Marketing Principal Candidate Information Pack
inspiring intelligent memorable
OUR PHILOSOPHY ( Design + Thought Leadership ) x People = HOK
CONSULTING
MARKETS
AVIATION EDUCATION GOVERNMENT HEALTHCARE HERITAGE HOSPITALITY OFFICES RESIDENTIAL
SERVICES
LANDSCAPE ARCHITECTURE MASTERPLANNING INTERIORS
RETAIL
SCIENCE + TECHNOLOGY SPORT + ENTERTAINMENT
TRANSPORTATION
WORKPLACE
HOK | 1
Founded in 1955 and currently employing around 1,700 staff in 23 offices globally, HOK is one of the largest, most diverse and acclaimed architectural design firms in the world. HOK is international capability derives from investment in fully resourced operational centres in each of its offices. Integrated with the expertise of some of the world’s top specialists by discipline and sector, these are all linked by state-of-the-art computing technology. Specialist expertise to respond to London’s challenges The sheer range of HOK’s work in London - Canary Wharf, Whitehall, the Francis Crick Institute, Natural History Museum, BBC - reflects the degree to which HOK has become rooted in one of the world’s most dynamic cities. Our approach to design excellence is exemplified through the work of our London office, creating solutions that respond to the city’s greatest challenges. With specialists in Masterplanning, Transportation, Mixed Use, Healthcare, Education, Residential, Commercial, Sport + Leisure, Science + Technology, Heritage + Conservation and Workplace, our team offers a diverse range of services for developments of all typologies and scales across London.
Connected and collaborative Our design solutions result from a collaborative process. We act as a trusted advisor, seeking to understand each Clients unique needs and connect planning and design services across sectors to see the “big picture”. We help our clients to innovate, encouraging multidisciplinary professional teams to share knowledge and imagine new ways to solve the challenges of our built environment together. A sustainable focus Sustainability is intrinsic to every HOK project, with a focus on preserving natural resources and celebrating sustainable values. HOK’s ‘Six Steps to Integrated Sustainable Design’ process forms part of our internal Sustainability Analysis Tool-Kit, which is utilised in all of our projects. Design and delivery excellence Our team is passionate about design excellence. Our most recent award winning scheme, the Francis Crick Institute, was awarded London First’s Future Award for a ‘visionary regeneration or development which reinforces London’s competitiveness in the long term’. Completed on time and budget, this development is a prime example of HOK’s ability to provide significant architectural interventions that ensure design and delivery excellence.
Our HOK London studio reflects the city that we call home whether it is through the team or the portfolio of our work, our diversity has remained a value that has contributed to our success. From the inception of a master plan to the delivery of a complex science and technology project the studio has always relied on leveraging our talent whether from our London studio or from another one of our teams abroad. HOK relies on our network of people to search out and capitalise on opportunities within our geographic market. With a dedicated marketing team in London contributing to firmwide initiatives we choose to focus on our domestic market first and foremost followed by international work on an opportunistic basis. Along with our Sector Leaders, the Marketing Team reviews and focuses on potential opportunities and perhaps more importantly determines a “fit” for our practice. Working closely and leading the Marketing Team both in terms of discovering opportunities and delivering proposals are key aspects of the role. We need an individual who can galvanise the team across all sectors with a focus to growing our pipeline of work.
Daniel Hajjar
Senior Vice President | Director, Managing Principal EMEA
JobSpecification
Business Development
• Will build business unit’s visibility in the business unit’s market area. Proactively builds client rela- tionships that result in project opportunities to meet the business unit’s annual strategic business plan. • Working closely with principals and leaders of the Markets and firm-wide business development leaders, actively seeks/secures new work of strategic importance to the long term financial sus- tainability and ideals of the practice. • Leverages firm’s expertise, knowledge, contacts and industry acumen to identify, propose and secure new work for the practice using the firm’s research tools and contact network, identifies upcoming opportunities. • Builds relationships with the region’s key clients on an on-going basis and follows their progress to prepare our strategy in advance of the issuance of an RFQ or RFP. • Puts together a clear pursuit strategy that illustrates HOK’s value to potential clients. • Assists technical professionals in following up from initial introductions and presentations. • Promotes and encourages marketing efforts through internal cross-selling across all HOK practice areas. • Acts as a resource to teams to provide client liaison and quality assurance role to ensure client sat- isfaction. Actively disseminates results of client satisfaction surveys for continued improvement. • Attends pre-proposal conferences, professional meetings or other project-specific and marketing- related events, client organizations and civic events where participation warrants a sufficient return for the investment of time and money … qualitatively or quantitatively. • Actively participates in appropriate professional/community organizations. Encourages key staff to have similar participation, guiding them to leverage contacts into potential marketing leads or to bring positive exposure to the firm. Available as a resource to coach HOK staff to be successful in these efforts. • Active membership in appropriate industry and client-focused organizations.
