Overview:

Responsibilities:

• Analyzes each priority pursuit from the client's perspective: their stated and unstated priorities, procurement context, decision-making dynamics and how HKS is positioned relative to likely competitors

• Develops a clear pursuit strategy and document for each Tier 1 opportunity, defining win themes, messaging pillars, differentiators and the overall narrative approach

• Ensures pursuit strategy is grounded in client intelligence gathered through the BD relationship and that it reflects the practice's core value propositions and brand identity

• Partners with Business Development Directors (BDD) and seller/doers to pressure-test and align on strategy before creative and writing work begins with Pursuit team

• Provides ongoing strategic direction throughout the pursuit lifecycle, including guidance on interview storylines, executive messaging and finalist presentation framing

• Creates clear strategic briefs that guide the Pursuit Marketing COE's proposal and interview development, ensuring deliverables reflect the agreed strategy and client focus

• Maintains close alignment with the PMD and BDD to stay connected to evolving client relationships, pipeline developments, and BD activity

• Leverages Salesforce to capture relevant client details so it is accessible and actionable for pursuit team

• Identifies the through-line between clients’ early communication and what HKS will say in the pursuit

• Carries proof points, outcomes, and themes from completed projects forward into pursuit strategy and practice positioning

• Supports PMD with monitoring market signals, published shortlists and procurement activity in the practice's key sectors to help the PMD anticipate future needs

• Collaborates with the PMD to identify which completed projects should be prioritized for external promotion, based on practice positioning, thought leadership value, and firmwide brand goals

• Develops and maintains a rolling annual promotion plan by practice and geography, with timelines aligned to project milestones, client readiness and publication opportunities

• Leads the narrative and story development for each featured project, working with the Communications COE to define the angle, emphasis and channel strategy

• Partners with the Brand COE to define the visual approach and ensure creative execution aligns with the HKS visual identity and the story being told

• Serves as the primary coordinator between HKS and the client for all promotion-related activities, including content approvals, photography coordination and media participation

• Supports the COE’s development of award submissions, press releases, editorial pitches and social content

• Tracks performance of project promotions across media, digital and awards channels, provides regular reporting to the PMD and use those insights to continuously refine the approach

• Facilitates alignment conversations that bring BD intelligence, design perspective and marketing strategy into a single, unified pursuit direction before execution begins

• In partnership with pursuit team and BDD, conducts post-pursuit debriefs to evaluate strategy effectiveness, capture lessons learned and identify what worked and what to do differently

• Feeds pursuit learnings back into the practice's positioning, story library and BD tools so that each pursuit makes the next one stronger

Qualifications:

• Bachelor’s degree in Marketing, Journalism, or related degree

• Typically 8+ years of experience in AEC marketing, pursuit strategy, business development support, or related experience

• Proficiency in InDesign

• Experience with Photoshop, Illustrator, Sketchup and InDesign software preferred

• Proficiency in MS Office Suite preferred

• Previous experience with government procurements, e.g., SAM.gov 

• Previous experience with subscription services, e.g., GovWin.co

• Previous experience with completion of government forms, e.g., SF330 

• Previous experience with design-bid-build and design-build procurements 

• Previous experience with Phase 1/Phase 2, RFQ/RFP best-value procurements

• Excellent written verbal, presentation, and storytelling skills, including the ability to craft compelling narratives and work with geographically designed page layouts

• Proven ability to build strong, trusting relationships with diverse stakeholders, using a diplomatic, collaborative leadership style grounded in emotional intelligence

• Strong facilitator skills with the ability to lead alignment sessions and strategy workshops

• Strong understanding of client motivations in architecture, design, and professional services procurement

• Strong familiarity with content libraries, case studies, positioning frameworks, and value propositions

• Strong organizational skills and the ability to balance multiple high-stakes pursuits, ensuring high-quality work is delivered on time and aligned to strategy

• Ability to manage team with diplomatic and collaborative leadership style which puts value on relationships and collaboration, both internal and external

• Ability to proactively problem solve and apply innovative solutions

• Ability to collaborate and encourage collaboration in a team environment, and ability to work independently and prioritize work

• Ability to effectively meet deadlines at expected quality

• Travel may be required

Base Salary Range: $95-125k – Richmond & Washington DC location.

The estimate displayed represents the general base salary range of candidates hired in Richmond & Washington DC only. We may ultimately pay more or less than the posted range based on the location of the role. Factors that may be used to determine your actual salary may include internal equity, experience, education, specialty and training.

HKS offers a comprehensive total compensation & benefits package with health, dental, and vision care coverage, 401(k) plans, life & AD&D insurance, short/long term disability plans, paid days off (sick leave, parental leave, vacation), and much more for benefits-eligible employees. To learn more about our benefits visit this page.

If you currently work for HKS, please submit your application via the Internal Careers Portal.

HKS is an EEO/AA Employer: M/F/Disabled/Veteran