services procurement process from RFPs/RFQs, Proposals, and bidding to award.
• Excellent verbal and written communication skills.
• Results-driven and highly ethical in practice.
• Methodical, tenacious, personable, and comfortable prospecting and asking for the business.
• Outstanding networking and people skills, both in person and online.
• Highly autonomous, proactive, and able to manage multiple accounts and pursuits simultaneously.
• Ability to work as a team and positively contribute to TEECOM culture

These physical demands represent what is required to perform the essential functions of this job. Reasonable accommodations will be provided as needed.

• Prolonged desk work using a computer, keyboard, mouse, and telephone.
• Regular reading, writing, and communication in virtual and in-person settings.
• Occasional travel to client sites for in-person meetings, events, or conferences 
• Site walks may require standing or walking for extended periods, climbing stairs, and navigating construction or utility areas.
• Field activities may involve bending, kneeling, or maneuvering in confined spaces.
• May occasionally lift or move equipment weighing up to 25 pounds.