MARKETING •
Working with Marketing Coordination team and proposed project team, directs the initial mock-up of proposals, qualifications packages, presentation materials to be used at interviews/presenta- tions, etc. • Leads and directs preparations for marketing interviews and presentations, applying the knowl- edge of the particular client, optimal communication and project interviewing skills. Coaches and directs the interview team at rehearsals as appropriate. • Oversees the Marketing Department to focus on quality improvement and streamline efficiency of the publishing of all print/media/electronic responses by the office. • Coordinates the activities of those involved in marketing and creates an enthusiastic, responsive, client-first, service-oriented culture. • Recruits and manages all marketing staff. Conducts formal performance reviews as well as on- going performance coaching. • Contributes content to HOK.com through Corporate Communications. FINANCIALS Working closely with key leadership, contributes to the development of annual business plan that will address project and revenue targets. Measures and analyzes performance of the marketing plan vs. budget. Is accountable for meeting sales targets. • Prepares quarterly sales forecasts and reports to Marketing Board on a monthly basis. • Responsible for completing GO/NO-GO filters. • Prepares and tracks progress of marketing pursuit work plans. • Prepares and tracks hit rates and cost of pursuits • Working closely with all practice areas, provides ongoing, updated business unit fee projections.
KEYCLIENTS • Actively participates in the firm’s Key Client Initiative. • Fosters a culture of external and internal client service.
FIRMWIDE KNOWLEDGE CAPTURE Collection, catalog and submission of current project data and metrics in conjunction with firm’s Knowl- edge capture strategy. Collection, catalog and submission of marketing intelligence, value propositions, proposals, bench- marking data and metrics for regional practice in alignment with the firm’s Knowledge capture strategy. PUBLIC RELATIONS • Positions Region or BU for public exposure in these market segments (i.e. special events, functions, conferences, exhibits, speaking engagements, publication, etc.). • Initiates and manages appropriate public relations including awards submittals, finding avenues for staff to write articles, speak at functions, etc. Coach and assist in preparations as needed. • Manages BU PR budget and consultants for efficient “project-based” task assignments. • Works closely with HOK Corporate Communications to identify local trends and article content that should be elevated to a national PR campaign. • Involves Corporate PR leadership in all negotiations with external PR consultants.
MarketingPrincipal Salary £Competitive plus substantial benefits package
HOK is a global design, architecture, engineering and planning firm. With offices around the globe, they create a better world through the design of buildings and spaces that respond to the needs people and the environment. Their designers are rooted in technical excellence, driven by imagination and focused on delivering solutions that inspire clients and communities. HOK work on some of the some of the most prestigious projects globally, with three recently being nominated for the Architizer A+ Awards, including the ADNOC Headquarters, Atlanta’s Mercedes-Benz Stadium and Abu Dhabi’s Yas Arena. The London studio’s recent projects include The Francis Crick Institute, Palace of Westminster Committee Rooms and the Kuwait University College of Architecture. Our London studio is seeking a Marketing Principal to join the senior leadership and deliver a strategic and proactive business development programme. Collaborating with the leaders of the business and overall management of the high performing Marketing Team. The Marketing Principal will champion the business development, bidding, marketing, knowledge capture and public relationship activities of the HOK London studio. You will be involved in front end business development whilst consulting on bid/no bid strategy, strategic bidding opportunities and taking a lead of ‘must win’ tenders. The successful candidate will have a proven track record in business development and marketing leadership roles, that have responsibility for strategy, capture planning and client interaction in relation to work winning. HOK’s expansive expertise and services requires someone who has marketed multiple sectors in relation to architecture, design or a related engineering field. To arrange a confidential discussion and/or to request the full briefing particulars, please contact our retained advisor Elliot Fry elliot.fry@mrgpeople.co.uk of The Management Recruitment Group via email or on 020 8892 0115. Closing date for applications is Sunday 12th August 2018
PersonSpecification EDUCATION & EXPERIENCE: Bachelor’s degree in marketing, architecture/design, or related field. LEED credential within 12 months of employment.
