Higley Construction

Description

Higley Construction has retained Helbling, a ZRG company to conduct an executive search to secure a Regional Leader.

For more details about this opportunity, please view the position profile by clicking on the cover imageto the right.

Position Summary

Position / Essential Job Functions

The Regional Leader will play a key leadership role in the Central New Jersey market and will be the “Face” of Higley Construction for this market. The initial focus will be to lead and execute the business development initiatives to achieve name recognition, market penetration, and a focused target marketing effort to achieve the company’s short-term business objectives. From a long-term perspective, this candidate is expected to become part of, and develop, the Higley Construction culture and to demonstrate commitment to the company’s core values by which Higley Construction conducts business and expects to extend into the New Jersey market. This candidate will work cross-functionally with the leadership team to ensure the combined strategies and plans are supportive of the company’s vision and strategic direction.

Reporting Relationship:

The Regional Leader will report to Executive Vice President, Dan Selhorst.

Dan oversees operations in our regional offices and plays a pivotal role in Higley Construction's expansion into new markets by leading Business Development and providing guidance for the Regional Offices. Dan is also an active community member who serves on the Board of Directors for the American Red Cross as Chair of the Mission Committee.

Opportunity

This is an opportunity to join a well-respected, dedicated, experienced, committed, and passionate leadership team to lead and manage Higley Construction’s New Jersey office. The Regional Leader is a high visibility, high impact position that will directly contribute to the growth and profitability of the business. Higley Construction is looking to expand into and grow their presence in Central New Jersey, and the Regional Leader will play a key role in the strategy and execution of that growth.

Responsibilities

The successful candidate will be a business and results-focused leader who has the highest ethical standards. The Regional Leader must have the leadership characteristics to set the pace of results and be viewed as a role model for this highly collaborative, entrepreneurial organization. This candidate will be the “face” of the New Jersey office and is expected to display the cultural values that Higley Construction stands for and by which they carry out their business. The candidate will be an individual who can function as a general manager, lead, manage, develop, and motivate others to achieve continually higher levels of performance.

The Regional Leader will be responsible for developing and executing the strategy and action plan for all business development initiatives. As a new market, possessing a deep insight and knowledge of the industry and customer base within the community will be a focal point of this role. This person will possess and maintain relationships that result from the development of new business opportunities in the core market segments in which the company already possesses significant expertise. By extension, this role will include regular business development reporting of current and future business development and opportunities.

The Regional Leader will be responsible for general management of the New Jersey office with support from the corporate office in Cleveland. General and Administrative systems are in place and will be implemented and supported in this role. This role will have oversight of project operations in coordination with the Senior Vice President – Operations to confirm that Higley Construction is meeting and fulfilling contractual and schedule requirements. The Regional Leader will have profit & loss responsibilities for the New Jersey office and the projects within this market. Business and financial management will be an oversight function of this role which leads to corporate reporting for monthly project status reporting and quarterly financial reporting to executive leadership.

Specific responsibilities include:

• Providing strategic guidance and input to the executive leadership team for the business development strategy and execution plans that foster the overall growth objectives for the New Jersey office.
• Researching key market segments and industry trends in New Jersey to ascertain potential partners to build and expand the business development network that will lead to opportunities two to three years in the future.  
• For real business opportunities, developing a genuine insight and knowledge of a customer’s business and proactively conveying how Higley Construction’s experience will bring value to the client’s new venture and aid in the business decision process.
• Building and maintaining valuable trusting relationships and alliances throughout the industry.  Broadening the professional network in core markets and expanding the geographic reach to new clients and business.
• Networking with contacts in engineering, architectural, and interior design firms as well as with corporate clients, developers, key community stakeholders, and civic leaders who are on the forefront of future construction growth.
• Collaborating with business development and project executives to seek out opportunities and develop “Win Strategies” to create and implement pursuits that bring high probability of success.
• Acting as the point person to seek out new opportunities and cultivate the client relationship that ultimately develops into business opportunities.  
• Securing RFQ, RFP, and direct award opportunities through building trusted relationships with clients.  Being an innovative contributor to the pursuit team during development of proposals. Collaborating with project executives and the preconstruction pursuit teams to develop the “Winning Proposal”.
• Regional office management, including office budget responsibility (oversight and management of monthly invoices, and maintenance of physical office, furnishings, and working systems via business partners).
• Contract management in conjunction with project executives and project managers for all New Jersey projects.
• Coordinating and planning for project managers and superintendents in collaboration with the Executive Vice President and Senior Vice President of Operations.
• Coordinating with the preconstruction group to schedule bid pursuits and RFP proposal pursuits and ancillary support work to develop the proposal.
• Financial reporting to executive leadership for New Jersey based projects with support from project executives and project managers.
• Operational reporting to executive leadership for New Jersey based projects with support of project executives and project managers.
• Provide Senior Leadership and oversight during any conflict resolution situations with subcontractors, architects, or clients.
• Providing inspirational and morale leadership through actions and providing organizational leadership any time the team or a project requires guidance.

Qualifications

Education:
A bachelor’s degree in construction management, Engineering, Business Development, Real Estate Development, or related Business Management is required. An advanced degree in a related field is a plus.

Experience:

• A track record of sustained, outstanding performance with ten-plus years of experience leading/managing a complex project-based or initiative-based business, construction management or development business or related results-based business environment.
• A working knowledge of the construction management industry is necessary for success in this position.
• Full accountability for leading a business development function, managing the office operations, and providing leadership as a construction project executive.
• Possess the individual skills and nuanced understanding of the Central New Jersey market. Possess the intuition to read the market and build broader connections, referral base, and strong relationships within the Central New Jersey community that Higley Construction seeks to serve.
• Solid track record of identifying, prospecting, and cultivating new market segments is essential.
• Demonstrated ability to build a robust business development pipeline resulting in the establishment of new clients, markets, and/or regions.
• Effective interpersonal and communication skills. Proven ability to cultivate, develop, and foster trusting relationships that lead to desired business results.
• Professional and Personal Characteristics:
• The ideal candidate will be able to demonstrate:
• Unquestionable personal integrity, which inspires confidence, respect, and trust.
• A positive, make-it-happen attitude, and a “do the right thing” work ethic.
• The natural ability to be invited to and included in the professional network of noted decision-makers. Gain and live up to the credibility that is critical in leveraging business development.
• An entrepreneurial spirit and understanding that his/her input contributes to the success of the company.
• Being a driving force in business development and business management while living the corporate values.
• Understanding of the economics of the business and the dynamics of the industry, customers, and competitors. One who is comfortable in an environment of personal accountability.

About Higley Construction

Higley is a full-service construction management and general contracting firm with a century of experience delivering high-quality projects. They specialize in healthcare, education, commercial, and cultural sectors, focusing on client satisfaction and excellence in every project they undertake.

Higley Construction was founded in 1925 by Albert M. Higley, Sr., in Cleveland, Ohio, specializing in commercial, industrial, and institutional construction. In its early years, the company thrived, completing over 100 projects within its first five years.

As the decades passed, Higley expanded its expertise and grew to become one of Ohio's largest construction firms. The company’s projects have ranged from $50,000 to $200 million, and Higley now operates regional offices in Cleveland, OH, Detroit, MI, Pittsburgh, PA, Akron, OH, and Warren, NJ.

Today, Higley remains an industry leader, continuing to uphold the core values of honesty, integrity, and an unwavering commitment to client satisfaction that has been the company's foundation since its inception.

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