Position Summary

This position is responsible for overseeing all marketing and business development department functions – focusing on developing and directing Mackin’s strategic vision and execute strategic marketing plans for the organization. The Director will lead staff in the development of winning proposals, with focus on opportunities that are strategic to company growth. This role will develop and manage marketing programs, support business objectives, lead acquisition, execute business development, provide departmental business development support, and foster client retention. Additionally, this role will oversee, build, and maintain a strong and consistent brand for Mackin through a wide range of marketing channels.

Essential Duties & Responsibilities

• Drive all business development activities to accelerate business growth.
• Work with the CEO and executive leadership team to create and implement winning strategies to meet sales goals in designated markets, geographical sectors, and new growth markets.
• Develop and qualify prospects for business in the Pennsylvania, West Virginia and Ohio markets.
• Initiate and maintain liaison with clients, local/regional key decision makers, contractors, and A/E contacts to seek out new opportunities for work.
• Ownership of the sales funnel and responsibility for converting leads into projects by stewarding them through the Business Development process, whether directly or by working with a member of the executive leadership team.
• Responsible for sales tracking and reporting activities. Lead the tracking, updating, and management of clients, prospective clients, and project opportunities in the company CRM system.
• Assist in maintaining Business Development List for executive leadership team members, tracking active leads and contacts, and assist with follow ups and communication as requested by those team members. Motivate and maintain activity.
• Represent firm at client, industry, and civic events. Network/participate on market sector trade organization committees and boards.
• Position firm with potential clients to secure business and work with marketing staff to target ongoing communication efforts to potential clients.
• Collaborate with the Marketing and Business Development team to prepare effective proposals and presentations. Making sure all proposals are branded the same.
• Provide advice, guidance, and direction to marketing team members to support marketing efforts and professional development.
• Implement strategic marketing plans to achieve corporate objectives
• Build a lead scoring system to evaluate lead quality and quality opportunities (Go/No-Go)
• Analyze, measure, and evaluate ROI by capturing marketing campaign performance metrics
• Monitor business indicators (KPIs)
• Develop and implement procedures for identifying advertising needs
• Review and coordinate new project proposal and SOI submissions
• Coordinate new and existing project opportunities, relaying relevant information to upper management and department heads
• Consult with department heads to gain advice regarding the types of services expected to be in demand
• Host internal meetings to provide management with information and proposals concerning the promotion, distribution, and design of company services
• Support sales staff by providing market share data, market trends, forecasts, account analyses, and new product information
• Collect and analyze data on customer demographics, preferences, needs, and buying habits to identify potential markets and factors affecting service demand
• Monitor budgets developed by comparing and analyzing actual results with plans and forecasts
• Formulate, direct, or coordinate marketing activities or policies to promote services
• Coordinate and monitor external affairs or events affecting business operations
• Implement marketing and advertising campaigns by assembling and analyzing sales forecasts; planning and organizing promotional presentations
• Confer with legal staff to resolve problems, such as copyright infringement or royalty sharing with outside producers or distributors
• Work with marketing team to coordinate day-to-day activities that lead to the completion of projects/tasks
• Supervise employee(s)
• Develop standardized sales scripts, presentations, proposals, etc.
• Coordinate and/or participate in company-sponsored events, promotional activities, trade shows, etc.
• Gather data on competitors and analyze their prices, revenue, market share, method of marketing, and any other relevant points of interest
• Forecast, track, and analyze marketing, consumer, and industry trends
• Stay up-to-date with the latest trends, technologies and methodologies in graphic design, web design, production, etc.

Non-Essential Duties

• Participate in professional marketing conferences
• Contribute and serve on a marketing committee and/or subcommittee
• Support internal departments with marketing collateral required to execute projects
• Advise management of new developments which may affect profit, schedule, costs, client relations, and/or inter-departmental relations
• Contribute to the overall success of Mackin by supporting internal departments, providing exemplary service to clients, and striving to meet on-going initiatives to grow and develop the company
• Duties, responsibilities, and activities may change or be assigned at any time with or without notice

Supervisory Responsibilities: This role has direct supervision over the Marketing department staff

System or Specialized Knowledge:

To perform this job successfully, an individual might have a knowledge of:

• Microsoft Office – Word, Excel, Access, Outlook
• Adobe Creative Cloud Suite – Photoshop, Illustrator, InDesign, etc.
• Social Media – LinkedIn, Facebook, YouTube, etc.
• Digital Photography
• PennDOT’s Engineering and Construction Management System (ECMS)
• Deltek Ajera

Education and/or Experience

Preferred Qualifications

Years of Experience: Minimum of 10‐15 years of experience in the marketing and/or business development field or equivalent combination
of education and experience
Education: Bachelor of Science or Bachelor of Arts Degree
Degree or Formal Training: Marketing or Business Administration, or a related discipline (graphic design/layout experience desired)
License, Certificate or Registration: None required