Business Center Practice Leader (Mountain/Southwest)

Stantec•Chandler, AZ

1d•Hybrid

About The Position

The Business Center Practice Leader (BCPL) is a "seller/doer" responsible for leading pursuits and driving the growth of the Business Centers and Stantec’s market position. This role focuses on achieving sales goals, developing and executing market growth strategies, and maintaining a deep understanding of market opportunities and trends. The BCPL is accountable for winning new projects with key clients, developing and managing strategic client relationships, assessing and pursuing new markets, and building Stantec’s external visibility and industry presence. The role involves significant client focus, aiming to exceed client expectations through strong account management and leading major client accounts. A key aspect is achieving client- and proposal-specific marketing and business development (M&BD) sales goals, including internal cross-selling initiatives, with a target of 50% of time dedicated to these activities. The BCPL is also responsible for ensuring client feedback surveys are conducted and issues are addressed, leading and participating in pursuits for major BC opportunities, and driving the client relationship strategy. Additionally, the role involves developing and managing the M&BD plan for the BC, increasing Stantec's visibility through knowledge sharing, establishing a Go/No Go Review process, and partnering with other leaders for cross-geography and business line collaboration. The BCPL is responsible for maintaining the opportunity pipeline, optimizing business development plans, and ensuring employee utilization rates. They are also accountable for achieving organic growth targets for the BC and supporting the Regional Delivery Leader (RDL) with project delivery, QAQC, technical quality, and best practices. This includes fostering design excellence, implementing innovation, sustainable design principles, and technology use, as well as ensuring compliance with ISO-certified Integrated Management Systems and Project Management Frameworks. In terms of business and financial management, the BCPL supports the annual budget, outlines vision and priorities, and works towards meeting targets for net revenue, gross margin, SG&A, and operating income. They also partner to develop and implement improvement plans for distressed business units and support achieving utilization rate and backlog targets. For Health and Safety, the BCPL drives the HSSE culture, monitors indicators, and follows up on improvement plans. In People Leadership, they support talent development, attraction, engagement, and retention, conduct office visits and meetings to communicate vision and strategy, and assist with performance and compensation management. Direct reports may include roles focused on M&BD.

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
Exceeding client expectations through strong account management
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.
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.
As a BC leader, the BCPL should drive the HSSE culture across the business center, including visible leadership, proactive engagement with teams, monitoring 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.