SKILLS & COMPETENCIES: •
Ability to create and maintain a collaborative team environment; to build relationships and effectively work with all levels of employees. Sets exemplary leadership example by working respectfully, proactively, and positively with all HOK colleagues in a team setting. • Excellent project interviewing strategy skills. • Deep industry connections and relationships. • Experience in pursuing complex projects and assembling appropriate teams. • Ability to communicate effectively both verbally and in writing. Possesses strong influencing skills as well as the ability to present complex situations in a clear and simple way. • Ability to manage marketing pursuits by maintaining direction and focus through proactive planning, organized approaches to work and effectively meeting deadlines. • Ability to work within a matrixed organization. • Ability to coach and mentor all levels of staff. • Ability to work efficiently and within an organized manner. • Ability to maintain and effectively use business development metrics. • Ability to contribute to and monitor annual business plan. • Proficiency in MS office, including Word, Excel, PowerPoint and Outlook.
HOKSocial
HOK London on Social Media By sharing images and videos of the day-to-day workings of HOK we give our online community an insight into our brand, and the people behind it. This helps our community understand our business better, and connect with it on a more deeper level. We encourage our studio to take photos and send content. Our main goals are to attract followers, build deeper relationships, gain clients and to increase sales. In doing this, content is vital. Our Social Media is a great insight into the studio.
HOK’s mission is to deliver exceptional design ideas and solutions through the creative blending of human need, environmental stewardship, value creation, science and art. HOK has designed landmark projects for major corporations, developers and institutional clients that have been widely recognized for their innovative and significant additions to our architectural and urban landscape. HOK’s interdisciplinary organisation and ability to design and manage complicated projects have provided us the opportunity to design “one of a kind” projects of civic and national importance. We create value for clients, users, communities and ourselves. From a robust exchange of ideas, solutions emerge that solve profound functional and technical challenges while creating lively, memorable and sustainable places for people.
We have designed landmark projects for major corporations, developers and institutional clients that have been widely recognised for their innovative and significant additions to our architectural and urban landscape.
85% of HOKs work comes from repeat clients
excellent Delivering projects that integrate the best talent, latest technology with artful design that reflects context in response to our client’s goals and objectives.
190 LEED Certified Projects | 12 BREEAM Certified Projects | 3 Green Mark Certified Projects | 780 LEED Credentialed Professionals sustainable
We embrace our responsibility as one of the world’s largest, most influential design firms to advance sustainable design for every building type, geographic region and budget level. HOK commits to incorporating sustainability into our projects and our operations. We work with clients, design partners, suppliers and contractors to implement overarching environmental improvements.
At HOK we incorporate sustainability into our projects and operations. We work with clients, design partners, suppliers and contractors to implement overarching environmental improvements. We relish our role as custodians of the built and natural environment.
First LEED CI Project delivered in the UK HOK London Office QUBE Whitfield St.
BIM or Building Information Modelling incorporates multi-dimensional, dynamic building modelling software to produce “smart” models that serve as a complete repository of information about a building. BIM facilitates the sharing of information among owners, architects, engineers, interior designers, contractors, facility managers and other team members throughout a building’s life cycle. Because each team member can access and share the same data, BIM binds design and construction teams together into a focused, unified entity focused on the client’s best interests. buildingSMART is an innovative way of working in a virtual environment using intelligent objects in a model server so that design, construction, operation and sustainability are tested and optimised before work commences on site.
At HOK we have made a long-term commitment to using Building Information Modelling (BIM), to work more efficiently and accurately, and to provide additional value to clients. We are recognised industry leaders in the application of BIM.
www.hok.com/ thought-leadership
11 HOK offices working together to deliver the scheme over 30 months KAUST
smart #1 Design Firm for Technology Expertise By DesignIntelligence 2013 Advanced use of Building Information Modelling (BIM) and buildingSMART technologies allow us take full control of the design process
diverse 1,600 professionals linked across 23 offices on three continents
Pursuing unmatched diversity in service, markets, expertise and people
At HOK our vision is to be the world leader in innovation for the built
environment. HOK delivers quality design products and intelligent services that enable our clients to achieve their goals and enrich their lives. A core value of HOK is diversity. We are committed to diversity in all aspects of our organisation and design including culture, markets, geographical regions and services. The diverse capabilities that reside within our talented workforce position HOK to fulfil the needs of our diverse clients, providing high quality design services. It is our goal to create a culturally aware workforce and organisation that the communities and clients we serve. We believe that the wide array of perspectives that results from such diversity promotes innovation and success.
Currenlty working in 65 countries around the world
HOK staff in 23 offices worldwide contributed over 4,000 hours to the initial goal.
responsible We seek to promote architecture as a social work, using design to support and empower communities.
