Role Description ICF is hiring State Growth Leads to join our Energy, Environment, and Infrastructure (EEI) Group and help expand our presence in the State and Local Government market across high-priority states. Our multidisciplinary teams serve clients across climate resilience, disaster recovery, energy efficiency, infrastructure, transportation, and environmental planning. As a State Growth Lead, you will drive proactive growth strategies in focused states, responsible for: - Building a robust pipeline - Developing strategic relationships - Securing high-value contracts with government agencies - Working closely with subject matter experts, proposal teams, marketing, and delivery staff This is a high-impact role with autonomy, visibility, and the opportunity to shape how ICF partners with state and local agencies on pressing issues. Qualifications - Bachelor's degree - 10+ years of business development or capture experience in the public sector, preferably state and local markets - 3+ years of experience using structured capture processes (e.g., Shipley, APMP, MEDPICC, etc.) - Experience engaging with California state agencies or local government entities is required Requirements - Month 1 Expectations: - Understand ICF’s capabilities across Disaster Management (DM); Climate, Energy, and Transportation (CET); environmental planning (E&P); and Utility Programs and Services (UPS) - Learn ICF’s business development and capture management processes - Meet with key leaders across BD, Delivery, and Marketing teams - Build a landscape of your assigned state: agencies, priorities, funding flows, and recent awards - In collaboration with delivery leads, identify initial pipeline targets and key client relationships - First 6 Months Expectations: - Build a qualified pipeline of at least $50M in identified or anticipated opportunities - Actively lead at least five pursuits across your assigned region - Develop win strategies and lead opportunity shaping efforts - Attend relevant conferences, industry events, and client briefings - Review competitive proposals - Identify and negotiate teaming relationships with local partners or primes - Actively engage with key ICF stakeholders across all four EEI lines of business - 12–18 Month Expectations: - Close new business totaling $20M+ in contract value - Contribute to statewide or regional growth strategy planning efforts - Co-develop state-specific marketing campaigns with support from ICF’s marketing team - Develop value propositions and pursuit playbooks for recurring opportunity types - Champion cross-ICF collaboration and alignment between technical and BD teams - Maintain accurate CRM updates, forecasts, and pursuit documentation Benefits - Quality of life: Flexible workplace arrangements, work-life balance - Investment in you: Tuition reimbursement, access to professional development resources, 401k matching, Employee Stock Purchase Plan - Investment in the community: Donation matching, volunteer opportunities - And many, many more (Ask your recruiter for more details!)

• Reporting to the Chief Growth Officer for Workplace Experience Group, responsible for leading a team of business development professionals. • Developing and implementing strategies focused on growing Workplace Hospitality business. • Collaborating with varying levels of clients, sales leaders, and regional operational leaders on initiatives related to business opportunities. • Driving a winning sales and growth culture within the team through coaching and performance management strategies.

Role Description Are you based in North East England and commercially driven, with a passion for turning client engagement into measurable revenue? Join UniHomes and help our letting agent partners unlock the full value of our student property platform. We’re looking for a commercially minded Client Growth Manager to join our Business Development team at UniHomes. Your role is to ensure agents recognise the commercial value of our advertising and have the right systems, processes, and team engagement in place to make utility form completion a seamless and consistent part of their lettings workflow. This is a B2B2C role, where your success depends not only on strong relationships with letting agents, but also on how effectively those agents engage with student tenants to complete the utility ordering process. You’ll be the primary contact for our letting agent partners across North East England. This is a home-based role with regular field visits across North East England (up to three days per week, occasional overnight stays), so candidates must be comfortable with frequent driving and have a valid UK driving licence. Key responsibilities: - Build and maintain strong relationships with key letting agent partners, acting as their trusted advisor and main point of contact. - Ensure agents fully understand the commercial value of our free advertising and the importance of returning completed utility order forms as part of their lettings process. - Drive revenue growth by embedding operational best practices within client teams, ensuring staff are trained and processes are aligned to maximise form returns. - Monitor client performance data, identify trends, and proactively address gaps to improve conversion rates and overall account success. - Understand and influence the full B2B2C journey, ensuring agents are equipped to guide student tenants through the utility ordering process as part of their lettings workflow. - Deliver regular performance reports and insights to clients, helping them understand their impact and opportunities for growth. - Collaborate with business development and support teams to onboard new clients effectively and ensure long-term success from day one. - Support marketing and technology initiatives, maintaining accurate CRM records and ensuring all account data is up to date. What success looks like: You’ll know you’re succeeding when agents consistently return utility order forms, their teams are fully bought into the UniHomes process, and your accounts are contributing to sustained revenue growth and long-term partnerships. Key performance indicators (KPIs): - Form conversion rate: percentage of advertising leads resulting in completed utility order forms. - Revenue contribution: total commissionable revenue generated through client accounts. - Client engagement: frequency and quality of client interactions, including best practice sessions and process reviews. - CRM accuracy: maintenance of complete and up-to-date client records and performance data. - Portfolio growth and utilisation: proportion of a client’s student property portfolio actively advertised and let via UniHomes, and progress towards full adoption across their listings. Qualifications - Background in account management or similar client-facing roles (e.g. Partner Success Manager, Growth Enablement Manager or Client Performance Lead), with a focus on driving performance and commercial outcomes rather than relationship maintenance alone. - Experience enabling revenue growth through process alignment and behavioural change within client organisations. - Proven ability to influence reselling behaviours and embed operational practices in B2B2C environments, ideally in property lettings, PropTech or student accommodation. - Strong commercial acumen with a track record of driving revenue growth through client engagement and process improvement. - Excellent communication and influencing skills, with the ability to lead client conversations and embed behavioural change. - Confident in handling challenging discussions and aligning stakeholders around shared goals. - Highly organised and data-driven, with the ability to analyse performance metrics and take action. - Collaborative team player who shares best practices and contributes to collective success. - Comfortable working in a fast-paced, field-based role with regular travel. - Must be based in North East England with a suitable home working setup. - Comfortable with frequent driving and holds a full, valid UK driving licence. - Proficiency in Microsoft Office; experience with Salesforce CRM is a plus (training provided). Benefits - Holidays - Length of service days - Voluntary day - Enhanced pension scheme - Pension salary sacrifice scheme - Healthcare scheme - Employee Assistant Programme - Sick pay - Enhanced maternity & paternity pay - Career progression - Commitment to personal and professional development - Employee awards - Refer a friend scheme - Staff discounts - Mental health and financial support - Company social events

• Develop and execute long-term sales strategies aligned with company goals. • Identify new market opportunities, customer segments, and revenue streams. • Own and deliver against revenue targets and KPIs. • Monitor performance metrics and implement improvements. • Hire, mentor, and lead a high-performing sales organization. • Build and maintain relationships with key clients and strategic accounts. • Partner with marketing to align lead generation and brand strategies. • Implement CRM and sales tools to improve efficiency and visibility.