Business Center Practice Leader (New England)

Stantec

3d•Onsite

About The Position

Whatever the distance, wherever the destination – our designs lead you there. Our “One Infrastructure” group provides comprehensive planning, design, and engineering services for all phases of roadway, bridge, transit & rail, airport, and ports & marine projects as well as civil engineering, land development engineering, landscape architecture and urban planning. Reporting to the Regional Growth Leader (RGL), the Business Center Practice Leader (BCPL) is the “seller/doer” responsible for leading pursuits. Accountable for the top line, the BCPL leads the growth of the Business Centers and Stantec’s market position while supporting innovative design solutions with exceptional quality and execution that exceed client expectations.

Requirements

A Bachelor’s degree in a related field with a minimum of 10 years’ related work, leadership, business development and consulting experience; or an equivalent combination of education and related experience.
Professional registration in related field.

Responsibilities

Achieving Business Center sales goals
Developing and executing market growth strategies
Maintaining a deep understanding of market opportunities and trends
Winning new projects with key clients
Developing and managing strategic client relationships
Assessing and pursuing new markets and clients
Building Stantec’s external visibility and industry presence
Responsible for exceeding client expectations through strong account management across the BC and personally leading accounts for major clients in the BC.
Achieve minimum client- and proposal-specific marketing and business development (M&BD) sales goals, including internal cross-selling initiatives, target 50% of time.
Ensure a minimum of 4 client feedback surveys are conducted per year and issues are addressed through implementation and follow-through on action plans.
Lead and participate in pursuits and campaigns for major BC opportunities.
Drives the client relationship strategy, working with Principals and BC leaders to drive strong results in the client satisfaction survey within the respective BC.
Responsible for net revenue forecasts by period, quarter and year end.
Actively contributes to winning strategies and involvement at a hands-on level in key pursuits as needed.
Leads growth of the BC through leading the business development, key pursuits, and sales strategy.
Responsible for developing and managing the marketing and business development (M&BD) plan for the BC including cross-selling.
Increases visibility of Stantec by sharing our knowledge and innovation story through key client engagements to enhance our reputation and drive revenue.
Establish an effective Go/No Go Review process with Principals and tracks compliance of Go/No Go Process.
Partners with other BCPLs and leaders to drive collaboration on pursuits across geographies and business lines.
Responsible for utilizing and ensuring the opportunity Pipeline is maintained and monitor to optimize business development plans and employee utilization rates.
Develop and Maintain Stantec’s Integrated Practice in the BC. Which includes: The maintenance of a cohesive Stantec brand, Key client and Account development and maintenance, Market and community outreach and engagement.
Accountable to achieve organic growth targets of the BC.
Support the Regional Delivery Leader (RDL) with oversight of project delivery, QAQC, discipline excellence and technical quality, documents quality and best practices in the execution of work.
Responsible for supporting and fostering design excellence in all disciplines present in BC to implement innovation, sustainable design principles and use of technology.
Responsible for compliance with ISO-certified Integrated management System and Project management (PM) Frameworks.
Support BCOL with the annual budget for the BC, outlining the vision, focus, and priorities for implementation and setting specific goals for business performance.
Supports the BCOL in meeting established targets on net revenue, gross margin, SG&A, and operating income target in the BC.
Partners with BCOL to develop and implement improvement plans for distressed business units and BCs.
Supports achieving utilization rate and backlog targets and partners with BCOL to drive collaboration and work sharing across the practice.
Support BCOL with the health and safety performance of the business center (BC), including the monitoring of leading and lagging indicators, meeting leading indicator goals, and following up on BC Improvement Plans.
Support BCOL with developing, attracting, engaging and retaining top talent
Partner with BCOL by conducting quarterly office visits and BC Wide meetings to communicate the vision, business strategy and progress against applicable action plans.
Support the BCOL with managing performance and compensation in accordance with Stantec’s compensation philosophy within the BC through yearly employee performance review (YEPR), rate review, and STIP/bonus -allocation for the BC.