HOK, caring in the Community
As part of its 60th anniversary, HOK has launched the 24/SIXTY community service initiative. The London office provided over 400 hours of pro bono architecture and interior design services to complete The Bute Mills projects over a course of three years. As a global firm, we seek to promote architecture as an element of social work, using design to support and empower communities. By organising our IMPACT into three distinct categories – professional services, charitable donations and volunteerism – we are raising the profile of the design profession and, we hope, making a difference.
UKprojects
The Francis Crick Institute London, UK
Named after Francis Crick, the scientist who helped discover the structure of DNA, the Institute will be one of the most significant developments in UK biomedical science in a generation. Its goal will be to understand the basic biology underlying human health, driving forward better treatment and prevention of illnesses such as cancers, heart disease, stroke, flu and other infections.
staff, including 1,250 scientists, and will be specifically designed to promote interdisciplinary work and encourage collaboration. In order to promote greater collaboration and interaction between scientists and researchers, laboratories will be grouped around a communal space, with generous catering facilities for the entire centre. Laboratory spaces will be kept as open and flexible as possible to allow rapid conversion for new uses. The building will also provide conference, training and workshop facilities and will be able to
host large international meetings as well as smaller, more informal workshops and training courses. Large, cantilevered bay windows and tall glass atria will maintain natural light in workspaces and public areas, whilst reducing the building’s impact at street level. To support this approach, one third of the accommodation is below ground while its curved roof presents a gentle face to the community. Internally, glass walls allow for views into laboratories, promoting transparency and openness.
HOK’s design for the 91,000 sq.m building aims to produce greater
collaboration and innovation in biomedical science. The building will house 1,500
Palace of Westminster Committee Rooms London, UK
The comprehensive refurbishment of the Committee Rooms commenced design activities in 1996. A rolling programme of work from 1998-2005 saw all of the Committee Rooms on the first floor overlooking the River Thames completely restored to their former glory and at the same time providing enhanced environmental control and broadcasting capabilities.
• New broadcasting cabinets to match the existing panelling • Installation of aspirated fire detectors, • Restoration and repair of Pugin- designed oak panelling, • Replacement of Pugin-designed double flock wallpaper • Reinstatement of the original grained ceilings.
The Palace of Westminster Grade I listed building status required careful integration of the services. The works proposals were monitored carefully by the PE Conservation Architect, Westminster City Council and English Heritage. The works included: • Installation of new air conditioning • New power and data outlets • Broadcasting facilities for Hansard, Westminster and the BBC
international projects
Delivered fromLondon
Kuwait University College of Architecture (COAR) Kuwait
HOK was selected to design Kuwait University’s new College of Architecture and College of Computing Sciences and Engineering buildings at the Sabah Al-Salem University City campus at Shadadiyah. Totaling 477,000 square feet, these buildings will complete the initial build-out of the 64.6-million-sq.-ft. Sabah Al-Salem Kuwait University City campus, which was decreed in 2004 and is southwest of Kuwait City. Located on opposite ends of the site, the buildings will form new gateways at the western and eastern ends of the academic campus.
The College of Architecture was first established by Amiri decree in 2010 and currently operates from two campuses, Architectural Engineering at Khaldiya and Visual Communications & Interiors at Adailiyah. The move to the Sabah Al-Salem Campus at Shadadiyah will open a new chapter in the life of the College. Most importantly it will be a College created specifically for students of design, providing opportunities for a fully integrated environment with a rich variety of learning and social spaces to be shared by all in a truly collaborative manner.
HOK’s design solutions establish the identity of COAR across the University, respond to the flow of students and faculty from across the site and are inviting to business and the professions in Kuwait. The buildings will be permeable and engaging, creating a venue for the celebration of design as an academic pursuit. A joint centre, ‘The Collabatory’, will provide a place where students, academics and the professions come together.
Application and Recruitment Process For a confidential discussion to learn more about the role and opportunity please contact the HOK's appointed recruitment partner Elliot Fry of The Management Recruitment Group. Elliot Fry: 020 8892 0115 M: 07932 717 439 E: elliot.fry@mrgpeople.co.uk Applications should consist of a comprehensive CV (of not more than 4 pages) and supporting cover letter (of not more than 2 pages) outlining key matching project experience and rationale for applying for the post. Applications should be sent to elliot.fry@mrgpeople.co.uk. The closing date for applications is Sunday 12 August 2018.
Interviews are scheduled to take place during the w/c Monday 3rd September 2018.
www.mrgpeople.co.uk The Management Recruitment Group Regal House, 70 London Road, Twickenham, TW1 3QS
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