S&ME, Inc.
  • 24-Jan-2020 to 31-Mar-2020 (EST)
  • 2605-NASHVILLE
  • Nashville, TN, USA
  • Full Time

S&ME is proud to offer high quality, affordable, comprehensive financial and wellness benefits. The package includes a 401 (k) retirement plan; an employee stock ownership plan (ESOP); medical, dental, life and disability insurance; a full suite of voluntary products; a Flexible Spending Account and an Employee Assistance Program; and paid holiday, vacation and sick time. We also provide employees with an opportunity to further their professional growth through certification training and our Credential Incentive Program.

Position:  Tennessee Client Development Leader

Requisition Number:  2020-2605-01



S&ME is an employee-owned engineering firm that provides civil, geotechnical, environmental, planning, landscape architecture, survey and construction services. Consistently ranked in the top 100 of ENR's Top 500 Design Firms, our markets are diverse and include transportation, energy, water/wastewater, commercial development, industry, healthcare, education and government. We recruit top talent and are currently seeking a Client Development Leader/Project Manager to join our team in Tennessee.



The Client Development Leader (CDL) is a new position created with the purpose of having a primary focus on the net fee booked metric that drives financial success and growth of S&ME. The CDL will focus on the recruitment and retention of clients to connect and align with the multiple services S&ME offers and over 1,000 technical professionals and support staff. The Client Development Leader role is integral and essential to achieve financial goals and market growth.



This position will play a key role in building a nationally recognized transportation program and provide S&ME services to transportation clients, including Highway/Bridge, Rail, Aviation, Port and Pedestrian modes within the Tennessee Region market. The successful candidate will be a team-oriented leader with expertise as the project lead/ business development lead on major transportation projects, have a desire to participate in regionally and nationally significant projects, provide exemplary client relations and demonstrate extraordinary responsiveness to transportation clients within a personally and professionally fulfilling work environment.  This individual will be skilled in project development, seeking project opportunities, recruiting of project personnel and leading transportation projects.



Primary Role & Responsibilities

  • Establish and lead Sales/Bookings efforts for the Transportation Business Unit within the Tennessee Region;
  • Serve as the project lead on major transportation projects;
  • Collaborate with the Business Unit Director (BUD), Area Managers, Group Leaders and other Business Unit CDL's to identify, pursue, and win work for all of S&ME;
  • Serve in several high visibility roles including Investment Manager, Business Partner, Visionary, Rainmaker and key Community Involvement stakeholder for S&ME;
  • Extensive travel expected to meet with internal and external clients (existing and new) to establish and promote advanced level business development services.



Key activities

  • Assist in developing an annual Business Unit (BU) Financial plan (e.g. budget book) with unit leadership.  The annual budget book reflects annual financial direction, client focus, and pursuits;
  • Screen and target clients to increase pursuit success ("win rate" or "hit rate");
  • Drive and participate in pursuits, including holding frequent business development meetings with Business Unit leaders (e.g. BUDs...Project Managers (PMs)...Technical Principals);
  • Lead pursuits with clients with BU leadership in "go/no go" decisions, project risk assessment and management and coaching respective BU teams on how to win work;
  • Develop business model for BU to balance profit and growth, while being responsive to market dynamics;
  • Engage and coordinate with team of Marketing Coordinators to develop and produce winning proposals;
  • Identify the BU's "Clients for Life" and lead client management plans and relationship development for each client.



Key expectations

  • Leadership personal and professional growth, recruit, train and retain key hires, lead business development and marketing activities, create and enhance business development and leadership skills, develop and implement successful strategic plans;
  • Financial grow business, build quality backlog of projects, measure results, set business goals and enhance sales success, increase ROI of business development investments, budget control and management, partner with BUDs and other BU leadership, align business development "philosophy" with operations, increase communications among business units;
  • Client Service deepen relationships with external clients, create winning teams with internal clients and explore new market sector opportunities;
  • Personal and Company Enhancement establish and maintain consistency in achieving sales/bookings goals, grow top and bottom line results, implement tools, processes, to consistently determine "Go/No Go and Risk Assessment" criteria within and across BUs, re-energize mature leaders and managers; and engage professionals who are early in their career and professional development; and assist in development of career paths for others in business development.




  • Bachelor's degree; in Civil Engineering preferred;
  • Licensed Professional Engineer in good standing preferred
  • Will be based in or within close proximity to Nashville, Tennessee;
  • 15+ years of experience in Transportation Services;
  • 10+ years in business development role with focus on clients and work product;
  • 5-8 years' experience in supervisory or management capacity;
  • Experience managing transportation services for TNDOT's, rail and transit agencies, airports and/or toll authorities preferred;
  • Experience in developing client relationships, proposals, and work opportunities.



This is a full-time position with competitive pay based on experience. Successful candidate must meet requirements of the company's Fleet Management Program, Substance Policy and Reference check program. Submit resume, cover letter, and salary expectations for consideration. Only qualified candidates with acceptable employment eligibility verification (I-9) will be considered. Visa assistance not provided.  S&ME reserves the right to fill this position with an internal or external candidate at any time during the search.  S&ME is not responsible for unauthorized job postings or submissions of resumes using external links/websites.



No candidate/recruiter calls, personal calls or walk-ins accepted.



An Equal Opportunity Employer. 

Minorities/Females/Disability/Veterans; VEVRAA Federal Contractor

S&ME, Inc.
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